Estimate Each Customer’s Growth Potential

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During those engagements with new and existing customers (which should happen within the first 30 days of acquiring new customers, by the way), you might ask questions like:

What prompted you to buy our product or service?
Why are you continuing to do business with us?
Why did you buy more from us in the past?
How is our product helping you, and are there additional features that could add more value?
Be sure that you don’t simply focus on acquiring positive customer feedback, however. It’s also critical to uncover your customers’ concerns and objections.

That information can help you understand what’s keeping your customers from buying additional products or services from you. It could also tell you why they’re choosing competitors to fulfill a particular need that your product might address. To do that, you might ask questions like:

What kept you from buying a larger product package ecuador telegram data from us? Some customers are afraid to put all of their eggs in one basket. If you know that, then you can address that concern and tailor your package to mitigate it.
How important was pricing in your decision? If a customer reveals that they didn’t buy more from you because they didn’t think they could afford it, you might be able to pitch them on the value of package deals and appeal to their price-first concerns.
What features do you think our product lacks or what would you change? There might be some features or services that a customer wishes they had, feels would improve their experience, or is unaware that you offer. Ultimately, that could open the door to premium tier up-sell opportunities, or cross-sell packages.
Ultimately, that information will help you strike when your customers are happiest, most interested, or most needy. Quite simply, those types of customers are often the most worthy of your up-selling and cross-selling energy.

Your goal should be to determine who your best clients are, how much they’re spending with you now, which products or services they’re not buying (and why), and what value you could deliver to improve their overall experience.

With that, you should be able to easily estimate each customer’s growth potential, and the net new revenue that they represent.