Selling Boldly

31“What Percent of Your Business Do We Have?”

Many of your customers do not send you all of their business in your product or service category.

So, let's ask them about that.

“Tom, what percent of your business would you guess we have?”

For our example here, let's say the answer is 20 percent.

“Interesting. I'd like to get that up to 30 percent. What would that look like? I like working with you. You're one of my favorite customers. Let's see about helping you some more.”

For the customer, this is a small movement in business.

He needs to move only 5 percent of what he buys from one supplier, and 5 percent from another supplier, over to you.

But for you, this is a 50 percent increase in business with this customer.

Do this 10 or 20 times over, and it gets interesting.

Why Would the Customer Give You This Information?

That's what clients ask me when we discuss this technique.

They tell you because they consider you a valued partner.

Because they appreciate your work, and what you do for them.

You are reliable and dependable, and they are happy to help you serve them better.

That's what my clients find when they ask this question and their customers answer.

Your customer will tell you.

And then you can ask for a little bit more. Because you're interested in helping this customer more.

And sometimes, about a third to half of the time, they'll give it to you.

Just because you asked.

So, let's ask!