Many firms stop with one (1st) sale and never realize added profits they are leaving behind. YOU would never let this happen. On other hand, maybe it would just be a good exercise for all of us…. to ASK yourself…. am I selling everything I possibly can to ALL of my current customers? Hits hard, doesn’t it?

Think about it! You have been successful in making that first sale. Why? Our basic assumption is that you have earned their confidence. Trust. You have lived up to your promises. Your product or service has met or exceeded their expectation. It’s only natural to believe that you will live up to this same level of competence in future.

Search for your USP… Unique Selling Proposition. What is it that makes YOUR firm stand out from pack? Are you REALLY any different? Do you offer something special that only YOU can provide? This is what separates great businesses from also ran. You have to be unique. Different! A visionary. Added VALUE is every customer’s expectation today.

Your next challenge is to find as many "back-end" products / services as you can. There is no better customer than one who has already done business with you. YOUR greatest business asset is your customer… without him/her…there is no business.

ACTION TIP: Treat your customer as someone SPECIAL. Look for new products to compliment your first sale. Separate yourself and your firm from ordinary. Be an important source of information. Make suggestions. Offer to help. Work hard at keeping every customer. Your most valuable business asset.

Another added benefit to this approach is that it will help build your credibility, especially if you are offering useful advice or information. If you can provide your customers with information that makes their lives easier, they will be grateful to you, and will see you as someone who is worth listening to. Keep giving your customers this kind of service, and they may actually start looking forward to getting your messages -- imagine THAT happening with a standard email sales letter!

As email becomes more and more popular, competition for our customers' valuable time will become keener. One of best ways to distinguish ourselves from our competitors is to provide information that goes beyond just "the sale." By going beyond immediate chance to profit, we can build relationships that can be mutually profitable to all involved for a long time.