There is an old fable about a man that sits on a chest every day after spending hours in the field looking for gold. Every day, at the end of 12 hours of searching, he rests his exhausted body on the chest and prays to God for guidance the next day – guidance to the gold for which he searches so desperately.
One evening a wise man approached the old man and asked about the chest on which he was sitting. “This old thing? I’ve had this for years. I’ve never opened it, so I have no idea what’s inside.” The wise man recommended that he take a look inside. Although skeptical, the old man found the key and opened the chest… only to find it full of gold – enough gold to last 50 lifetimes of riches. The old man spent his whole life searching for riches, when it was right under his nose the whole time.
Do you do this? Are you running around your market chasing new business while dozens of your current customers aren’t aware of half your services? Do your video customers know that you can sell fire services? How about your access control customers? Why haven’t you sold them visitor management?
If you want to increase your pipeline very quickly and knock out a few quick sales, analyze the purchasing history of your top 25 customers. After understanding what they’ve purchased, schedule time to make sure they’re fully aware of everything else you can provide. Don’t assume they know it … they probably don’t.
