The Never Ending Sale

Once you have added a new customer to your book of business, plan on keeping that customer until you have all of their business, and the business of their family and friends.

This way you can ensure having their business forever.

When working as a branch manager a few years back, I was never satisfied with a customer portfolio until I had the complete wallet share of their business.

By wallet share I mean I not only wanted their checking accounts, I wanted their savings accounts, certificates of deposit, home equity loans and so on.

The same should go for you. Once you have a customer in the door, and have sold them that first product, continue to satisfy their needs with excellent customer service, and make them aware of certain products that have become new to your company, or any promotions that you may have going on. Continue to make them aware of all things that can make their lives more convenient or save them money.

Getting a customer to do all of their business with you, I admit, is a challenge. But like all relationships, the same holds true in business, relationships are built on trust.

Once a customer grows to know you and trust you, they will then begin to become more prone to moving the rest of their business over to you, and hopefully shoot some referrals your way.

For starters, get your customer in the door, just get one little piece of the pie. Think of it as asking them to lunch as opposed to asking them to dinner. Try and convince them to try out one of your smaller or less expensive products, or if you offer free trials, even better. Than go from there.

Getting back to wallet share . . .

While still in banking, I once had a customer tell me, that he did all of his business with us, and for that reason alone, he should be approved for the loan he was applying for.

Although I was confident that he would be approved for the loan, I decided to call his bluff any way.

I said; Mr. Jones, do you really do all of your business with us. His reply was yes.

I then asked him if I could see his wallet.

He pulled it from his back pocket and handed it to me.

After I opened his wallet and examined it for a few seconds, I pulled an American Express card from one of the sleeves and laid it on the table.

I said, Mr. Jones, you are a customer of American Express.

He replied that he was.

I than proceeded to tell him that he did not in fact do all of his business with us. I also seized this opportunity to sell him on one of our credit card promotions.

He chuckled at my wit, but did not take the credit card.

My point is, you want to get complete wallet share, you must dig deep, you might only have half of your customer's business, when you think you have it all.

So ask questions, get to know your customers as well as you can. Find out what their needs are, than sell them the products you believe they can use, make their lives a little easier, or save them some money.

So remember, the sale never ends, it goes on and on. Your customers will always be in need of new things. So sell them, their friends, and their family what you have. At the very least, make them aware of the products you have, you never know when they may need it. Good luck!

Jay Conners has more than fifteen years of experience in the banking and Mortgage Industry, He is the owner of http://www.jconners.com, a mortgage resource site, he is also the owner of http://www.callprospect.com, a mortgage lead company.

In The News:

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Autonomy 'inflated sales', UK court told  Independent.ieTIPPERARY-BORN technology entrepreneur Mike Lynch artificially inflated revenue at Autonomy, his UK software company, before selling it to Hewlett Packard ...
China Officials Tap Lower Tariffs, Debt Sales to Aid Growth  BloombergChina's top officials pledged to lower tariffs and expedite debt sales in 2019 as they seek to manage an economic slowdown while tackling the trade standoff ...
In Boerum Hill, condo inspired by Japanese design launches sales  Curbed NYThe condo at 561 Pacific Street is designed by ODA New York.
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LIC may up digital sales to take on private players  BusinessLineWith private sector insurers selling online aggressively and gaining market share, state-owned Life Insurance Corporation of India is likely to expand its digital ...
Why New Sales Managers Need More Training  HBR.org DailyLeading a sales team takes a different skill set than just working on one.
Patriot Care Corp. in Greenfield to begin recreational marijuana sales April 2  MassLive.comPatriot Care Corp. in Greenfield will begin recreational marijuana sales on Tuesday, April 2. The dispensary, located at 7 Legion Ave., will open to the public at ...
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Church-replacing Harlem condo launches sales from $595K  Curbed NY10 Lenox will include 29 condos and a new place of worship for a Harlem congregation.
The 5 Likeliest Reasons Your Business Isn't Generating Sales  EntrepreneurStartup founders must do more than create a business and a product. They have to create an internal sales process to get it to the right customer.
India eyes sale of Tejas to Malaysia  Times of IndiaIndia News: The defence attache at the Indian high commission in Kuala Lumpur, Aniruddh Chauhan said, “Tejas has been shortlisted by Malaysia amongst ...
Norwegian to lease planes, postpone sales after grounding of Boeing MAX  ReutersNorwegian Air will lease planes and postpone the sale of older models in its fleet following the grounding of Boeing 737 MAX aircraft, the airline said on ...
Splendor, Activa top February 2019 sales charts  Autocar IndiaThe two manufacturers together account for 27.83 percent of total sales from the two-wheeler industry.
State targeting vaping sales to minors | News | ncnewsonline.com  New Castle NewsHARRISBURG — Minors who attempt to buy vaping products or get caught with e-cigarettes at school could face criminal charges under legislation that passed ...
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February 2019 Sales Analysis Of Bajaj Pulsar 150, TVS Apache, Yamaha FZ, R15 And More!  GaadiWaadi.comIn February 2019, Yamaha YZF-R15 V3 made a huge impact by registering 8939 units at a massive growth of 160 per cent.
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UK Sales Charts: Sekiro: Shadows Die Twice Sneaks into Number One Spot  Push SquareLast week's biggest game release was undoubtedly Sekiro: Shadows Die Twice from Activision and From Software, and although it only launched on Friday, ...
Bauer Media launches marketing and sales service for SMEs  mUmBRELLA*Publishing group Bauer Media has announced the launch of another income stream. The company will now offer small and mid-sized enterprises (SMEs) a.
Suzuki Intruder Sales Down To 0 Units In February 2019  MotorBeam.comSuzuki launched the Intruder 150 in November 2017, the motorcycle's design is inspired by its elder sibling, the Intruder M1800R. The Intruder is the lightest ...
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Olive Garden owner posts solid jump in sales  CNNIt appears the comeback for Olive Garden owner Darden Restaurants, much like its famous pasta specials, is never ending.
SA car sales: Kwid boosts Renault to a great month in February  Wheels24Renault has had a stellar month of sales during February. The French automaker moved a whopping 1984 units off showroom floors.
Leigh Sales: ABC 7.30 anchor reveals her proudest political interview  NEWS.com.auShe's one of the nation's best journalists, known for her razor-sharp interviewing skills and no-nonsense approach to pollies left and right. Now, 7.30 anchor ...
Wholesale Inventories Surge, Sales Don't, Bond Market Panic  MishTalkThe Monthly Wholesale Trade report for January shows inventories rose 1.2% in January following a revised 1.1% in December. ​. Sales. January 2019 sales of ...
Brewers and distributors reach agreement on sales for off-premises consumption  Hartford CourantCraft brewers and wholesalers reach agreement in volume sales.
When Will 'Avengers: Endgame' Tickets Go on Sale?  The Cheat SheetSee when 'Avengers Endgame' tickets are predicted to go on sale, how many weeks the film is expected to be in theaters, and how long the movie will run.
UK retail sales rise unexpectedly despite looming Brexit  Financial TimesBritish consumers appear to have shrugged off Brexit uncertainty in February as retail sales unexpectedly jumped during the month, according to data published ...
Aori Ramen Sales Plunge Following “Burning Sun Gate” Controversies  soompiMBC's “Newsdesk” recently revealed how the recent controversies related to “Burning Sun Gate” have affected Seungri's former ramen restaurant franchise Aori ...
PlayStation VR sales top 4.2 million  GematsuPlayStation VR has officially sold-through more than 4.2 million units, manufacturer Sony Interactive Entertainment announced. Sony last announced that ...
ATC to Crack Down on CBD Oil Sales in Louisiana  Big Easy MagazineOn Friday, AT) announced that it will issue citations to any retail permit holder selling CBD oil products from their premises in Louisiana.
Retail Sales Decrease 5.3% In December 2018  BernewsAfter adjusting for the retail sales rate of inflation – measured at 2.0% in December – the overall volume of retail sales declined 5.3%, according to the recently ...
Barfoot & Thompson's auction sales rate is steady on 29% overall but properties in the central Auckland suburbs are slower to sell  Interest.co.nzThe auction sales rate at Auckland's largest real estate agency has remained remarkably steady throughout the peak March selling season at ...
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The cheapest Samsung Galaxy Buds prices, deals and sales in March 2019  TechRadarFind the best online prices and sales for the newly released Samsung Galaxy Buds.
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Sale Companies Ban Off-Label Use of Bisphosphonates  BloodHorse.comThe three auction houses will allow buyers to test horses younger than 4 and rescind the sale if there's a positive. The policy begins July 1.
February sees jump in new homes sales, drop in new condo sales: report  Toronto StarA new report from the Building Industry and Land Development Association says 639 single-family homes were sold in the Greater Toronto Area in February, ...
Devil May Cry 5 sales pass 2 million  VentureBeatDevil May Cry 5 director Hideaki Itsuno revealed that the Capcom action game has sold 2 million copies. The announcement came at the start of his talk about ...
Geely Starts Pre-Sales Of New Jihe A Electric Sedan  InsideEVsNamed after a mathematical term, the Jihe A is Geely's first model to be sold globally and will hit the market in Singapore on April 11, according to the ...
Cars In Demand: Maruti Baleno, Hyundai Elite i20 Top Segment Sales In February 2019  CarDekhoHonda Jazz sees big decline, while Volkswagen Polo moves back up into third in the standings.
Malaysia and Azerbaijan Headline Pakistan's Fresh JF-17 Sales Efforts  QuwaThe Pakistan Air Force (PAF) and Pakistan Aeronautical Complex (PAC) are renewing their efforts to secure additional customers for the JF-17 Thunder ...
BMW India Launches Joy Rewards After-Sales Program  NDTVAuto.comBMW India has launched a first of its kind after sales benefit program called the BMW Joy Rewards. The company says that it is a special after sales program ...
Russell Auction sales total over $3.5 million  KRTV Great Falls NewsGREAT FALLS – The C.M. Russell Museum is celebrating another successful Western Art Week, following the Russell Live Auction Saturday night. The sale ...
'It's about friendship': the viral podcast hit of Annabel Crabb and Leigh Sales  The GuardianIn 2015 ABC hosts Annabel Crabb and Leigh Sales got together to record a podcast on an iPhone. They uploaded their first episode to iTunes and hoped for the ...
Brookline dispensary opens recreational pot sales  Boston HeraldMore than 100 people waited in line Saturday morning for the first recreational pot shop in Greater Boston to open its doors. New England Access Treatment ...
KTM Duke 125, 200, 250, 390 sales report for Feb 2019  RushLaneKTM Duke, offered in D125, D200, D250 and D390 variants has seen good results over the past month with February 2019 sales at 5,699 units. New Duke 125 ...

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