Conventional wisdom says, “if you want to grow revenue, you need to get new clients”. Not necessarily. Research shows that providing the best possible experience for current customers is a much stronger strategy.
According to Gartner group, recently published in CMO Online:
80% of your future profits will come from just 20% of your existing customers. Additionally, existing customers are much easier to sell to. In fact, upselling to an existing customer is 60-70% close rate – much easier than finding a new one.
With over 30 software companies as part of the Perseus Group, we find this to make a major difference in our revenue leaders. As a result, site visits have become one of our best practices used by software companies across North America and Europe.
Here is a guide that will help you get a complete end-to-end plan for customer site visits. You will learn:
- How to prepare for a site visit
- Who should attend
- What should be on the agenda
- What should you do post-meeting
- Dos and Don’ts of site visits