We often neglect things tried and true, in favor things untried and new.  One of the oldies-but-goodies that we should have pasted on the front of our computer consoles is that our best prospects are our present customers.

How often have you pondered the list of your present customers, one by one, in order to think of--and write down--additional products and/or services you could offer each one?  Not often?  Not lately?  Well, you have work to do!  Get the computer fired up!

The axiom is tried and true: your best prospects are your present customers.  Nowhere has this been proven more often than in the insurance business.  The smartest and most successful insurance reps regularly review what their clients have purchased and list what additional insurance coverages they should present to them.

You can do the same in your business field.  Look at what each customer is buying from you.  Can that customer be introduced to other or similar products that you can supply, which leads to lengthier purchase orders?  Can your client be told about new and practical uses for what you are already supplying, which leads to larger purchase orders?  Which of your products or services can serve as a profitable sidebar to the products and/or services you are already supplying to that customer, which again leads to bigger purchase orders?

Your present deliveries to your customer are spinning your invoice printer. Never forget that, never neglect to do some hard thinking about it.  If you do the examining and thinking that leads to making new offerings to your present customers, you can make the printer spin faster.