The Importance of Selling Upgrades

Geoffrey Gran of Midwest Countertops and Ignite Consulting Group discusses the benefits of selling upgrades to your existing customers.

Noting how expensive it is to actually acquire new customers, Gran and business partner Bill Hoyer believe in assiduously courting the customers a business already has.

"When you get that customer, our theory is hug them, squeeze them, kiss them and never let them go. In order to do that, you really have to understand and sell them everything they need—and creating that more revenue. So when you do that, and you can be that single source for that customer, they are going to come back feeling very satisfied. And they are going to tell other people," says Gran. Read More >