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they both have their challenges and demands.
existing customers have expectations, they are loyal so should you, they need better service,better price,better treatment. but they are willing and ready to close the deal.
new customers still need you to build rapport,give exceedingly good offer,attend to his needs and expectations,they are sometimes hesitant to switching from a supplier to another,they will ask you why should we switch to you? be prepared.
so they both have their challenges but a professional will close both.,
Convincing new customer is always a challenging job.
Easiness to sell depends upon the situation and type of product/servcies you are selling.
For a old customer its easy to sell if customer have had good experience of the product/service in the past. Else the customer might not consider re-purchasing same product or from same supplier.
If you have ability to persuade customer along with well performing product than you can sell to a new customer easily. Selling low value goods might be easier to sell to a new customer (low involvement product like soap, toiletries ) . On contrary its difficult to sell products of high involvement to new customer like electronic items .
Selling by its very nature has never been easy.ln the given scenario l would find it easier with an established customer than a new one.The reason being that the established one knows how you conduct your business and at least there is some trust between you in as far as business is concerned.The new customer has to gain your trust and vice-versa.
In terms of difficulty it may be little easier to sell to existing customer because they have trust in your product, you and your organization
But if customer is new you have to start everything from scatch build rapport, build confidence, do negotiations.
But in terms of expectations new customer will be less diffiicult to convince , but as existing customer they will expect better service, better product and efforts because they already bought from you and if not satisfied can change suppliers.
If your product is a trustworthy, has its own name and existence in the market then selling to both new or existing customer will be kinda easy. For example, selling a BMW won't need a lot of effort as people know that it's a good car and know its capabilities.
There is no fixed rule about selling in general, it depends on the situation, Industry & other factors.
In my opinion, you can't just say that it is easier to sell to an existing customer rather than closing a deal with a new one. Both situations has their own challenges, but selling to a new customer always has it's own taste!
I agree with some opinions that say that it is easy to sell for the first time to a new account, but I don't agree that once you have a customer he will always be yours!
If you do not meet and exceed customer's expectation he will look for his product/service elsewhere, in today's competitive market you have to always be smart and ahead of the market tobe ready for all the challenges you will face.
It is always easier to sell to an existing customer since this customer already has a sense of loyality towards your company or products. However, the only challenge could be is that the customer already has an understanding of your product/services flaws and your method of sales approach. Which is why you are more likely to give a higher discount.
As for a new customer, I would say it is more challenging which should mean more fun - but I would say its1 in10 chance that you actually get to execute a deal (of course depending on your performance and company).
In marketing, the focus is more or less always on acquiring new customers.
It’s the most appealing and seductive route to higher sales or profits. But unless your company is just starting out, your current customers may actually contain more untapped potential than theoretical new ones. It is far easier, for various reasons, to squeeze more value out of customers you already have than it is to go out and find more.
So, i believe its easier to sell to existing customer.
selling is easier to existing customer compair to new customer.
In any market it takes approx10 time more efforts for getting new customer and order from them.
At new customer we have to gain his / her trust, explain many things as at existing customer you already had build trust and they know you and your products already. so it make some what easier to sell to existing customer rather than new customer.
Selling is both an art and science. It requires great skills and understanding the customer needs.
Todays cut throat competition one cant be complacent .There are so many competitiors in the market.
When dealing with the existing customer one has advantage as the relationship has gone strong due to the various factors like product quality, services, delivery times etc. But that doesnt mean the company wont be looking at the competitiors products managers review and one has to be active in order to make the customer loyal, The focus should be to bring in new ideas and methods so that the customer is delighted .
For new customer the process starts from the scratch the various factors involoved are:
Connect : It refers to connecting with people ,listening to them, understanding their needs ,crafting solutions .One has to develop a relationship.
Convince: Persuading the buyers by telling them the value in the offering. Minimizing the perception of risk by demonstrating experience .
Collaborate: One has to be proactive ,responsive and creative. One has to educate the buyers.
Providing solution is not just the key one has to be radical in his approach to close the deal.
