Sales Tips – Anticipate Existing Customer Spend

Look at what your existing customers have spent with you in the last 12 months, and then work out what you think each account will spend in the next 12 months.

For most people, this will involve a certain amount of ‘educated guesswork’, however it’s still an exercise worth doing as it will help you to understand how much business you think you can get from your existing base next year.

Don’t fall into the trap of being overly optimistic (or overly pessimistic) – if you really have no idea what they will spend, use the previous year’s spend figure if you’re in a business that gets repeat business from their customers, rather than one-off purchases.

Once you have your ‘existing customer’ figure, subtract that from your total revenue/profit needed…

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