You don’t seek to “upgrade” your buyers.
by Mike Marchev
Upgrade is in quotes because I don’t necessarily endorse the concept of “selling up.” I do, however, endorse the practice of “selling right.”
And if “right’ is “up” I say go for it.
I also endorse “selling down” if it too is the right thing to do.
Bottom line: Sell right. And right does not mean what is right for you. It means what is right for the customer. This does not always translate to profitability either.
But, over the course of the year, if the account remains profitable, maintain the relationship at all costs. If the account is unprofitable, it may be time to raise your prices or sever relationships with this particular customer.
NOTE: Let me help you put the fun back into your business. Send me an email. firstname.lastname@example.org Ask about the benefits of joining my Inner Circle. Your success will not come by accident.