On finding new business...
Bryan Moreau, Webcom Limited

Create new revenue streams by offering new products to the customers you already have. Look up and down the customer's process to identify gaps or niche products used. Build your customer relationship incrementally until it reaches critical mass.

New Revenue Streams...
It is no secret that one of the easiest ways to grow sales is to sell more to the customers you already have. But what should you offer them? They already know all the products and services you offer. Right? Wrong! Most customers don't really pay attention until they have a need for what you are offering. Help them discover you by always having something to show or discuss that you would like to add to the customers buying list. Find out what similar customers are buying and make a plan to close the gaps and highlight niche products.

Understanding the Customer's Process...
Get organized by finding out what customers of the same type are buying. Then make sure you have a good understanding of the process the customer goes through in order to accomplish their goals. Most people are not shy when it comes to talking about what they do for a living. Ask questions, and above all, listen to the answers. They will lead you to the next opportunity.

For Example: A customer buys Power Drills. You look backward on the process and find they probably need extension cords, circuit breakers, and tool boxes. Looking forward, that drill needs to turn something to create a hole. That hole will then need to be filled with something else. Anything you can add to make the customer's process easier or less expensive will make you more of an asset.

Build the Relationship...
Chances are that as you build a stronger business relationship, you are breaking down someone else's. Build incrementally. Make it easy for a customer to take a chance on you, your products, and your services. Every time you come through and deliver on a promise, you put yourself another step ahead of your competition. It doesn't take long for a business relationship to build to a partnership that provides mutual benefits for everyone.