I get asked this question all the time. And the answer is almost always the same - "ask your existing clients what else they would like to buy!".

Even better, if you know your best sellers (which you should) - you should be recommending they buy more of your best sellers, more regularly, and in bulk.

That is the ideal situation if it fits your business.

And most small businesses can MAKE it fit.

Your customers buy from you for very specific reasons. It is up to you to find out what that reason is - then decide if everyone is buying for similar reasons. There are usually many reason they buy - only a few of them they will usually admit (or consciously know).

So are you asking them?

One thing I do, is to pick up the phone for a couple hours a week and start dialing past customers. Find out how they are doing, what their experience has been dealing with you, and what else you could be doing - or doing better.

Yes, you may hear some painful answers - but at least you care to find out! Most business entrepreneurs don't care - or don't want to know.

#1 - you took the initiative to actually call them (very rare in the day of email)
#2 - you are showing them that they DO matter to you, much more than just an order number
#3 - the personal touch will never be replaced by email or technology tools! Email can be a royal pain - I feel it - as I'm sure you do too. That actual phone call makes a very powerful impression!

Try it out this week and see what kind of interesting ideas and connections you can drum up.

Do you have favorite techniques you use when sales are slow? Please share... this forum can be a goldmine of information if you share as well. There is more than enough to go around. Do tell.