Find easy revenue by mining existing customers

Does your company offer a range of products and services?  If so, one of the very best ways to find easy selling opportunities is to harness your existing customers and prospect databases.

Go back to market segmentation and buyer personas. Match that with accurate prospect data. Dig to find business problems that your products and services solve.

Set up an inbound marketing program combined with telesales to grow this revenue channel.

• Create a new landing page about the business problem with an offer.
• Send an email to existing customers and prospects to invite them to the landing page.  If they opt in for the offer, they go into the marketing database.
• Write a blog article about the problem with a link to your landing page.
• Leverage social networks, like Twitter, Facebook (You do have a great Facebook fan page, don't you?). Use social networks to drive interest to the landing page.
• Use the corporate website to also drive interest in the landing page.
• As your marketing database grows, take advantage of inside sales to flesh out the sales opportunities and qualify them.
• Use lead scoring on both explicit (activities) and implicit (demographics) to highlight the best sales opportunities and the right trigger events.