Many companies experience that selling to new customers compared to re-selling or cross selling to existing customers is more resource demanding. The reasons why new customers chose your product and not the competing ones are seldom arbitrary and have great importance to your company’s competitive power. Knowing key success factors helps your company to focus on high priority buying criteria.
- Was it the price itself?
- Was it the design?
- Or was it primarily your service at first hand contact?
Systematic information gathering about new customers is a powerful means for your company to use to get closer to an achievement of its goals.