Kevin Kruse Blog

Everybody wants to sell more stuff—especially in this economy. It’s not complicated–you only have two options:

1) Sell new stuff to existing customers

2) Sell existing stuff to new customers

So you have to make a choice. Do you want to find new people to buy what you have, or do you want to make new stuff to sell to your current customers?

Taking it a step further, if you want to launch new products/services think about:

• What would compliment your existing products/services?
• What is the next generation of your product/service?
• Think about where your current product fits into your customers total value chain; what else do they buy that comes before or after your product?
• What else do your customers buy?

If you want to find new customers for your current products/services consider:

• What new channels can you sell through?
• Should you add an online store if you’re only off-line?
• Should you add new distributors?
• Should you expand geographically?
• Should you expand into related/contingent industries?

So which of the two ways are you going to grow?

- Kevin