Читать книгу Never Say Sell - Tom McMakin - Страница 35

The second opportunity to grow our footprint in a client is to focus on doing different sorts of jobs – ones we have experience doing for other clients – with the same buyer. We call this EXPAND work. Our buyer already knows us, trusts us, and knows the quality of our work. It is natural to do additional work that is not exactly what we have done for them before, but that is adjacent to that work. We're asking our buyer to let us be helpful to them in an additional way.