What does the term "selling deeper" refer to?

The term "selling deeper" specifically refers to the strategy of selling more to existing customers. This approach focuses on deepening the relationship with current clients by identifying and fulfilling additional needs they may have, rather than just acquiring new customers. By concentrating on existing accounts, businesses can leverage their established relationships and trust to offer more products or services, ultimately increasing customer loyalty and revenue per customer.

When a company successfully sells deeper, it often results in a stronger customer base because satisfied customers who have purchased more are likely to return and make future purchases. The concept emphasizes customer retention and maximizes the value derived from each existing customer rather than merely pushing for higher sales volume overall, which could include attracting new customers. This strategy aligns with building long-term partnerships and providing ongoing value, enhancing the overall effectiveness of the sales approach.