I can no longer close to existing customers

Theoretically if you are phoning existing customers you should be a fair part of the way there. I used to phone existing customers for a windows company and at the time found the most viable and effective way into the call is to start as a customer service call.

Phoning them to ask a few questions and establish wether they happy with the service, is a great way to relax the client and prevent them associating your cal with just another sales call!

I have no idea wether the following idea would work within your industry, but i always found the following approach to show the best results.

"the other reason for my call Mr Smith, is that head office has sent tour details, simply it seems that we have generated some business as a result of yourself, did you reccomend us to a few people some time back?"

Amazingly they all say yes, i guess perhaps they are waiting to see if you are going to send them a cheque for their help!

"Well effectively Mr Smith what my head office has said as a gesture of good will, and a way of syaing thank you we can offer you..........."

The key here is just making them feel it is something they have earnt, something they are entitled too.

Again i dont know if this will work, but one things for sure now that you have identified things becoming harder in your industry, take a step back.

If you always do what youve always done, you will always get what youve always got.

So move on shake it up, and be different before anyone esle so you can gain the business lost by others, because everyones heard it all before!