July 23, 2012

Volunteer to visit a small client’s facility, at no charge, simply to learn more about them and invest in the relationship, so you can gain a more intimate understanding of their business and enhance your service. Tour the office, and meet their key people, learn how they do business, but do not market to them during this visit in any way. If your relationship is not sufficiently mature, this offer might seem like stalking, so be judicious, but if the offer wouldn’t seem to come out of left field, clients appreciate the sincere offer.

Top rainmakers will admit that they regularly visit their clients simply to stay in touch. Although they do not actively seek it, approximately 80% of the time they return with new business.

Yeah, I know you’re too busy — but if you do nothing else, do this.