They are no longer seen as a business owner mercenary who's only interested in making the next sale. Care that are now a generous and loving person that comes out of their way to ensure that all customer needs are taken. For more specific information, check out Rob Crossland. You have developed a good customer relationships, and is rewarded with their loyalty - and references to other potential clients. And it takes very little time or effort to locate a resource for your customers, as will a little later. GETTING TO KNOW YOUR CUSTOMERS It is much easier to serve as a resource for their clients, if you get to know personally. Ask about how their families are doing, what is happening in their business, what new projects that have engaged in since the last time he spoke. The more you get customers to open, most likely talk about a need that you can help solve.
And it's surprising how easy it is to get people to talk about themselves, if you ask - is a favorite topic of most people! Take notes you might be thinking to himself: t no way that I can remember all these" needs "that each of my clients has!" And they are probably right - unless you use some kind of a tracking system to keep notes about their customers. I always carry a notebook with me to appointments for the registration of these "related to" a-la. Thus, when I return to my office, I can respond quickly to requests from my client.