When I was a sales rep for a radio station (before I started working naked) our staff made a point of thanking our key clients during the holidays. We placed a large gift order with one of our suppliers and when our rep delivered the gifts to us, he spent the entire day helping us wrap them. We placed an even larger order two months later.

What are you doing to help your clients?

When you come to an agreement, close the deal and sign the contract, the next step is up to you. You can complete the contract as promised and move on to other clients, or provide added touches to the project.

As that rep proved to all of us, enhancing your product or service doesn’t always involve money. Your time is a valuable commodity that can improve your status with your clients and prove that you’re willing to provide more.

Going the extra mile and doing more than your clients expect will differentiate you from your competitors. If you look closely, you’ll find ways to increase the value of your services and products.

Some folks are comfortable with taking the order and walking away. Make your clients feel that you’re more than an order-taker.

Take the time to prove to them that you’re someone who can help them meet their goals.