It's easy to make a client's day.

On one of my favorite shows, The Office, Michael Scott is the king of all loser bosses. During an interview on NPR, Steve Carell (who plays Michael) said that if you don’t know someone who acts the way he does, then you are that person. Interesting.

Have you ever worked with a client who acts confident and has plenty of self-esteem but when you get to know him or her better, you realize it’s all an act? On the outside they appear self-assured and able to handle anything, but inside they have little to no confidence in themselves.

When you meet with a client, look for something that person does well, a hobby they enjoy, or an area of expertise they may have, and ask that person about it. Be sincere—they’ll know if you’re blowing smoke up their skirt. And anything else could jeopardize your relationship with your client and do more harm than good.

Bottom line: make it about your client, not you, and make an attempt to connect with them. Sharing a few kind words with a client could make a big difference to them and could completely turn their day around. And you may even make a sale or close a deal.

Feel better?