He needs to be understood, he wants to be befriended, and he expects to be served. Provide information and support beyond the scope of the sale . Add value to everything you do. Bringing new information about their business to them is as valuable as any service. Get business for others .
New business is more powerful than information.
When your clients realizes that you're trying to bring value to their company in the form of new business, there is no thank-you card big enough to express their gratitude. The customer must win first . They must perceive help before they are willing to pay you. Bring them value, bring them victory. Make them want to pay you.