How many of your clients would like a drink with you?
Today's tip is: get closer to your clients.
Because this is the easiest, quickest and cheapest way to winning new business.
But of course, in order to secure a referral, you must first be in your customers good graces.
You may think the key to success lies in your good looks, your skill at selling, your brilliant organisational talents, your willingness to work a 70 hour week, your ability to outsell everyone else, or perhaps deliver beyond expectation.
They all help. But the real key was well defined by the CEO of Chrysler who advised his people "If you want to succeed you'd better get on with people - because that's all we've got around here."
My theory after 20 odd years' experience is that a good way of measuring how well you're doing or will ever do is how many of your current or past clients or customers would like to have a drink with you.
If it's more than 10 you're doing extremely well.
Between 5 and 10 you're doing OK, but have room for improvement.
If it's less than 5 you're in trouble.
So, spend time building rapport with your customers. Be helpful, within reason. Be a voice of reason and advice. But also find out what their interests and see if you have any commonality.
Remember, people by from people - if you're standoffish or aloof, your customers can't warm to you and referrals won't be forthcoming.