Your existing client or customer will feel like they owe something if you go beyond the expectations. Go beyond your client's expectations and provide value they don't anticipate. If your firm is only providing what the customer paid for, you probably won't get a referral. Your client may know a thousand people - how can that help you? Take the time to get to know your customers: are they involved in an association, what do their family members do? Explore their world of contacts and find out how to make them work for you.
Link to this comment:
All Comments (0)