If you’ve worked with a client for long enough, you’ll likely learn tidbits about their family. Knowing these can be the key to building a long-term relationship, even if they aren’t always your client. For instance, I worked with a client for over three years but parted ways when my business model changed. This previous client’s son is a good tennis player and aspires to go to the state tournament. Post-season begins today, so I quickly sent a message to the client wishing her son good luck. Although I may never work with her in the future, I value our relationship. Use these tidbits of personal information– a small gesture may mean a referral or a useful testimonial in the future.
Shirley Mott – The Write Word