Under my thumb

They’re not under your thumb. There’s always competition waiting to eat your lunch and if you want to rest easy (ok, easier) and be confident that your clients are firmly in your court, allow me to suggest the following five tips:

1. Go above and beyond what is expected. Doing a good job is no longer enough. Strive to be great and make your clients raving fans.
2. Don’t BS. Presenting a less-than-honest picture of what you can do and how you can do it will lead to disappointment on the part of clients, and they will go elsewhere.
3. Be on time and on budget. (Nothing more to say about that.)
4. Become a resource, not a vendor. Resources are valued and are not as often subjected to budget scrutiny. Vendors are replaceable; business resources, not so.
5. Show your appreciation for your clients’ business. Do it frequently.

Take my advice: Unless you’re a Rolling Stone, you shouldn’t be singing this tune.

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Adrian Miller is the founder of Adrian Miller Sales Training. To find out more or to visit her blog go to: http://adrianmiller.wordpress.com.