According to author Stephen R. Covey, “The main thing is to keep the main thing the main thing”—clever, funny and true. To be successful, you must maintain your focus.
The main thing, when you are engaged with a client or prospect, is to create value—during every single interaction. The more value you create, the more valuable you become. The greater the perception of value, the greater the likelihood of gaining a commitment that moves you forward together.
If you focus on getting a commitment at the expense of creating value, your goal will elude you. If your main thing is increasing revenue, then creating value for your clients—the thing that brings referrals, repeat customers and rave reviews—will suffer. And so will your revenue.