PHONE THEM WHEN YOU NEED HELP
Learn to call your clients at times when you get in a jam, or when you need more help closing a sale. You’ll be surprised how eager they’ll be to help if they can. If you do this from time to time (bearing in mind, they’re just one of many clients) this will suggest to them they’re special. People always feel better in the presence of someone they feel doesn’t think they know everything.
KEEP THEM IN A SPECIAL BOOK
Keep these extra special clients in a special book and carry it with you on every call. In time, add in the names of others in that organisation – including secretaries, staff, wives and even children. If you learn of a birthday – jot it down, then send them a card on their birthday.