RAB Insights

RAB Research Archive

Listen to the emotional side of your prospect or client

Emotions are tied into almost everything we do even if we don't realize it. Your client may mention off-hand that they are really stressed-out about a particular project they are working on (even if it doesn't relate to what you're selling them).

Make a note of this and see if there is anything you can do to assist them. You may have another client who had a similar dilemma and found a good solution.

Make those connections and help wherever you can. You'll be rewarded with loyalty from all of your clients.

Source: Marketing consultant Lee Ann Obringer