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Getting and Keeping Your Client’s Attention

Tuesday, June 3, 2014

Here are three questions to ask yourself:

  • How can I add more value to my relationships?
  • What makes me different?
  • How can I get and keep my client’s attention?


The answer consists of only seven words. It’s true. And, I arrived at that conclusion after witnessing two recent events.

The first revelation came as a result of meeting a man at a trade show booth. After swapping business cards I told him that I would be getting back to him. When I called him the next morning, he said the following … “I never thought in a million years you would actually follow through. I thought your words were the typical sales chatter ... meaningless.” What did I do that was so exceptional? I called the guy back like I said I would.

The second instance was a bit more taxing. I answered the telephone when I heard it ringing. When I did, the voice on the other end quickly said, “So you actually do what you say you do. You do answer your own phone.”

I remember saying to myself, “You must be kidding?” In fact, these two fundamental customer service tenets have become remarkably rare, and I am sorry to say, they are very much a BIG DEAL. The answer to the bulleted questions above consists of just seven words: Do what you say you will do.

Simple? Yes. Profound? Absolutely. But be warned – you will find this to be easier said than done. But in the end, it will be very much worth the effort. Starting this week and for the next few ... oh hell, forever – do what you say you are going to do.

Contact Mike at mike@mikemarchev.com or visit www.mikemarchev.com