How to Read a Client and Get Raves

As I spoke with a radio executive, finalizing his order for a baby basket, I inconspicuously gazed around his office and noticed golf memorabilia on his desk. Those items quietly told me about his passion for the sport.

When a major golf tournament came to the area, I created a golf gift for him contained in a bucket and filled with tees and tee-shaped chocolates, score cards, and more, presenting it to him the day before the tournament began.

That was 13 years ago, and that same radio executive who’s now with a satellite radio group is not only a current customer, he also recommends me to other executives in his field.

Do you wear an antenna as you walk into a client’s office so you can pick up on similar signals? Getting to know their preferences outside of the office as well as inside doubles your chances for keeping lucrative clients for life.

What’s also important in relationship building is realizing when clients’ preferences change. For example, one of my clients recently became a grandmother, and she requested organic items (blankets, bibs, and toys) for the first time.

That’s one of the reasons I created OrganicWholesaleSupplies.com. Due to eco-friendly trends worldwide, some of your clients may begin requesting green goods. Now your internal antenna will lead you to one source that makes it easy to find organic food and gift items available for every budget.

You do everything possible to intuitively know what clients want before they say a word, and their favorite phrase for you is probably, “She/He gets it.” It’s one reason why they continue to request your beautiful gifts and baskets.