Competition is fierce in today’s marketplace, especially if your firm is in a competitive niche. I’ve been preaching for a long time about how new business can often come from existing clients. So I often challenge my clients by asking them, “Can you build a broader marketplace by offering something more?” Sometimes I receive a resounding affirmative followed by a laundry list of services; but, more often than not, I hear silence followed by the distant sound of crickets chirping.
You may think you are doing a stellar job servicing your client already, and you probably are. But remember, the competition will always offer something more, and so should you. Rainmaking need not start outside. It begins under your own roof.
An example of “something more” could mean providing your clients with information about new legislation that can impact their business, or hosting once-a-year training sessions to your client’s employees, and the list goes on.
Remember, even if you think you’re giving your best, there’s always more.