An Exercise in Attitude

Try this attitude exercise. Great client service requires you to be thoughtful and appreciative throughout the business development process. Clients assume that you will thank them after you have done business. Here are a few "attitude of gratitude" thoughts to deliver in all your business relationships:

• Go beyond surface information. Learn as much as you can about all your contacts and connections.
• You must have 'heart'. People make decisions with their head and heart. Keep feelings in mind. It is the personal relationship that keeps you in good graces.
• Give thanks for bad news as well as good. We usually celebrate successful wins and let clients know how much their business means to us. Yet when we lose an order or a piece of business, we don't. We may feel paralyzed by the loss. Even with a rejection, show appreciation by sending a note of thanks for their time and consideration. You may be surprised by the outcome.