The Secret To Expanding Accounts

Instead of asking or telling, here's what I want to sell you next, in your weeks or months of working with this client, you've got a lot of exposure to the client's environment and what they're doing, their processes, the way they do marketing, the way they do sales, the way they do internal reviews of things, depending on your consulting, what you offer, you get a lot of exposure to the client's own environment with a new set of eyes, with a clear mind. You're seeing things, you're seeing inefficiencies, you're seeing things that are not being done well. So with that mindset of a partner who cares, you think, what does this client need next? There has to be a real need for the client. It's not about sales, not just pitching, it's creating continuity, and that continuity creates opportunity.