Your referability is driven by the process you put your new clients through, and the service you provide throughout the relationship. Providing superior service – the kind that gets your clients taking about you – comes from a strong commitment to service. But the commitment is not enough. You commitment must be displayed through your actions.

Thank your clients often Almost every rep I meet knows about the value of sending a thank-you note after making a sale or performing a service. Yet most reps are not in the habit of doing this. This gesture alone will help you to stand out in a crowded marketplace. How many thank-you notes did you send out last year? Send out twice as many this year.

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