3.05 (V) Going Above and Beyond

Another key aspect to having your clients and colleagues fall in love with you, is to look for opportunities to go above and beyond. The famous author Isabel Allende has a great quote that I just love. "Give, give, give. What is the point of having experience, knowledge, or talent if I don't give it away, of having stories if I don't tell them to others." I couldn't agree more. So how do we do this. It starts with listening very carefully during your sales process. Listen for clues to what your prospects find interesting. This may be a hobby that he or she has, an area of study they are pursuing. Write down these clues, as these are places where you can go above and beyond, where you can go above and beyond might be sending an article that talks about that hobby or if someone has mentioned they are traveling to a new place, write that down and then connect them with a friend who lives there in order to give them restaurant recommendations or museum things like that. Here are some of my favorite examples. A guy who runs a vineyard, sends a short video to his customers to say thank you to them personally. This is going above and beyond. When you send an email to a client to introduce her to another person, tell each of them why you are introducing them and then give each of them a short endorsement in the email. This is going above and beyond. If the son or daughter of a client is looking to go to the university where you went, offer to have a 10 minute conversation about the school. This is going above and beyond. There are many, many opportunities, big and small to go above and beyond for someone. Find them.