I do a lot of reading and one of the books I have been reading lately is You Inc. by Harry Beckwith and Christine Clifford Beckwith which is full of short little reminders of the simplicity of sales.

One such reminder is on page 149 where a group of professionals asked one simple question..."What Do Clinets Value Most?"

The professionals thought it would probably be fees, but on a list of the 10 most important things, that ranked ninth.

They also figured technical skills must rank high...nope eighth.

What was number one?  Demonstrating in interest in developing a long-term relationship.

And what came in second?  "The speed at which my phone calls are returned".

Things can become much simpler when we see us the way clients do...so if you have any voicemails you are putting off while your in writer's mode, stop, dial, and listen.

 Have a great day.

John