Customer Relationship Tips & Tools
You’ve probably heard the saying, “Out of sight, out of mind.”
And unfortunately, in sales, it’s brutally accurate.
When communication fades, relationships cool off. When relationships cool off, referrals dry up. And that’s not exactly a winning business strategy.
So how do you stay top-of-mind with your clients, without sounding pushy, needy, or “just checking in”?
Flip the Script: Be the Giver
One of the fastest ways to strengthen a client relationship is surprisingly simple:
Refer business to them.
When you actively look for ways to help your clients grow their business, something powerful happens:
- They remember you.
- They trust you.
- They want to keep doing business with you.
- And yes… they refer people back to you.
Make Smart Introductions
Start connecting the dots between your clients and prospects.
For example:
- You introduce Client A to Client B because you see a genuine fit.
- Then you follow up with a quick email or handwritten note:
“Mike, just wanted you to know I connected you with John today. Thought there might be a great opportunity for you two.”
That small gesture reinforces that you’re not just a vendor, you’re a partner.
Real-World Example
Let’s say you sell a copier to Law Firm A.
The next day, you’re working with Company B on a new machine. During the conversation, you learn they’re struggling with a legal issue.
That’s your moment.
You refer them to Law Firm A.
Now:
- Company B gets help.
- Law Firm A gets a warm lead.
- And you become the person who made it all happen.
That’s high-value networking.
The Long Game Pays Off
This approach takes intention. It takes listening. And yes, it takes effort.
But strong networks aren’t built overnight.
When you consistently look for ways to help your clients win, the payoff compounds. You don’t just grow your business, you build loyalty, trust, and a referral engine that works even when you’re not in the room.
And your clients?
They’ll remember who helped them get there.
