This week’s Great Idea is simply a suggestion of two things I want you to buy to help you with your business.

The first thing I want to you to buy is an audio book called Pour Your Heart Into It; it is by Howard Shultz, the founder of Starbucks. It’s only available in cassettes as it’s about 10 years old; but it worth listening to. You can buy it at Amazon and other places. You’ll find it if you really want it. Trust me, this is one of those little gems worth finding. I continue to listen to my copy once or twice a year. He captures why passion drives everything in business. Go to Amazon if you want to buy it.

The second thing I want you to buy is a brand new book by my friend and mentor, Pete Luongo. It is an absolutely incredible book titled 10 Truths about Leadership … It’s Not Just About Winning. Get your copy by clicking visiting www.petespeaks.com.

Just so you know, I don’t get anything by your purchasing these items other than knowing that you will be a better leader, manager, and businessperson if you take in the lessons shared in these two publications. Here’s to hoping you’ll take some time to listen to Pour Your Heart Into It, by Howard Shultz, and to read 10 Truths about Leadership … It’s Not Just About Winning by Pete Luongo.

Winter is fast approaching so it’s time to sit back, sleep in, and wait for spring, right? WRONG! Forward thinking companies know that there is no slow time in business. They know that the only way you win in business is to be constantly committed to winning, committed to getting better, and always moving forward.

This week, I want you to look at how much networking you are doing and put forth some effort towards finding some new clients. How many people are you meeting on a weekly basis that could use your products or services? If you aren’t putting yourself in a position to meet at least 5-10 new people each week, you’re missing a true opportunity to grow your business.

We all need clients and they are without question the most important asset to our companies. Don’t ever take them for granted. But you also need to be meeting new people that could turn into clients. There are many good groups in every city in America, all full of potential clients. Some examples are: Optimist clubs, Rotary clubs, Chamber of Commerce, and business networking groups. Look around, take a look, and get out there and find some new clients.

When you lose a customer, you lose two ways. First, you don’t get their money. And second, your competitor does.

Bill Gates

Great quote there, don’t you think? Recently, I had to make a decision to stop doing business with a company that I greatly admire and respect. They did a lot of good for me, but it was time for me to try another group for these services, we just weren’t getting the results I needed. In reality, it was a lot of bad luck on their behalf. However, in calling them to tell them we were not going to work with them anymore, I was completely blown away by how they handled the situation. And it proves that they are a very well-run firm.

I am a very small client of theirs and they will not miss me. However, you would have thought I was one of their largest clients from the way they treated me. When I commented to one of their representatives how impressed I was with their attempts to keep me, they said, “We don’t care how small of a client you are. Small clients become big clients and it’s never a good thing to lose a client. You know a lot of people and we don’t want anyone to not be happy with us. When you lose a client, you not only lose their business, but you lose their referrals, and it’s just not good for anyone. We try to keep to retain all clients; we are not in the business of losing clients.” A big old WOW on that one!

This week I challenge you to think about how you handle a client who wants to leave? How are you letting your clients know that you appreciate their business? Are you checking in with them regularly to make sure expectations are being met? If not, I suggest you start. Just like Gates said—losing a client hurts your wallet and makes the competition’s wallet fatter, not a good thing, to say the least. If you are losing clients or don’t feel like your business is anywhere near where it could be, please attend my 11th and Last Ever Boot Camp this February in warm and sunny Tampa, Florida. Get details by clicking here www.martygrundersbootcamp.com.

Recently a client sent me an awesome e-mailing that talked about something I am very passionate about. That something is the concept of relationship selling. In the next several months, I will talk a little bit about relationship selling; in fact, we even have an upcoming teleseminar on this very topic. What is relationship selling? It is the concept that the best way to sell is one based on building a rapport with your clients and prospects and always doing what’s right for them, not what’s right for you. It’s selling to clients and prospects the way you would sell to a friend or family member. Relationship selling means you focus on honesty, trust, communication, full disclosure, and altruism. I don’t expect you to completely grasp the whole concept right now; it’s not difficult, but it involves way more than what I have room to say in the GREAT IDEA, so in the coming months, I’ll be sharing some examples of Relationship Selling. And here’s one:

Back to the e-mail my client sent me on Relationship Selling. It spoke to the importance of seeing clients and prospects face to face. It’s important, very important, that we get out and see people and not hide behind e-mails and phone calls. Why? Think about this. The easiest form of communication to avoid is an e-mail. One punch of the delete button and that’s gone. The second easiest form of communication to dismiss is a letter; those can get thrown out, sometimes without even being read. The third easiest form of communication to avoid is a phone call. Sometimes the other person isn’t there, or they can simply say goodbye and hang up. The hardest form of communication to avoid is a face-to-face visit. It is always the best way to show a client or prospect the passion you have for their business and to enhance the relationship you have with this person. So, my GREAT IDEA for this week is to get out and see people and don’t hide behind e-mails, letters, and phone calls. Go see your clients and prospects; let them see, hear, and feel the interest you have for them and their business. Oh, yeah, you know the other cool thing about talking with your clients and prospects in person? When they’re talking to you, they can’t be talking to the competition!

Speaking of competition….if you’d like to learn several ways to beat the pants off your competition, sign up for my 11th and last ever Boot Camp in Tampa, Florida, February 7, 8, and 9. If you don’t, my only hope is that your chief competition doesn’t sign up. To sign up, click here. Talk to you next week.