The Other Five Ways to Stand Out in the Crowd

6. Leave something for next time. Wet their appetite and give them a reason to want to deal with you again. You're going to have your art department work on a great new idea specifically for them. You think you know a factory that can do what they want and more. You are going to check with a company that did a project like their's and get some feedback on their results. Now, when you call, they will be hard pressed to keep you waiting.

7. Get the customer a lead. It could be a vendor lead for an unrelated category. It could be a customer lead. Make sure that the lead is expecting a call. Then send an e-mail or a note with the name, phone #, e-mail etc. of the lead.

8. Offer net never terms. Ok! Not really net never. But, if you know that the client has good credit, offer net 90 day terms with 1% per month early pay discount. So, if they pay in 60 days, 1% discount, 30 days, 2% discount, 10 days, 3% discount. See if you can get the factory to meet your offer, so you don't lose profit.

9. Go to their show or event. I know for a fact that some of you do this now. How much more bonding is possible than to spend a few hours with them helping make their project a success?

10. Support their support group. Praise them to their supervisor. Make friends with their subordinates and help them get their part of the job done right. Then praise the subs to the client. Here again, notes and e-mails are great. A box of chocolates is even better. A water bottle is the ultimate (just kidding.)