Walk Like a Giant, Sell Like a Madman

16.5. Your Chapter 16 Checklist

• Generate a list of your top 25, 50, and 100 clients.

• Analyze your list of top clients to determine the qualities that your top clients have in common.

• Work on retaining your best clients by staying in contact with them, giving gifts as a token of your appreciation, and doing good deeds for them when opportunities present themselves.

• Let your worst clients down easy by referring them to another salesperson on your team or to a competitor, or simply by backing off until the client leaves or demonstrates a willingness to become a better client.

• Constantly recruit new clients who have the qualities you value in your best clients.

• Stop wasting your time with clients who sap your energy and enthusiasm.