What are you doing to help your clients?

When you come to an agreement, close the deal and sign the contract, the next step is up to you. You can complete the contract as promised and move on to other clients, or provide added touches to the project.

As that rep proved to all of us, enhancing your product or service doesn’t always involve money. Your time is a valuable commodity that can improve your status with your clients and prove that you’re willing to provide more.

Going the extra mile and doing more than your clients expect will differentiate you from your competitors. If you look closely, you’ll find ways to increase the value of your services and products.

Some folks are comfortable with taking the order and walking away. Make your clients feel that you’re more than an order-taker.

Take the time to prove to them that you’re someone who can help them meet their goals.

After graduation, I sold one of the businesses and closed the other, worked in the corporate world for several years, then went out on my own. This time I asked for advice from anyone and everyone who was willing to help. I learned what to do and more importantly what not to do with my business and how to get new clients. Their advice was invaluable.

Now the tables have turned and I’m the one giving advice to a new group of entrepreneurs. I try to help them as much as I can but I also encourage new entrepreneurs to follow a few rules:

Business help is out there. All you have to do is ask.

• Research your competition honestly. Don’t pretend you’re a large client so you can get marketing and pricing information. There’s room for everyone to compete.

• Not everyone understands the “room for everyone” thinking so ask for advice from someone who lives out of state. They’ll be less concerned about helping a competitor if it’s someone who doesn’t want to start a business in the same city or state.

• Be willing to pay for someone’s time and advice. They probably won’t accept your offer (actually they’re a jerk if they do) but by offering to pay someone, you’re telling them that their time is valuable.

• Talk with people who are using your competitors’ services and find out what’s missing. Maybe you can add something to your business that would differentiate it from everyone else. Dare to be original.