You are very aware your offering is imperfect; that means servicing opportunities may occur as soon as the ink dries on the contract (…alright, as soon as the DocuSign is done.)

Interacting with your customers is a great chance to reinforce your value, even when they might be piping mad from an error or execution snafu.

That’s okay; stuff happens. You’ll fix it. And, of course, you’ll focus on the fix.

BUT, every interaction short of when clients are irate must be viewed as a selling opportunity. A soft-selling opportunity.

The TOP 10% don’t consciously think about selling or servicing because they’re always sneaking benefits into their conversations with buyers. You’re the best judge on how/when to shift to selling mode, but the point is don’t lose an opportunity to learn about your customer and their needs.

Your customer may need more of what you got, and servicing conversations could be the path toward helping them spend more with you!