When you are lucky enough to get an opportunity to speak with an existing or even a potential customer in person or better yet, face to face, use this valuable time to put your best foot forward. Be ready to speak directly to their needs and make it personal!
Do background research so you are ready to offer solutions and make suggestions that will benefit them and their business. Know what their strengths and challenges are and focus your discussion on exactly what you can do to help them. This is not the time to speak in big picture scenarios. List specific ways you can help make their life easier and effect change for the better. There are many who offer what you do so be ready to speak to why you and your company can do it better.
Make or strengthen a relationship by remembering that person with birthday cards on their special day or thank you cards when called for. Become a trusted supplier and better yet, a trusted friend, and you will become that go to person!