Have you ever done something for someone and then rewarded for that action? How did the reward make you feel? Good bosses or managers know one really important key to business; "What gets rewarded gets repeated". Reinforcement of an action with a compliment, a comment, a note or small gift, or anything that might stimulate them to do it again.
Build on the Successes you have with each prospect. As you reinforce the behavior, they will do it more often.
The better you treat someone the easier you are making it for them to refer someone else to you. In relationship building that's the key to everything. Treat them right and they will in turn treat you the way you want to be treated. I think we use to call that the "Golden Rule".
Catching people doing good means overriding our natural instinct to criticize, condemn and complain. Last I heard, those features aren't what keeps the customers coming back. Truly appreciate the people you talk to and you will have great success.
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