How do you quantify how much you invest in a relationship?
When building relationships and getting to know your prospects and clients on a deeper level, I always advise to measure what the potential ROI (return on investment) might be and allow that to help you determine whether it’s a steak dinner, or a cup of coffee. If it’s your first follow up meeting after meeting your prospect at an event, then perhaps the wise thing to do would be to go and visit them at their place of business or take them out for coffee. If you are close to closing a big deal, then hit the Steakhouse or Hockey game. And save the golf course for your most prized clients. Not only is that a big financial investment, it’s also a very substantial time investment.