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The men’s shop in town here has a nice but understandably limited inventory of clothing. The owner offers an interesting service: If you have any shirts or jackets  you didn’t buy here but which need tailoring and adjustments, he’ll be happy to do them for you. It brings people into the store at least twice more where they browse and choose other things.

If you ever lose a prospect to another consulting firm, stay in touch with the buyer and offer to provide objective, complimentary feedback on the project’s progress. (Tailor the other guy’s shirts.) You may just find yourself invited back in to fix a mess, or to work on a completely different project. Just because you don’t get the immediate assignment doesn’t mean you should sacrifice the relationship. Nurture it as you would any prospect.

Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

Comments: 4

  • Jeffrey Summers

    June 13, 2019

    This was almost half my business when I first started consulting.

  • Alan Weiss

    June 14, 2019

    You can’t take it personally.

  • Dennis Snow

    June 21, 2019

    So true. Once a potential client sees value in what we can do, we go to the head of the line when it comes time for the real work.

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