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.