Contest Winners Take a Bow--DeWese

* Use face time to probe more deeply into the depth of the account and to develop relationships. Look around to see what your client has on his or her desk. Then either engage conversation about relevant services, or be satisfied to plant a seed and walk away—with a reason to get an appointment on another day to discuss those relevant services. And while you are there: get referrals, get referrals, get referrals.