Here’s a nice piece from my clients at Oceanus Partners –written for insurance agents and agencies–but applicable to all industries.

It boils down to caring about the people and the business you’re serving.  What can I do to enhance their image and revenue? What are their real concerns?  What are their goals and how can I help them achieve them?

A friend once told me that people don’t care what you know, until they know that you care.  Try it.  It works and it feels good.