Look at the areas where you currently provide service for your clients. Has it been awhile since you’ve held a discussion or presented materials showing what else the agency might be able to do for them? You might find that there are ways you can expand your service to them just by bringing it up.

I had a classic experience in this regard with an agency that I was referred to during a search to fill a permanent position. We did successfully placed a perm candidate together and the agency rep continued to check in with me every quarter or so for years. Our conversations usually began the same way about whether or not I had any new openings she could help with. I would generally reply “Nothing new going on”, so we would chat a bit and built a nice rapport. One day, she happened to follow up my “Nothing new going on” with a ‘You are aware that we do temps placements in addition to perms, right?” What?! We never “went there” and I was amazed to learn this so far down the road from where we started. Many opportunities were missed to do more business with that agency up until that point. We had fallen into a routine.

Making sure your clients know all about what you have to offer is the agency’s responsibility. Don’t wait for your clients to ask about a service. They may never bring it up and another piece of business could have been yours for the asking. So often, a client will get a complete list of services with an initial brochure or presentation and focus on exactly what they need at the time. The agency then fills that need and the dial gets set to that one channel.

Periodically clients need to hear about other services an agency can offer them, so it rouses them to take another look. This is important for several reasons:

1) Companies change! They evolve and grow along with their needs.

2) Agencies change! They evolve and grow along with their services.

3) This is an effective way to communicate with your clients. Instead of calling them solely to inquire about possible job assignments or openings, provide information to them about additional ways you can service them. When you “go there” you can’t help but learn more about your clients and keep on top of their needs.  They may be evolving.  This will also help build the relationship and start you on a path of partnerhsip.

If things have fallen into a set pattern with some or most of your clients, might that be an indication that it’s time to freshen things up and consider where else you can help them?   The very fact that things have been going along smoothly and you’re filling a need shows you’ve been effective with a client in one regard.  You’re now perfectly positioned to discuss how else you can expand your service to them.  The important point is to make sure you are appropriately telling them over time about all your services.

So, “Yagottaletemknowaboutit” and when you do “Yagonnabegladyadid”.

I went back to what I was doing and the next thing I know, this same HW look-a-like person walks in and puts his things down a seat away from me at the counter. I can’t help but look again and discretely check out the situation since he’s a dead ringer for the beloved Arthur Fonzarelli, sans jeans and black leather jacket.

It is him! We smile at each other and I say “hi”. This is actually my second encounter with him, although the first one was in passing. I tell him that he passed me along the street years ago in Times Square, and gave me a smile as he went by. It was one of those things that came across as very genuine and made for a really nice moment that I’ve remembered. It left me with the impression that he was a really nice guy. When I told him yesterday about that, he came over and gave me a big hug and showed he appreciated the complement. You can’t fake that kind of interaction with people. Henry Winkler now goes in my book of “Officially Nice People”.

We chatted briefly. I even watched his things for him as he went up and ordered his cup of coffee. He’s not only nice, but gets his own coffee!

I learned two lessons from this small experience: #1 is that when you’re genuine, it shows. Having no airs about you, being approachable and taking a moment with someone is important. This not only goes for small interactions in life such as meeting people in your everyday experiences, but in business. That’s what clients will see and value. The relationship outshines the almighty dollar.

Lesson #2 has to do with how quickly things can turn around. On Friday, I had an experience with someone that didn’t go exactly as planned. It left me feeling a bit discouraged and questioning things. On Monday, I’m trading hugs with Henry Winkler. So, you never know what life has in store or what will come your way, even on a rainy Monday morning over a cup of coffee. As we wait for the economy to turn around, keep that in mind!