* Try to leave them wanting more. Always try to keep a little 'up your sleeve'. Always give value and try to give them a reason to come back to you.

* As you work with your clients check what works best and what doesn't work. Make any necessary adjustments and keep using feedback mechanisms.

* If you deliver courses or are training people in a particular process always build sequences - 'Part 1' or 'Foundation'. If you do this well you can identify which member or team has not been through a module and sell on.

* Make your business fun. Learning is fun, particularly if you are able to laugh at yourself. Use humour, people learn when they are relaxed.

* One of the worst mistakes we all make is to use jargon. I think it's on the increase as well. Don't do it.

Make sure you understand your customer and in any response demonstrate that you are listening by tailoring your response to show that you understood.

* At all times be flexible. How many people do you know who talk in clichés? Challenge what they have said and you find they don't understand what they were talking about. You are the expert/specialist you are creative and you are flexible, use it.

The first and worst of all frauds is to cheat oneself.

Best wishes,

Michael Harrison.

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