December 14, 2015 | Leave a comment This principle is one of many in a series of principles taught by Marshall Thurber Theory When building your client intimacy through frequency of interactions and being interested, you can change how you communicate with your clients. Build trust first by maintaining your integrity, this is expected from every client. Once you have built up that level of trust, you can make requests of your client to better identify what they really want so you can better serve them. This is the golden opportunity to improving the appreciation your client has for your business! When you’ve reached a level of close relationship with the client, you can even make suggestions on how they could improve their business by making some changes. The top most level is surprise & delight, where you interact so closely with the client with such a high level of trust that you’re pretty much family. They know that you will help them in any situation no matter what, which helps deepen the relationship further.