Don't Forget to Look for the Good Stuff
Most consultants are hired to "find the problem and fix it" which leads one to find only the negative things about a client's business. Go out of your way to report the good things you find as well. This builds a client's self-esteem and makes them feel good about themselves... and about you as their consultant. It's a habit that leads to more business.
Highlight What's Important
Sending out FYI articles to your prospects and customers? Go the extra mile and use a yellow highlighter marker to identify the information in the article that you believe will interest each person the most. This saves the prospect/customer time by allowing them to immediately focus on the most important sentences, which in this busy world, will be greatly appreciated.
Summertime Consulting Deals
Summertime can mean "down-time" for some consultants. An education consultant we know offers "two-for-one" consulting contracts during the months of July and August. Two hours of consulting for the price of one. This helps fill in the gaps until the kids go back to school and his business resumes full-time.
Don't Be So Exclusive
In business, it's easy for clients to think that you only offer one service or product - the one they've most recently bought from you. Make the extra effort to educate your clients about all your products and services. A financial planner we know conducts a monthly direct mail campaign that highlights one service or financial product that he offers. This has lead to a great number of referrals from clients who may not need that particular service/product, but pass the word to those who do.