Stay One Step Ahead
Of course. People like to know you are thinking of them. Observe the greeting card industry, which is built entirely on this premise. People like to know you are considering their interests. They want you to understand their business is well enough so you can scan the horizon and spot things that may help them. When they consistently see these qualities in the people from whom they buy, they quickly develop loyalty.
Now, it doesn’t mean you show up every month and leave them a catalog or spew samples of the latest iteration of a writing pen onto their desk. It’s not a “throw-a-lot-of-mud-against-the-wall-and-see-if-anything-sticks” approach. Rather, it requires you to spend time coming to know their business goals and objectives; to find products and services you believe will help them and make a point of showing those to them, explaining exactly how you think your recommendation will help them reach their goals. You must do this sincerely, regularly and with forethought and sensitivity.
In return, they’ll stay with you. Because everyone likes people who show consistent thoughtfulness.