Do your clients feel appreciated? Even in B2B relationships, you must still treat your clients as individuals. This deck walks you through the 4 Levels of Recognition and how you can make your customers feel loved.

1. Recognition
How to Make Your Clients Feel Appreciated

2. About Me
President & founder of
The Brookeside Group,
the B2B loyalty experts
2

3. 3
INTEGRITY COMPETENCY RECOGNITION PROACTIVITY SAVVY CHEMISTRY
6 Dimensions of
Trusted Advisor Relationships

4. 4
You do
the obvious
1
You go out
of your way
2
You get what
motivates them
3
You get better
for them
4
4 Levels of Recognition

5. 5
You do
the obvious
1
You go out
of your way
2
You get what
motivates them
3
You get better
for them
4
4 Levels of Recognition

6. You do the obvious
• You thank them for
a renewal
• Let them know you
appreciate them making
time for meetings
• You send them a
corporate holiday gift
(not personalized)
6

7. 7
You do
the obvious
1
You go out
of your way
2
You get what
motivates them
3
You get better
for them
4
4 Levels of Recognition

8. You go out of your way
• You congratulate them
when their favorite team
wins a big game
• You wish them happy
birthday (personally)
• You thank them through
personalized, thoughtful
holiday gifts
8

9. 9
You do
the obvious
1
You go out
of your way
2
You get what
motivates them
3
You get better
for them
4
4 Levels of Recognition

10. 10
Are they an
Achiever, Affiliator or Power
person?

11. Achievers
• Measurable output
• Outperform others
• Make a unique
contribution
• Set new records
• Success depends on
effort and ability, not
chance
11

12. Affiliators
• Maintain relationships
• Be accepted, part of
a team
• Enjoy shared activities
• Build consensus,
minimize conflict
12

13. Power
• Attain influence
over others
• Arouse strong emotions
• Acquire a reputation
or position
• Have control
13

14. 14
You do
the obvious
1
You go out
of your way
2
You get what
motivates them
3
You get better
for them
4
4 Levels of Recognition

15. You get better for them
• You attend
conferences, seminars,
workshops to learn how
you can improve for
them
• You learn new
technologies because
you see the value
for them
15

16. 16
You do
the obvious
1
You go out
of your way
2
You get what
motivates them
3
You get better
for them
4
4 Levels of Recognition

17. Any questions?
www.brookeside.com I thomascates@brookeside.com