My father was a manufacturer's representative for 48 years and he had a loyal following. He achieved that in part through some very simple practices.
Always send a thank you note after engaging a customer. He hand wrote them but just the act of doing so was always appreciated because it was so rare.
When calling on someone look around you and see if there are photos or mementos of a hobby or particular interest. Then when you see something on those areas of interest forward it to them. It shows a depth of interest beyond just making a sale.
Remember to "Go the extra mile for you will never find it crowded."
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