After an exciting sales meeting, I follow up same-day with something: a note, a package, a work sample, a resource, an introduction—something. Hitting the ball back into their court quickly and forcefully says, "I'm really in this game. I'm taking it seriously."  

In this case, the client wanted references. As part of our sales effort, I offered to introduce Céleste, his new Human Resources Manager, to my friends at a Colorado Human Resources Association meeting, where I'd been heavily involved for many years. We received this assignment and billed more than $100,000.