ll relationships take work. Whether it's the one with your spouse, your Labrador retriever or your client, all relationships require regular care, attention and maintenance. Check in with your existing client base regularly. But here's the twist: don't go for the up-sell each time.

Your clients can't afford to be interrupted by a presentation each time they see you. Remember, just like you, they're running businesses, too; any time spent with you, no matter how much of an investment for their business it might be in the long run-is time they're not spending with their paying customers.

Throw them a curve ball once in a while-take them to lunch or drop by with coffee and bagels and don't try to sell them anything. Don't include a pitch-just say hello, ask what new things are happening in their business and remind them to call if they need anything.

And then stop talking and just listen.

When your customers have finished talking, thank them for their time and leave. Analyze what they said and didn't say and determine whether their needs or motivations might have changed since the last time you called on them.

If their business is slow, it might be a good time to do that software update. If business has been good, this could be an ideal time to upgrade some of the services you're currently providing them. You would never have known these things if you hadn't taken the time to check in and let your customers do the talking.

Foster the friendship, and the business relationship will follow. Maintaining an active, approachable and accessible presence is important if you want to be certain that you're the first person who comes to mind when your customers are ready to buy.