The immediate sale may be small. It might not be sexy. It won’t break any records. It does, however, get your foot in the door.

Think about this sale as just the beginning. Your “smallest” customers can turn into much greater deals.

What matters most is the long term value of your customers not the immediate revenue. 

Treat every client you bring on, large or small, as a key customer. Act the same way throughout the process for both sales. They’re both important customers to have. They all should be treated equally. 

First off, it’s the right thing to do. Secondly, you never know who important those small clients can become to your business.

Future revenue from customers also means referrals not just upsell opportunities. 

Some of your largest customers may come from smaller client referrals. You never know what that small client can bring.

You may not get as excited for a small customer as you would a large customer which is okay. It will take time for you to understand the true value of a customer. 

Try to act the same way. Get as excited for both customers coming on. Their potential is what matters most, not their immediate dollar value.