Editor's Note: In this final part of a two-part series, Bruce lists four not-so-urgent categories of prospects that require your attention. He also provides insights into just who these prospects are and how you should market them. Read part one of this series on RainToday.com to see the five categories of prospects that most urgently require your attention.

Here are four more categories of prospects that you must, if not urgently, pay attention to:

6) The "I Got You; Can I keep You?" Client

It costs several times more to get a client than to keep one you have, and yet so little attention is paid to client retention. Most of what you have to do to keep a good client is obvious. Pay attention. Be responsive. Do good work. But there's one thing more, and it's not client surveys: "How am I doing?" "Do you like my services?" "Do you like my office?" "Do you like my receptionist?"

No, it's more valuable to keep asking questions about the client's business: "What are you doing?" "What’s happening in your company that I don’t know about?" "What’s happening in your industry and your business environment?" "I see a potential problem for you that we can help you with." That’s how you keep clients.

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