Whether it’s a customer trip or going on-site to your company’s headquarters there is only one state that you should return in – sheer exhaustion.


Whomever is sending you to that location is paying for the following;

  • Travel
  • Accommodations
  • Food & Drink (not always in that order)

These are the tangible monies that are being spent, which are very easy to quantify, the intangibles of a customer visit is where the real value comes lives;

  • Time invested by all resources on-site to ensure you have everything you need – equipment, projectors, meeting rooms, etc
  • Disruption to people on that site who are clearing their schedule to work with you and get the most out of your short time together.
  • The support network of your team back at the office who are on standby when your demo blows up – if you are in a different timezone – they are rotating around your schedule to make sure you put your best foot forward.

At this point in the game, the customer has already brought your product and/or service, now they want to see what value-add comes along with your wares.

Should you ever get onto a plane/train/automobile after going on a customer visit and feel refreshed and relaxed on your travels home than you haven’t put in enough effort to show that value to your customer.  I come home from trips exhausted, but exhilarated by what was accomplished, last week I literally went from front-door to bed in 2 minutes flat.

The best reward is your customer looking forward to your next visit from the value you created with this first interaction.

Want more? Check out my book Code Your Way Up – available as an eBook or Paperback on Amazon (CAN and US).  I’m also the co-host of the Remotely Prepared podcast.


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