The M&A activity pace quickened with a pair of deals announced late last week and another this week, all involving dealers that have demonstrated an appetite for acquisition.

On Friday, Madison, Wisconsin-based Gordon Flesch Company (GFC) swung a deal to acquire Stan’s LPS Midwest, based in Woodstock, Illinois. RJ Young of Nashville, Tennessee, picked up Syndesi Solutions of Athens, Alabama, marking its third deal of 2022. And earlier this week, Novatech obtained Atlantic Business Systems in Melbourne, Florida.

One of the best aspects of offering ancillary products and services is the lack of client objections. We’d insert the word “utter” in there, but let’s not get cocky. Every expenditure demands a raison d’etre, and in the current economic conditions, precious few end-users will free up some bucks unless they can be reasonably assured of attaining an ROI, gaining efficiency or other enhancement that will improve the quality of work life.

And now that we’ve exhausted our supply of gratuitous French phrases, we continue this month’s State of the Industry report on ancillary products—a.k.a. hidden gems—with a look at how dealer sales reps are able to coax noncommittal clients across the finish line.

A compliment can have the same impact as food. Sometimes, it’s a sweet, transitory experience that’s soon digested and forgotten. Other times, it can make one’s eyes light up, like a rich piece of chocolate, and stay with you for a long time (in the case of candy, that’s where the gym comes in).

Take Denise Miller, the senior HR consultant for GreatAmerica Financial Services’ PathShare HR Services division. One customer client comment that not only resonated with Miller but provided validation for her efforts was the observation that she was a “trusted advisor.” At that moment, she felt that she had truly made a difference.

You can have a slew of transactions or a slew of meaningful client relationships, but you can’t have both.

What types of conversations are you having with your clients?

I’m here to inform everyone in sales: It is extremely difficult to build long-term sustainable client relationships with a transactional mindset and conversation set.