需要你付出的人，總是會給你一些回報，你可能不是能滿 足客戶要求的惟一供應者，你應如何使消費者特別注意你呢? 其中的竅門就在于提供物超所值的服務。

People who need your work have things to offer you.You probably are not the only person capable of providing what they need.What will distinguish you from the crowd? The attention you generate by doing more than you are being paid to do.

有天早晨，史瓦布來到他所經營的一家鋼鐵工廠，看到有 一位公司的儲備速記員也在那里。當史瓦布問他為什么這么 早來公司時，這位儲備速記員說他是來看看史瓦布先生是否 有什么急的信件或電報要處理。他比其他員工早到了好幾個 小時來上班。

Early one morning Charles Schwab arrived at one of the steel mills he managed.There, in the dawn’s faint light, was a clerk from the company’s stenography pool.When Schwab wondered what he was doing there were any letters or telegrams Schwab wanted sent right away.It would be hours before the rest of the staff arrived.

史瓦布向這位員工說了聲“謝謝”，并告訴他晚一點會需要他的幫忙。當天晚上史瓦布回到辦公室時，身邊多了一位私入助理，而他就是在早上令史瓦布印象深刻的那位儲備速記員。

Schwab thanked the fellow and told him he might need him later that day.And he did.That night,as Schwab headed back to the main office,he tool along his new personal assistant,the fellow who had gotten his attention so early in the morning.

這位年輕人吸引史瓦布的地方，并非他的速記能力，而是 他愿意多付出一點點的進取心。

It wasn’t the fact that this young man was an extraordinary stenographer that got him attention.It was his habit of showing his personal initiative in going the extra mile.