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Live and Die by Referral

By leadingresults on April 13, 2008

network_of_peopleI work with many small businesses that sell to small businesses.  60% or more of my customers say that they get their best customers by referral - that is, by word of mouth. But what do they do to enhance the volume of their referrals?  In the business-selling-to-business world, do you know who your customer's adviser network is? Who is their CPA, their lawyer, their investors? If you have a happy customer you need to know, because your happy customer is your introduction to their business network.  What better way to expand your referral base than to work with your customer's adviser network to gain introduction to their clients? It isn't just what you know - it's also who you know and who they know that lets you grow your business.

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