When you achieve leverage, your client will transform into an advocate. They will provide testimonials, references and case studies powerful enough to attract other prospects to you without you asking them to do it.
The fastest way to grow your business is to leverage your current client base. By leverage, I mean that with some strategic planning your clients will introduce you to new opportunities to increase sales.
Secure Internal Referrals
Internal referrals are referrals that happen within one business. For example, your current buyer, who is a client, could refer you to another executive, employee or department at his business who could also become a client.
You gain internal referrals by holding cross-department meetings such as business reviews, or lunch and learn gatherings, and by asking for direct referrals from your original buyers. Start to develop an organizational chart now for any existing client. Map out…
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