Getting new prospects is the first step in getting new clients and orders. Even then it is not certain you will get any new business.
Over the years I have learned one thing, customer referrals are by a long way the best way to get new customers. Simply put, clients who talk about you do all the selling for you. Which means when you have contact with your new prospect you can start the conversation with: “How can I help?” rather than, “Please buy from us.”
But client referrals – or ‘mouth to mouth’ referrals – are not easy to come by.
Read more on the subject from Alex Boyer at Duct Tape Marketing.
