Wednesday, August 23rd, 2017

Submitted by: Kris Tomb

It is so easy to get caught up in the trap of trying to bring in new business all the time and forget about those that have brought us business in the past. The only way to explode your business is to duplicate yourself.

If every month you have to get out there and beat the bushes and come up with new business then every month you start out as if it was your first month in the business. The real cheesecake is when you have 10, 20 even 100 past clients and friends telling other people about you. They act as your unpaid sales force-and they are a powerful force indeed. Nothing is stronger then somebody ELSE telling other people who you are and what you do. You could spend thousands of dollars marketing and it will always be met with skepticism on some level but a third party testimonial – that is priceless. Where does that business come from? Who is the most likely candidate to endorse you in such a way? Would it not be your past and present clients? Everyone likes to say all their business is by referral only, but few people have even one referral system in place to harness that business! If you are getting referrals and doing nothing for them, what would happen if you actually put in place a system to harness the referrals? Could your business explode?

When was the last time you wooed your past clients. How often are you asking your current clients for referrals? Do you do a newsletter or provide something of value to those clients monthly? Quarterly? At all? Most businesses spend 98% of their time on current business and pressing issues and do nothing to harness the immense referral source that is right under their nose. In studies done over time, it has been shown that an e-mail that adds value sent to just 100 past clients can generate between 3-5 deals EACH e-mail. And these are just averages we have seen over time in our online business ventures. So what are you waiting for? Start spending some time wooing those past clients. Every hour spent doing that will build your business WAY stronger then every hour you spend trying to bring in business from other sources like classified ads. And it is less expensive as well.

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