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Beating the Sophomore Slump

Don't let a successful first year distract you from attracting new customers.

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This story appears in the August 2005 issue of Entrepreneur. Subscribe »

Q: How do I protect myself from income fluctuations? When I started my business, I had so many customers, I didn't have time for marketing activities. But now I've gone into my "sophomore slump," and I'm struggling to get enough business. What's the balance between serving customers and getting new ones?

A: You're fortunate to have started off with so much business. But it's important to focus on acquiring new customers, too. For many entrepreneurs, this means going to networking meetings, creating and maintaining a blog, making phone calls, putting out a newsletter, and participating on listservs and in online forums.

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