Frame of Reference Referral-based business is good business, so why not put it front and center?

Referrals are great. Everybody knows that. You do some nice work for a customer, they tell a few people, and next thing you know, you've got another customer--and it didn't take any extra marketing or sales work on your part. Aren't you brilliant?

What's more, that customer is probably already sold on the value of your product or service, isn't looking for a deal and won't jump ship the next time they can save a buck elsewhere. That's the powerful nature of referrals. But far too many companies sit and wait for these referrals to happen on their own.