Do Tell How to woo and win your hottest prospects-referrals
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Ask most professional marketers, and they'll tell you thesame thing: Referrals are the quickest way to build a business.Referrals are hot prospects because they come to you ready to buy.But don't just sit back, hoping the right referral prospectscome your way-design a dedicated marketing program for thatpurpose.
Communicate regularly with current and past customers so you canstay "top of mind." Use e-newsletters, broadcast faxes,direct mail and phone calls to maintain relationships. If you workwith clients on a project-by-project basis, distribute a survey orfollow-up letter at the completion of every project that includes areferal request.
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