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Put Your Customers to Work for You

Client referral incentives can be a valuable and inexpensive way to build a business.

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This story appears in the July 2010 issue of Entrepreneur. Subscribe »

Every small- owner knows that one way to inexpensively build a client base is to get referrals from satisfied clients. But how do you induce existing clients to refer new ones to you?

19%- Percentage of that expect to make capital outlays in the next three to six month

You should just ask. Business and consultant Pinny Cohen in Fairlawn, N.J., points out that the people his clients refer tend to "match that client in outlook and perspective, so when a good client refers people, they are usually good clients. Make sure the person you're asking a referral from is your all-star client."

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