It's who you know

Ironically, while we spin our wheels trying to sell our services with letters and telephone calls to people who’ve never heard of us, a huge source of work is right under our noses.

I’m talking about referrals. People who know people you know.

How many times have you heard “it’s not what you know, it’s who you know”? It has achieved cliché status for one very good reason: it’s true.

Just as it's important to market to your current customers, there is, perhaps, no better source of revenue than through a system of referrals. Do you have a referral plan in place?