Posted by Dave Lorenzo - Business Coach

How can a small business owner who has only a handful of clients expand? As this Inc.com article reminds us, the best way to get new clients is to seek out referrals from current clients. If you run a small Web design company, those clients of yours who need a new Web site are likely to have friends who need the same. Who are they more likely to trust for a recommendation than their friends and business associates?

You can go about this in several ways. The simplest way is to mention to current clients that if they know anyone in the market for your services, you’d appreciate a shout-out. Another popular strategy is to offer a referral discount—if the current client brings in a new one, he’ll get $50 off his next bill. A less direct approach is to gather testimonials from current clients and use those on your Web site or in your advertising materials. The peers of your clients are your most likely new and future customers.

Filed under: Personal Marketing
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