The Lifetime Value Of Your Customers

Referrals: One of the "secrets" of today's buying environment is that professional referrals are one of the quickest ways to open new doors. Buyers generally don't have time to visit with prospective suppliers—with all their other responsibilities. If they need a new supplier, they've quickly learned to call a trusted current supplier or friend and ask their advice. Most of us don't recognize that every current customer could potentially introduce us to one or two prospects—every year.