Prospecting

Use emails and letters and other media to generate referrals from your client base.  Don't send the same words to everyone.  Test different wording and see what works best.

Get new business referrals simply by sending a letter to your existing clients. What words do you use? How do you get one-to-one personal?

Develop multiple referral sources. Don't settle for just one referral system. Multiple streams of revenue are best. How many do you have?

Try formig a "reverse strategic alliance" with one of your vendors to get new customers. When did you last ask your suppliers for customers?

How are you using telemarketing to boost your sales or customer service?

How many referral systems have you tried and profited from?  Provide incentives for your clients to send you more clients.

Endorsements and testimonials pay off big. A car dealer did an endorsement deal with a bank to a special segment of their customer list and sales almost doubled for the next two months.