Here is a simple principle that you must understand about Marketing. And you will understand the picture a little later.

Any tactic you use in your marketing that is worth doing, is worth doing abundantly. One of the first questions to ask when your goal is to drive new revenue, is this. “What do we do now that works?” Now, do more of that.

It’s that simple. Most businesses have at least one tactic they are using to market their product or service that is working.

If you are doing well with calls from the Internet, do more search engine optimization, add pay per click, develop a social media plan, build more content on your site, or do a major rebuild of your site.

If most of your business comes from referrals and word of mouth, start a formalized rewards program for the people who refer you the most, and make it a point to call one or two clients a day, or individuals you have a business relationship with , and give them a referral or good idea for their business.

Communication has a radar affect. When you begin to communicate to other businesses they will communicate back. For this to work the business most have already been on your radar screen, so to speak. In other words, they must know you. You can define the status of a business relationship by putting it into one of 4 groups.

1. They don’t know you
2. They know you
3. They trust you
4. They buy from you or promote you.

To build revenue fast you just want to move the business who are in group 2 and 3 to 4.

How do you get a business to trust you. It’s like radar, you need to trust them. Trust then enough to give a referral, or a suggestion for something that might help their company. You will receive back what you send out.

Make a list today of 25 business relationships, and spend an hour thinking what you could offer each. A referral? A suggestion for a networking opportunity, an introduction to someone, a co-op marketing plan, a mention on your web site? Do it with no strings attached, and do not make anything you are offering associated with what you sell. You will be amazed how quickly this simple tactic works in bringing you new clients and opportunities.

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• Drive Your Business Success with Referrals (customerthink.com)