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How to Increase Your Customer Base

Learning to maximize sales referrals is critical to boosting your business, but it shouldn't replace marketing to new prospects

Recently, a saleswoman handed me her business card with a symbol on it that said her business was 100% based on referrals. I thought this was a great idea until I realized there's a dark side to a pure referral-based business.

Now, let's not overlook how great referrals are. First of all, prospective customers who are referred from your fans are probably going to be nice people. Since birds of a feather flock together, assuming you sell to customers who are pleasant, they're likely to refer others of their ilk. Who wouldn't like to spend all day selling and writing orders with delightful customers?