3. ESTABLISH A SUBTLE REFERRAL PROGRAM

Referrals from customers are easier to sell than cold prospects. And they don't cost you anything. It's too bad you get so few of them.

You can generate a continuous flow of referrals with a simple but subtle Customer Survey. Send it to your customers by postal mail, email, fax or post it on your web site. The survey I use asks only 3 questions:

1. What did you like best about our (product or service)?

2. What can we do to improve value of our (product or service) for you?

3. Who else do you know that wants to (state benefit provided by your product or service)?

The first 2 questions focus attention on benefits you provide. Your customers are more likely to volunteer referrals at 3rd question when they are already thinking about value of those benefits.

BONUS: You also gain something from answers you get to first 2 questions. The first question often generates a response you can use as a testimonial (with your customer's permission). The second question may provide an early warning of a problem you need to correct ...or it may alert you to an opportunity you can exploit.

Select one of these simple marketing strategies and start using it in your business. It won't take much time or effort and you'll see results almost immediately. Then repeat process with each of other 2 strategies until all 3 are part of your marketing system. You'll enjoy a permanent increase in your sales volume for a very small increase in your expenses.

Bob Leduc is a Sales Consultant with 30 years experience in building successful businesses. He just released a revised and completely updated New Edition of his manual, "How To Build Your Small Business Fast With Simple Postcards", and several other publications to help small businesses grow and prosper. Email: BobLeduc@aol.com Subject: "Postcards" Phone: 702-658-1707 after 10 AM Pacific Time/Las Vegas, NV

2. Share your wealth.

In early days of Rome, citizens had no choice but to serve in army. And they might serve up to 20 years. Why would they agree? Because Roman leaders made it worth their while. Soldiers were given land and later, when it was useful to have, money. Whenever an enemy was defeated, goods were divided among soldiers as well as leaders. A happy soldier was a loyal soldier. Generosity was a trait adored in Rome. In later years, when greedy Roman leaders were more reluctant to share their wealth with their troops, soldiers were more reluctant to fight---and Rome fell.

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