Ask for referrals

Ask for referrals. However, do not expect referrals to happen automatically. People like attention and like to be asked. Simply stay in touch with them through e-mail messages or cards. I stay in touch with my current and former clients throughout the year by sending them personal messages with articles on marketing and branding, and other materials that I believe will interest them. If your contacts with former sellers or buyers include information of value chosen for their needs, then that makes the contacts more effective and seem less impersonal. For example, if your specialty is retailing, you might send information on trends in retailing. If your specialty is hospitality, you might send information on trends in hotels or resorts.

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