Free daily tips, information, advice, and ideas
with examples drawn from small businesses.
Every small business needs space. Whether you offer products or services, you will need a place to do your thing.
Artists rent studios, therapists lease space, chiropractors need a place to meet clients, retailers need shops to display their products, accountants and attorneys need offices, and so on. Even if you are using a home office, you are renting from yourself.
Leasing or renting space usually involves a document to be signed. It will spell out the terms and conditions of your responsibilities. So you need to pay attention.
Example: Ellen ran into trouble when her lease was up for renewal. She opened and operated a small ice cream shop under a 3-year lease. The shop was very successful. She used Facebook to promote and she hosted events at her place--birthday parties, open houses, fund raisers, and the like. In her third year, she approached the landlord about renewing the lease. He wanted another 3-year lease at a much higher rate. Ellen wanted at least a 5-year lease at the same rate. Negotiations got nowhere, so Ellen looked around town for another location. She had considered adding to the ice cream she offered--she had toyed with expanding into coffees including espresso, a smoothie bar, and fancy chocolates. She found a much bigger space at the same rate she had been paying and for a 5-year lease. It also had a patio that could be used. So, Ellen told the present landlord goodbye, moved, expanded, and never looked back.
Example: Roberto was a consulting therapist who needed space where he could meet clients. Two rooms would suffice--a private office with a reception room and restroom. He found an appropriate space in a building full of other professionals. Roberto knew that the landlord had trouble renting such a small space, so he negotiated a 5-year lease at a relatively low rent. As part of the negotiating, Roberto insisted that the landlord include heat and electric. The landlord readily agreed--the small space wouldn't use much heat or electric. But it reduced the costs for Roberto.
When you find the space you need, it is imperative that you read carefully the terms and conditions. Some leases have small print that can include all sorts of add-ons to the monthly cost. In addition to heat and electric, the lease might include your paying for such things as snow removal, garbage pick-up, signage, parking spaces, taking care of plants and yards, etc.
The landlord must furnish you a copy of the lease. Before signing, take a copy home and read it carefully. You might want to pass it through your attorney, adviser, or trusted business person before you commit.
Leases and rental agreements are legal documents. Once signed by you and the landlord, the terms and conditions apply. It's sort of like a point of no return. Yes, you can take a landlord to court or at least a mediator, but you have a business to run. Don't box yourself into a corner that will cost time and money to reverse.
Wednesday, November 26, 2014
Tuesday, November 25, 2014
Artists & Artisans
Free daily tips, information, advice and ideas,
with examples from businesses
Artists and artisans typically work alone. They can have a hard time connecting with the buying public.
Painters, photographers, sculptors, illustrators, weavers and others produce works that sell in the right venue. Different venues, however, attract different people. And there's the rub.
High end galleries still show high end works by artists and artisans. Particular galleries have homed in on a particular market segment and serves clients with works deemed appropriate.
These days, however, many galleries have morphed into high-end gift shops, serving more of a second tier market. Customers who frequent these shops are likely to be well-heeled with disposable income. But they are not usually knowledgeable buyers of art. They are more likely to be looking for handmade gifts.
The Internet offers another market for artists and artisans. With a website, artists and artisans can reach a public much wider than that offered by either a gallery or gift shop. Artists and artisans can also drive potential buyers to the website using various social media, e. g., Facebook and others.
Example: Ella paints realistic pictures in oils and acrylics. She has exhibited in galleries, attended up-scale shows, and has taken some private commissions, including portraits. She supplements her income by teaching. Her classes are popular--with beginners as well as advanced students. She has found that she gets real enjoyment teaching young people. Her studio is in a converted garage, and she convenes classes there. She runs several multi-class sessions during the year.
Example: Travis is a sculptor. Primarily, he works in bronze, and it is a tough market to conquer. To bring in income, he made arrangements with other sculptors to produce their bronze castings. He works also with museums and galleries to produce fine reproductions. Recently, he has begun selling fine reproductions to gift shops and decorators. He uses Facebook to drive interest to his website.
Example: MaeAnn is a weaver and designer. She turns out small rugs and wall hangings. She has a website and is on social media. All this activity keeps her busy with projects that come from decorators, collectors, high income individuals, and galleries. She does a show twice each year where regulars seek her out and she meets new people. With her artist's eye, her knowledge of fibers, and her weaving skills, she has tapped into a new market segment. She produces woven pictures of people and animals, working from photographs. Private commissions are coming in.
Artists and artisans have more opportunities today than ever before. Social media is rapidly expanding the possibilities for selling things handmade, hand painted, hand woven, hand carved and more. There is a real market out there for whatever you do. And various opportunities are available to supplement your income.
Your website is your store. Use social media to drive people to you. Or, use sites like Etsy to display and sell the things you make. Artists and artisans no longer starve in the garret. They reach out to the buying public.
Many more examples of successful artists and artisans are scattered throughout these write-ups. Artists and artisans can starve if they don't sell what they produce. Never forget that you are running a business, and that means you must sell what you create.
with examples from businesses
Artists and artisans typically work alone. They can have a hard time connecting with the buying public.
Painters, photographers, sculptors, illustrators, weavers and others produce works that sell in the right venue. Different venues, however, attract different people. And there's the rub.
High end galleries still show high end works by artists and artisans. Particular galleries have homed in on a particular market segment and serves clients with works deemed appropriate.
These days, however, many galleries have morphed into high-end gift shops, serving more of a second tier market. Customers who frequent these shops are likely to be well-heeled with disposable income. But they are not usually knowledgeable buyers of art. They are more likely to be looking for handmade gifts.
The Internet offers another market for artists and artisans. With a website, artists and artisans can reach a public much wider than that offered by either a gallery or gift shop. Artists and artisans can also drive potential buyers to the website using various social media, e. g., Facebook and others.
Example: Ella paints realistic pictures in oils and acrylics. She has exhibited in galleries, attended up-scale shows, and has taken some private commissions, including portraits. She supplements her income by teaching. Her classes are popular--with beginners as well as advanced students. She has found that she gets real enjoyment teaching young people. Her studio is in a converted garage, and she convenes classes there. She runs several multi-class sessions during the year.
Example: Travis is a sculptor. Primarily, he works in bronze, and it is a tough market to conquer. To bring in income, he made arrangements with other sculptors to produce their bronze castings. He works also with museums and galleries to produce fine reproductions. Recently, he has begun selling fine reproductions to gift shops and decorators. He uses Facebook to drive interest to his website.
Example: MaeAnn is a weaver and designer. She turns out small rugs and wall hangings. She has a website and is on social media. All this activity keeps her busy with projects that come from decorators, collectors, high income individuals, and galleries. She does a show twice each year where regulars seek her out and she meets new people. With her artist's eye, her knowledge of fibers, and her weaving skills, she has tapped into a new market segment. She produces woven pictures of people and animals, working from photographs. Private commissions are coming in.
Artists and artisans have more opportunities today than ever before. Social media is rapidly expanding the possibilities for selling things handmade, hand painted, hand woven, hand carved and more. There is a real market out there for whatever you do. And various opportunities are available to supplement your income.
Your website is your store. Use social media to drive people to you. Or, use sites like Etsy to display and sell the things you make. Artists and artisans no longer starve in the garret. They reach out to the buying public.
Many more examples of successful artists and artisans are scattered throughout these write-ups. Artists and artisans can starve if they don't sell what they produce. Never forget that you are running a business, and that means you must sell what you create.
Monday, November 24, 2014
Leaving corporate?
Free daily tips, information, advice, and ideas
with examples drawn from real businesses.
Dreaming of leaving the corporate world to start a business of your own? It's a big move, and it takes some careful planning.
Before you jump, do your homework. In Jane's first business, she simply resigned her position at the big corporation and jumped in. It was a hard lesson learned--that business failed. In her second business, she gave a good deal of careful thought before starting up.
Here are a half-dozen steps I have followed myself.
1. Home in on your interest. A small business can be built around any interest you have--collectibles, food, clothing, artwork, design, woodworking, consulting, wellness, and any other. Even if your interest goes toward potted plants, be assured that you are not alone.
2. Get a part time job. Target the industry where you'll be starting your business. Get some experience in the trenches. You will be surprised how much you can learn about the food business by flipping burgers. Study eBay offerings before opening a store of games. Help out at the greenhouse before you begin growing plants for sale.
3. Study the market. No business survives without clients/customers. Who are they? How will you find them? Why will they plop down their dollars for your products/services? What's the competition--and how can you beat it?
4. Write down your plan. Yes, you can plan in your head, but writing it down forces you to create a step-by-step process. In writing it down, you'll find that you've neglected some critical aspects. A written plan gets your priorities sorted out. Then, reduce everything to bottom line numbers. This is what tells the tale.
5. What about funding? No matter what you do, you'll need money--to get started, to get the business off the ground, and to survive for a year or two. Do you use your own money? Do you borrow from Aunt Sallie? Will a bank talk with you? Is crowd funding a viable way to go? Will the new business generate enough profit to support continued growth in the future?
6. Longer term planning. No doubt you are looking ahead to retirement at some future date. Now fit your small business into this. Can you build it into a successful operation that you can sell? Are you just looking for a way to keep busy in your golden years? Do you want to establish an operation and then sell franchises?
Leaving corporate and starting your own small business is a big move. Corporate America and Small Business America occupy different planets, speak different languages, require different attitudes. Doing the homework upfront can help you avoid some pitfalls later.
Planning is very important in any business. In the corporate world, overall planning is an activity at the top of the organization. In small business, it's up to you. And then you take out the trash.
with examples drawn from real businesses.
Dreaming of leaving the corporate world to start a business of your own? It's a big move, and it takes some careful planning.
Before you jump, do your homework. In Jane's first business, she simply resigned her position at the big corporation and jumped in. It was a hard lesson learned--that business failed. In her second business, she gave a good deal of careful thought before starting up.
Here are a half-dozen steps I have followed myself.
1. Home in on your interest. A small business can be built around any interest you have--collectibles, food, clothing, artwork, design, woodworking, consulting, wellness, and any other. Even if your interest goes toward potted plants, be assured that you are not alone.
2. Get a part time job. Target the industry where you'll be starting your business. Get some experience in the trenches. You will be surprised how much you can learn about the food business by flipping burgers. Study eBay offerings before opening a store of games. Help out at the greenhouse before you begin growing plants for sale.
3. Study the market. No business survives without clients/customers. Who are they? How will you find them? Why will they plop down their dollars for your products/services? What's the competition--and how can you beat it?
4. Write down your plan. Yes, you can plan in your head, but writing it down forces you to create a step-by-step process. In writing it down, you'll find that you've neglected some critical aspects. A written plan gets your priorities sorted out. Then, reduce everything to bottom line numbers. This is what tells the tale.
5. What about funding? No matter what you do, you'll need money--to get started, to get the business off the ground, and to survive for a year or two. Do you use your own money? Do you borrow from Aunt Sallie? Will a bank talk with you? Is crowd funding a viable way to go? Will the new business generate enough profit to support continued growth in the future?
6. Longer term planning. No doubt you are looking ahead to retirement at some future date. Now fit your small business into this. Can you build it into a successful operation that you can sell? Are you just looking for a way to keep busy in your golden years? Do you want to establish an operation and then sell franchises?
Leaving corporate and starting your own small business is a big move. Corporate America and Small Business America occupy different planets, speak different languages, require different attitudes. Doing the homework upfront can help you avoid some pitfalls later.
Planning is very important in any business. In the corporate world, overall planning is an activity at the top of the organization. In small business, it's up to you. And then you take out the trash.
Friday, November 21, 2014
Increasing sales
Free daily tips, information, advice, and ideas
with examples from actual small businesses.
The days of the hard sell are long gone. Yesterday's used car salesmen are dead.
Social media has turned people loose. The options are many. And it's all about the buyer, not the thing being sold.
People today search out their interests just as they always did. But older conversations across the picket fence are today replaced by likes and tweets and selfies.
Brands are still important. Those that are successful now take on another dimension. It's not about what's being sold, it's about who's buying.
Pushing a product or service today has more to do with the pushee, not the pusher. Big business has been a big pusher in the past. Today, the siren song they sing is more likely to reflect the target's tune.
People in small business have always done this. It's because they are closer to their clients/customers. And the space between them has been reduced even more.
The concerns of client/customers get answered by owners of small businesses. After all, they're usually standing in front of each other.
Social media is simply another way to get up close and personal. The distance between the pusher and the pushee has been reduced. It's face to face.
Small businesses have been quick to see the promotional power of social media. They have known for some time that selling is best done by informing.
Get the information out there, and the product will follow. Clients/customers already know the brands. They're now drilling down to match their interests with products/services. Social media fills this gap between the web site and the sale.
Branding is still important. But a small business is its own brand. And selling is all about who's buying. It ain't the product or service. It's the buyer.
More on selling and marketing can be found in other write-ups in this blog. And most of my write-ups include examples so that business owners can better relate to the things being discussed.
with examples from actual small businesses.
The days of the hard sell are long gone. Yesterday's used car salesmen are dead.
Social media has turned people loose. The options are many. And it's all about the buyer, not the thing being sold.
People today search out their interests just as they always did. But older conversations across the picket fence are today replaced by likes and tweets and selfies.
Brands are still important. Those that are successful now take on another dimension. It's not about what's being sold, it's about who's buying.
Pushing a product or service today has more to do with the pushee, not the pusher. Big business has been a big pusher in the past. Today, the siren song they sing is more likely to reflect the target's tune.
People in small business have always done this. It's because they are closer to their clients/customers. And the space between them has been reduced even more.
The concerns of client/customers get answered by owners of small businesses. After all, they're usually standing in front of each other.
Social media is simply another way to get up close and personal. The distance between the pusher and the pushee has been reduced. It's face to face.
Small businesses have been quick to see the promotional power of social media. They have known for some time that selling is best done by informing.
Get the information out there, and the product will follow. Clients/customers already know the brands. They're now drilling down to match their interests with products/services. Social media fills this gap between the web site and the sale.
Branding is still important. But a small business is its own brand. And selling is all about who's buying. It ain't the product or service. It's the buyer.
More on selling and marketing can be found in other write-ups in this blog. And most of my write-ups include examples so that business owners can better relate to the things being discussed.
Thursday, November 20, 2014
Fast casual food trends
Free daily tips, information, advice, and ideas,
with examples taken from existing small businesses.
Restaurants are difficult to operate. Many start ups do not survive. It's a tough business.
Today's alert restaurant and cafe owners are taking note of a developing trend. It's not just a quick sandwich you pick up at the health food store. It's fast casual, and it's more like a meal to go. It's take out carried to the next level.
Add to your menu choices and you, too, can attract this growing number of people who want fast casual lunches and diners. And take out, too.
Example: Gustav noticed that take out was becoming more than take out. And in the process it was expanding his restaurant business. Even his regulars were calling ahead to have take out packages ready for them to pick up. Gustav expanded his take out menu and he posted pictures of mouth-watering meals on Facebook with the caption: "Everything here is home made." Interest exploded. Gustav had tapped into the growing trend of people demanding fast casual meals--and take out.
Example: Miranda runs a small cafe. Responding to requests from several of her regular customers, she began offering them her "home cooked" meals for them to enjoy at home. She began by offering one special meal each day--ready for customers to pick up between 4 and 6 p.m. The response was gratifying, and Miranda soon began offering choices each day. Many customers simply placed orders for two or three days each week--ahead of time. She tailors dishes to people's likes and dislikes--no gluten is one popular request, no sugar is another. "It's like having your own personal chef," reads her Facebook postings--along with the pictures. The cafe has expanded, and it's all because Miranda has listened and responded to her growing list of customers.
Take out food has been popular for a very long time. What's new is tailoring the old take out, off the shelf items to more personal meal preparations. It all fits into our brave new world.
And I didn't mention pizza once.
Restaurants are not a one-size-fits-all business. People come in, sit down, and order from a menu. It's all about their choices. Expand on this by offering meals to go, or as they are called today, fast casual.
with examples taken from existing small businesses.
Restaurants are difficult to operate. Many start ups do not survive. It's a tough business.
Today's alert restaurant and cafe owners are taking note of a developing trend. It's not just a quick sandwich you pick up at the health food store. It's fast casual, and it's more like a meal to go. It's take out carried to the next level.
Add to your menu choices and you, too, can attract this growing number of people who want fast casual lunches and diners. And take out, too.
Example: Gustav noticed that take out was becoming more than take out. And in the process it was expanding his restaurant business. Even his regulars were calling ahead to have take out packages ready for them to pick up. Gustav expanded his take out menu and he posted pictures of mouth-watering meals on Facebook with the caption: "Everything here is home made." Interest exploded. Gustav had tapped into the growing trend of people demanding fast casual meals--and take out.
Example: Miranda runs a small cafe. Responding to requests from several of her regular customers, she began offering them her "home cooked" meals for them to enjoy at home. She began by offering one special meal each day--ready for customers to pick up between 4 and 6 p.m. The response was gratifying, and Miranda soon began offering choices each day. Many customers simply placed orders for two or three days each week--ahead of time. She tailors dishes to people's likes and dislikes--no gluten is one popular request, no sugar is another. "It's like having your own personal chef," reads her Facebook postings--along with the pictures. The cafe has expanded, and it's all because Miranda has listened and responded to her growing list of customers.
Take out food has been popular for a very long time. What's new is tailoring the old take out, off the shelf items to more personal meal preparations. It all fits into our brave new world.
And I didn't mention pizza once.
Restaurants are not a one-size-fits-all business. People come in, sit down, and order from a menu. It's all about their choices. Expand on this by offering meals to go, or as they are called today, fast casual.
Wednesday, November 19, 2014
Getting paid quickly
Free daily tips, information, advice, and ideas,
with examples drawn from small businesses.
In service businesses and small manufacturing operations, you do the work and then you frequently wait to be paid. The wait can be long. Meantime, your payroll and other bills continue.
This is particularly true when you are dealing with large companies. They have procedures, and your bills get in line somewhere in the bowels of accounts payable departments.
There are some things you can do to speed up payments to you. Here are three things I have done in businesses I've operated.
1. Change your terms. Offer a 2% discount for payment within a short period of time. I've used 2%-10 days to good effect. When invoices arrive at a big company's accounts payable department, those offering discounts get quicker attention. For you, it's a way of using their system to prioritize payment to you. You can also use 2%-30 days to good effect.
2. Set up progress payments. If you are providing significant inputs of labor and materials to accomplish a job that is stretched out over time, set up contractual milestones that trigger partial payments as the work progresses. As project phases are completed, send appropriate invoices, referencing the negotiated agreement. I've used this in a printing operation where big jobs could stretch out over several weeks. Construction businesses use this all the time, as do consultants in various fields.
3. Develop a close relationship with the contact you deal with in a big company. This is key. The contact might be a low level manager or a senior vice president. But if you're not being paid in a timely manner, a face-to-face conversation with your contact in the big company can put pressure to get your invoice paid. Calls to the accounts payable department will be of little value to you in resolving the problem.
I once had a serious conversation with a senior vice president of a major corporation about this. His company was three months in arrears and still ordering. He had approval authority and he would sign off on bills and forward them to the accounts payable people. There, they would linger. In our conversation, I said to him that I was continuing to provide services, but it amounted to providing financing to his company. He suddenly understood and corrected the situation immediately.
In a way, my small company was acting like a bank for his big corporation. By not paying my invoices, they were in effect getting a loan from me. In their scheme of things, delaying payments to many small suppliers results in big effects with them. Big companies do this all the time with their small suppliers.
Getting paid in a timely manner is crucial to the on-going health of your small business. Don't ever yell at your customer, but use some quiet pressure ways to keep them paying you in a timely manner--and coming back.
with examples drawn from small businesses.
In service businesses and small manufacturing operations, you do the work and then you frequently wait to be paid. The wait can be long. Meantime, your payroll and other bills continue.
This is particularly true when you are dealing with large companies. They have procedures, and your bills get in line somewhere in the bowels of accounts payable departments.
There are some things you can do to speed up payments to you. Here are three things I have done in businesses I've operated.
1. Change your terms. Offer a 2% discount for payment within a short period of time. I've used 2%-10 days to good effect. When invoices arrive at a big company's accounts payable department, those offering discounts get quicker attention. For you, it's a way of using their system to prioritize payment to you. You can also use 2%-30 days to good effect.
2. Set up progress payments. If you are providing significant inputs of labor and materials to accomplish a job that is stretched out over time, set up contractual milestones that trigger partial payments as the work progresses. As project phases are completed, send appropriate invoices, referencing the negotiated agreement. I've used this in a printing operation where big jobs could stretch out over several weeks. Construction businesses use this all the time, as do consultants in various fields.
3. Develop a close relationship with the contact you deal with in a big company. This is key. The contact might be a low level manager or a senior vice president. But if you're not being paid in a timely manner, a face-to-face conversation with your contact in the big company can put pressure to get your invoice paid. Calls to the accounts payable department will be of little value to you in resolving the problem.
I once had a serious conversation with a senior vice president of a major corporation about this. His company was three months in arrears and still ordering. He had approval authority and he would sign off on bills and forward them to the accounts payable people. There, they would linger. In our conversation, I said to him that I was continuing to provide services, but it amounted to providing financing to his company. He suddenly understood and corrected the situation immediately.
In a way, my small company was acting like a bank for his big corporation. By not paying my invoices, they were in effect getting a loan from me. In their scheme of things, delaying payments to many small suppliers results in big effects with them. Big companies do this all the time with their small suppliers.
Getting paid in a timely manner is crucial to the on-going health of your small business. Don't ever yell at your customer, but use some quiet pressure ways to keep them paying you in a timely manner--and coming back.
Tuesday, November 18, 2014
Going after referrals
Free daily tips, information, advice, and ideas,
with examples from small businesses.
Business owners know the value of referrals. When someone is referred to you, they arrive pretty much open to your products/services.
They show up on someone else's recommendation. Referrals come to you because some third party has told them something good about you.
Referrals are a natural part of human interaction. We talk to each other, and we talk about each other. We want to share with others our thoughts, feelings, ideas.
Social media like Twitter and Facebook provide a mechanism for these interactions. But there are some other ways you can promote referrals in your small business.
Example: Mary is a nutritionist. To connect with new clients, she regularly gives informational talks and sessions at wellness centers, senior centers, organizational meetings and other venues. She take lots of questions, makes future appointments, and hands out literature. All this results in people subsequently talking about her in the community and referrals come in. These activities speed up a naturally-occurring process, and they are in addition to her Twitter and Facebook accounts.
Example: Ralph is an electrician. He works alone, carrying his tools and equipment with him to jobs in his van. He targets homeowners and small businesses, handling their electrical problems and needs. Every time he finished a job, Ralph meets with the customer, explaining the work and answering any questions before presenting the bill. Then, he hands the customer a half-dozen business cards asking that they hand them out to friends, neighbors, and other business owners. It's a simple process, but it has worked for Ralph. People who receive his business cards call with jobs to be done.
Example: Eric takes a more aggressive approach to getting referrals. He is an interior designer handling residential and commercial clients. When he finishes an assignment, he asks for referrals and frequently receives a couple on the spot. Then, in about three months, he calls the client again, asks if there's anything else he might do for them, and, again, asks for referrals. Not only does this provide client follow-up, but it results in more referrals. He also maintains relationships with several real estate agents who pass on to him referrals of new people moving into the area.
These examples show how some older methods can help you get more referrals. There's more to life than Facebook and Twitter. Use them, but don't neglect some opportunities that have worked well in the past.
You'll find other ways of going after referrals scattered throughout these write-ups. Referrals are an important part of your on-going business promotions.
with examples from small businesses.
Business owners know the value of referrals. When someone is referred to you, they arrive pretty much open to your products/services.
They show up on someone else's recommendation. Referrals come to you because some third party has told them something good about you.
Referrals are a natural part of human interaction. We talk to each other, and we talk about each other. We want to share with others our thoughts, feelings, ideas.
Social media like Twitter and Facebook provide a mechanism for these interactions. But there are some other ways you can promote referrals in your small business.
Example: Mary is a nutritionist. To connect with new clients, she regularly gives informational talks and sessions at wellness centers, senior centers, organizational meetings and other venues. She take lots of questions, makes future appointments, and hands out literature. All this results in people subsequently talking about her in the community and referrals come in. These activities speed up a naturally-occurring process, and they are in addition to her Twitter and Facebook accounts.
Example: Ralph is an electrician. He works alone, carrying his tools and equipment with him to jobs in his van. He targets homeowners and small businesses, handling their electrical problems and needs. Every time he finished a job, Ralph meets with the customer, explaining the work and answering any questions before presenting the bill. Then, he hands the customer a half-dozen business cards asking that they hand them out to friends, neighbors, and other business owners. It's a simple process, but it has worked for Ralph. People who receive his business cards call with jobs to be done.
Example: Eric takes a more aggressive approach to getting referrals. He is an interior designer handling residential and commercial clients. When he finishes an assignment, he asks for referrals and frequently receives a couple on the spot. Then, in about three months, he calls the client again, asks if there's anything else he might do for them, and, again, asks for referrals. Not only does this provide client follow-up, but it results in more referrals. He also maintains relationships with several real estate agents who pass on to him referrals of new people moving into the area.
These examples show how some older methods can help you get more referrals. There's more to life than Facebook and Twitter. Use them, but don't neglect some opportunities that have worked well in the past.
You'll find other ways of going after referrals scattered throughout these write-ups. Referrals are an important part of your on-going business promotions.
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