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Three Keys to Generating More Referrals

  Arthur F. Rothberg, Managing Director, CFO Edge, LLC  
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  Article Summary  
For most Los Angeles and Southern California businesses, referrals are the "holy grail" of marketing and sales. When a colleague or friend refers a potential client to you, you have an immediate edge on your competitors as your firm has essentially been "pre-qualified" from the prospect's point of view.

The many ways of practicing referral marketing can include providing thought leadership content to your referral network or participating in professional networking groups and events.

All this is well and good, and yet three are three key elements that must be in place before you can fully benefit from your referral network.

This article explores those three elements - know, like and trust - with examples and questions for reflection.

Rather than sit back and view referral marketing as a passive process, be proactive in creating a formal referral marketing program. Identify and reach out to other professionals and businesses that operate within your sphere of influence. Throughout this process, apply this know-like-trust approach in establishing and building relationships with fellow professionals in your network.

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