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Generating Referrals: Three Ways to Help Referral Sources Remember You

  Arthur F. Rothberg, Managing Director, CFO Edge, LLC  
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  Article Summary  
In one of our previous articles, Three Keys to Generating More Referrals, we talked about how referrals are seen by most Los Angeles and Southern California business leaders as the "holy grail" of sales and marketing for a very important reason: in the eyes of a prospect, you are essentially pre-qualified.

To that article's three things that must happen before you're going to be referred, we can add one more that is just as important: you need to be remembered by the referral source.

This article suggests three ways to stay memorable and top-of-mind with referral sources. Areas discussed include interaction style, conversational contributions, and distinctive presentation.

While your knowledge and expertise are certainly important factors, practicing the intangibles reviewed in this article will go a long way in making yourself more memorable among referral sources and increasing your referral business.

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