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Visit your customers face-to-face, and have a conversation about your products/services and their satisfaction with them. Then, ask them specific questions to generate lists of names. Don't ask, "Who do you know?" Instead, ask, "Which of your vendors could use our service?" or, "Which one or two people in your committee would be possible candidates?" By asking a series of specific questions instead of general ones, you'll direct their thinking in more productive routes and acquire more referrals.
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- Dave Kahle
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