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Using past referrals also helps, he added. "Sharing what we have been able to do for other clients that are similar and size, breadth, etc., is one of the most effective selling strategies we have. There is a lot of power in referrals."
Valent agreed, noting that ProForma also offers examples of what it has done for other companies. "We don't necessarily use the same solution, but it gives the customer a sense of other solutions we were able to offer," she said. "Then we tailor it to the new client's needs."
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