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Beyond Referrals: How to Use the Perpetual Revenue System to Convert Referrals into High-Value Clients by Bill Cates

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APPENDIX 3GET YOUR ASSISTANT OR STAFF INVOLVED

The members of your staff can become involved in the referral process too. Perhaps they won’t be asking for referrals like you, but they still have a role. Your staff should know what you’re trying to accomplish with referrals and what their role is in that initiative.

First, your staff members play a crucial role in making you and your company more referable. They play a central role in the client experience. And even if they aren’t in direct contact with clients, they are serving someone who is in direct contact. Every employee of a company contributes to the referability of that company.

Second, many of your staff can promote referrals with prospects and clients. Whenever they hear a client give ...

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