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Million Dollar Referrals by Alan Weiss

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CHAPTER 3EXPANDED BUSINESS

WHY MORE, NOT LESS, IS BETTER FOR THE CLIENT

WHY NO GOOD DEED (PROJECT) SHOULD GO UNREWARDED (EXPANDED)

A hugely important route for referrals is internal in those organizations that are large enough to support multiple projects (which is why, for example, the small business market is so difficult—you have to continually bring new clients on board). This route is the Interstate Highway of referral travel.

One of the methods I’ve used successfully to make seven figures as a solo practitioner is to work with large organizations that can support continual (and often concurrent) projects. The reasons that this is such fertile ground for referrals include

• Internal buyers can observe the results and value of your work firsthand ...

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