CHAPTER 10THE KALEIDOSCOPE

THE DISCIPLINE AND FOCUS FOR PERMANENT REFERRALS

REFERRALS FROM COLLEAGUES

I’m using the term colleague here in a nonclient, nonbusiness sense. I’m using the term to embrace people who don’t have direct business relationships with you. We’ve discussed them in portions of other chapters, but I thought a few dedicated pages in our focus on “permanent referrals” made sense.

You’re providing collegial referrals on an ongoing basis. Not long ago, the woman who runs the teleconferencing service I use and the man who runs the automated listservs for my multitude of newsletters both dropped me a line and thanked me for referring so many people to them. A man who runs a source for press interviews wrote to tell me that he was ...

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