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<b><i>Sales Speak:</i></b> New Business Development Harvest

By Allan Colman

At The Closers Group, we frequently point out that business development comes from only three sources: current and recent clients, referrals and prospects. Of the three, the most overlooked client development resource is current clients, the so called “low-hanging fruit.” It is amazing how often we hear, “How do I ask clients for referrals or repeat business without offending them?” Fear of offending your clients is just an excuse ' and not a very good one.

If your firm's work has been solid and helpful, and you are working on building trust-based client relationships, ask away.

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