New Business. The good, the bad, the ugly.

Curious if anyone uses a new biz referral source / program and what you have found useful and beneficial?

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works at

The best referrals come from current and past clients, of course. We don’t use a referral program, but instead invest in paid search to make sure we get the right prospects to our website/microsites when they are in search mode. Otherwise, for outbound we have a targeted list and do the outreach ourselves.

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Referrals are great and preferred, but they are not predictable nor scalable which makes them problematic in my book. Expanding on the last post, what I've found helpful is to have channels that you control which are inbound and outbound.

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