(Wall Street Journal) – How do you get new leads? If you’re like most entrepreneurs, you follow the standard operating procedure: Serve a client well and then ask for a referral. But this method rarely works and here’s why. When you’re really servicing clients well, you’re their best kept secret, and they don’t want to give you up. If a client refers you to a business within its industry, eventually one of its rivals will also snap you up, thereby lessening some of your client’s edge over the competition. And, if a client refers you to any business, regardless of industry, ultimately you will have less time to provide your client with the excellent service it’s come to depend upon.
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