THE NEW CUSTOMER
1. All the new customers you could ever hope for can be referred to you by existing customers. Stop spending time cold calling and start investing time building loyal, referable existing customers.
2. Just because your business is beginning to show some economic improvement does not mean you can ignore the new customer and his or her accompanying changes I have outlined. Please go back to my column and list the elements you need to change or improve. I am giving you fair warning — the actions are up to you.