Long term business success is built on the concept of Advocacy, not just a relationship. In the book by Richard Cross and Janet Smith entitled “The Five Degrees of Customer Bonding”, the authors reflect on what it really takes to keep those customers always coming back. The highest degree of association is advocacy, and under their definition you can count on your current and past clients to always remember you first and they won’t hesitate to recommend you to anyone that needs your specialized service. The key of course is training them how to recommend you and remind them that you want and need their referrals. Their are lots of systems available that teach referral systems and I’m available to share several of them. Call on me anytime I can visit your area and share what works. Stay tuned for part 3!