Compare the value of print advertising to word of mouth advertising. Most people are more comfortable doing business with individuals known to them or their friends. This is a great way to increase your word of mouth advertising and develop repeat business.
A good referral offers the opportunity to do business with someone who is known to be in the market to buy your product or service. Referrals are not guaranteed sales; however they offer an opportunity to meet face to face with someone who is already interested in your product or service. Referrals build on your existing prospecting efforts. This expanded network is a great opportunity to add to your database of potential business.