If you work at getting referrals from existing customers or clients, consider this: people tend to refer people who are like them. Now think about that one customer — you know the one. Always trying to push the price lower. Always demanding more, but never willing to pay for it. Always requiring more time and attention, and always paying late. Do you want more customers like that? Focus your referral efforts on your best customers, the ones who value what you do for them and pay a fair value — or even a premium — for it. They’re more likely to refer prospects who share those values. And those prospects make profitable customers.
