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Exploiting Success

Exploiting Success

Do you track unsolicited referrals? Do you ever receive them? If so, from what source?

One time I received scores of subscriptions for one of my newsletters in a single morning. I asked a sample of those people why they had subscribed, and every one of them mentioned a reference in a west coast publication. I contacted the source and arranged further, deliberate promotion.

“Opportunism” means not just accepting good fortune, but exploiting it.

Of course, if you never receive unsolicited referrals then you’re simply not creating high value in the eyes of your intended audience.

Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

Comments: 1

  • June 10, 2019

    So true. About once a year I chart my new clients and prospects on a spreadsheet and among the variables profiling them I include the ‘source’… I soon realized that, pretty consistently, once source is responsible for more than 30% or them… needless to say, that person is being ‘nurtured’ frequently!

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