B2B Marketing Tip of the WeekStrong word-of-mouth breeds business success. Leads generated from existing customers or referral sources are often the most powerful sales tools—and a lead source that costs significantly less than other channels.

Don’t take your referral sources or customer references for granted. Create tools and processes for sales to say “thank you.” A handwritten card, a small gift or gift certificate, or a discount on the customer’s next order can all encourage these important recommendations.

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