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 RECENTLY, a tax consultant wanted to expand her business so she asked her customers for references.

She said she was planning to do a mail-out within the next week or so. This put an element of urgency into the request. It stimulated prompt responses. Many people have good intentions and they never get round to doing anything about them.

An accountant who supplied a reference received a package a week or so later. It contained some chocolate-coated caramel macadamia nut biscuits. There was also a little hand-written note on a thank you card: ”Enjoy these biscuits with your next cup of coffee,” it said.

“I couldn’t wait to put on the jug, they looked so tempting,” said the accountant.

Want to expand your business? Get your website running, get some powerful testimonials and say thank you for them.