Testimonials are the next best thing to word-of-mouth referrals. Written endorsements from past customers who are pleased with your work can establish instant credibility. Including rave reviews in your ad or on your website, are sure-fire ways of attracting prospects.

Ask your best customers if they would mind endorsing you, your products, or services. If you receive praise or a thank-you letter, ask the sender if you can quote them. Surveys are also a great way to generate compliments. Offer those who complete the surveys a small gift as a token of your appreciation for their comments.

Sharing a customer’s kind words is a two-way street. It publicizes both your names and widens your circle of common contacts. If you get a superb quote, print it on a coffee cup, t-shirt or mouse pad and spread the word!

When it comes to generating repeat business and sales, studies have shown promotional products consistently out perform coupons. Southern Methodist University students tracked hundreds of dry-cleaning patrons and discovered that customers who received gifts spent 27% more than those who received coupons. The promotional product recipients were also 49% more likely to return monthly for other services.

Before you can meet the decision makers, you’ve got to get past their gatekeepers - the Administrative Assistants. Those who rule the phone and appointment books may hold the magic key to your success. To get the gatekeeper in your camp, you need to show some goodwill.

One successful sales rep gives out candy-filled jars, bearing his firm’s name and services offered. On future calls, he refills the containers with more goodies. You may want to try chocolates shaped like your company’s logo - a novelty the gatekeeper will no doubt show to the boss.

Select the right gift - and you could have both of them eating out of your hand!