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Contents • vii
Four Greatest ideas for Staffing Your Business 51
Idea 33 - Grow your own head-hunters 51
Idea 34 - Hire the people who fit your dream 52
Idea 35 - Askthe customer 54
Idea 36 - Keep people in your variable costs 55
Four Greatest Ideas for Keeping In Touch 57
with Your Market
57
Idea 37 - Prospect continuously 58
Idea 38 - Size does count 59
Idea 39 - Get everyone to talk to customers regularly 59
Idea 40 - Speak to the press
Seven Greatest Ideas for Helping a 61
Business Customer to Buy Wisely
62
Idea 41 - Encourage sensible buying decisions 67
Idea 42 - Deliver products on time and within budget 68
Idea 43 - Take lost business very seriously 69
Idea 44 - Make sure your business processes deliver 70
Idea 45 - Whoneeds training? Your customer needs training 71
Idea 46 - Gain a reputation as a solution seller 72
Idea 47 - Look back in wonder
