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BSS Why Entrepreneurs Should Eat Bananas by Simon Tupman

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COURTING NEW CUSTOMERS

In the previous chapter, I discussed the importance of building relationships with customers. Building relationships in business is not too different from building them in your personal life. There is a courtship process involved, with (at least!) seven stages to the process:

Stage 1: Be selective about who you want

Be clear in your mind about the type of customers with whom you would like to work. If you open your doors to anyone, you’ll be unlikely to attract quality customers. As American management guru David Maister writes:

ImageAct like a prostitute, with an attitude of “I’ll do it for the money, but don’t expect me to care,” ...

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