The Ink Jet Cartridge Book The Ink Jet Guide For Entrepreneurs Sample Chapters: Ink Jet Primer - Introduction - Industry Overview - Industry Outlook - Ground Floor Opportunities - Profit Margins - The Office Products Recycling Industry - Industry Trade Shows and Associations 12 Step Startup Guide - Research Your Market - Perfect Your Methods - Select Goods and Services to Offer - Create Your Business Identity - Identify Target Markets - Build Core Customer Base Sales & Marketing - Identifying Niche Markets - Office and Desk Space Rental Service - Aligning with Service Companies - Getting Referrals Growing Your Business - Ink Jet Cartridge Processing Machines - Cartridge Retrieval Systems - Adding Printer Service to Your Business - Adding Dot Matrix Services - Selling New and Used Printers

Part Three: Sales & Marketing Chapter Eleven: Getting Referrals Do not make the mistake of pre-judging any of your customers in terms of referral potential. Indeed, that small account you have done a good job for might just have a neighbor or friend who works in a large office with many, many printers in use. Establish a policy of equal good will amongst all your clients, big and small. You just don't know where your next big referral will come from. Be specific in asking your customers a pointed question regarding referrals. Instead of asking if they know anyone interested in remanufactured cartridges, ask whom they know who uses ink jet, or whom they know that recently made a major computer purchase. Although many of your clients will be happy to, when approached correctly, supply you with some referrals, consider some form of reward program you can implement to encourage them. This can be in the form of a free cartridge refill, or some other service you provide that has value in your customer's view. Often, the actual cost to you will be far less than the perceived value, and will be well worth the expense.