Web_Footed_Newbie - 6:15 pm on Jun 13, 2003 (gmt 0)

Aquisition of clientele is an ongoing process. Sales and marketing does not end when you are booked for 3 months. The reason for this, of course, is what business will you have after month 3.

Referrals come only with a high level of satisfaction. Do a good job, maybe get one referral. Do a bad job, however, and the word will spread 10 fold that you do not deliver.

That's why it is important in sales to always be selling - some companies take a long time to make a decision, so keep your cup running over as much as possible based on your revenue and sales plan.

Owning your own business is hard work, acquiring customers even tougher, and those cushy 8 hour days with an hour lunch(at your current day job), well, expect 10-12 hours and a ham sandwich for lunch when you get started!

Good luck, WFN :)