I sent an email to Marc Sylvain upon posting the previous reference. Here is his response:
An interesting question, which I have asked Marc, is whether strategic product line extensions or additional offerings might be co-ordinated to create more repeat/referral business opportunities.10 years ago my business was 100% referral. Once we passed the $500,000 mark it started to go down. We still do quite a bit of referral and past customer business though. It's down this year so far but last year we did $1,390,000 in past customer business and referrals.
Quite frankly if you want to do more than 2 or 3 million it won't be done with referrals alone.
As for past customers.......unless they move we don't side or replace the windows in their homes more than once. Surprisingly we do have a few customers with more than one sun room on their home.
Marc Sylvain
Sylvain Contracting
http://www.sylvaincontracting.com/
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