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The Art of Positioning From Indistinguishable to Instantly Recognizable with Rebecca Gunter

The Recognized Authority

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The Dangers of Referrals

I believe that referrals are dangerous. Even though most of the industry in B2B are referral based businesses, I think that it's dangerous to depend on referrals because your network can dry up. People can retire and go away. So if you've got a dependency on referrals, your market, unless you're actively growing it all the time, it's actually shrinking. And so for me, my point of view is that referrals can be a dangerous thing to depend on. And so I think you should be doing something else as well. Don't just leap on and be like, oh, I just am word of mouth all the time. It's your point of positioning for sure.

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