THIS MONTH IN CB HISTORY...

1971: In his "Smooth Selling" column, marketing consultant George N. Kahn told us about the value of referrals from existing customers.

"If you approach customers properly, they may be willing to put in a good word for you with other prospects who are among their acquaintances," Kahn wrote.

"When you ask a customer to be this kind of second salesman for you, make sure that your timing is right."

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