Did you say thank you?

You get referrals from the people in your business network, social network, or family network. That referral turns in to closed business. Did you thank remember to thank them? I don't mean the quick email or voice mail that says hey, that referral closed, thanks for thinking of me. I mean a way of showing your gratitude that goes beyond that.

In BNI members think if they turn in the little Green Thank You with the GROSS sales amount on it that is Thank You enough. Really, all that amounts to is the ability for the chapter to track how much money the chapter has generated in Gross Sales and who is bring quality referrals.

I recently gave a very nice referral to an insurance agent. This referral has turned out to be very lucrative and may turn into more referrals down the road. That Agent took the time to find out what I liked and where I liked to shop. He then went out and bought me a Gift Card to my favorite Dress Shop. I was thrilled, excited that he really took the time to thank ME not the same way has he thanks EVERYONE. Do you think that I am on the look out for more great busness for him?

Even if he never gives me another gift, the very fact that he took the time to learn about me makes me want to help him.

On the other hand, I gave referrals to two other people that closed and both were equally lucrative deals, one sent me an email saying thank you and one sent me a coupon for a free sunday at an ice cream place.

Which of the three do you think will ever get my referrals again?

Here are some tips on thanking your referral sources that will leave them inspired to help you..........

1. Find out what your referral sources like, their hobbies, their collections, music, travel, family, what are those things that they enjoy not related to work.

2. Thank the person appropriate to the referral. If I send you a referral for a $100 deal then I would be happy with a note card saying thank you so much and a request of how you might be able to help me. On the other hand if I send you a referral that is a $200,000 deal then I would expect you to send a more appropriate thank you.

3. Do it promptly, when the deal is done say thank you right away.

4. Make it a habit, if you want your best referral sources to continue to send you business make it a habit to thank them.


Are you inspiring others to want to help you?

Hazel M. Walker
Referral Strategist