by Tony Vidler
Getting more referrals from existing clients and relationships is often a challenge, but you can generate more referrals from past referrers with a little more thought.
Being thoughtful about expressing gratitude extends beyond “what is an appropriate gift”. Being thoughtful about how you deliver a gift and how you express the thanks that go with it can make an enormous difference.
Typically when thanking referrers for having given us an introduction to somebody else we “close the account”. They gave us something (a referral), and we give them something (a thank you gift), and everyone is left feeling like the account is all squared up. Nobody owes anybody anything else.
While that may be true – nobody does actually owe anybody anything – that is not all that helpful when we are trying to build an ongoing process of having clients or influencers spread the word. What we want to try and achieve is an ongoing desire to support and refer us, but without creating an overt sense of obligation or duty. We don’t want people to feel like they have to do something; we want them to want to do something more….
In this weeks video we talk about how to be a little more thoughtful in the thanking of referrers so that we can create a a positive process of people wanting to help and spread the word – or generate more referrals and recommendations from existing relationships…..
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