The secret is summed up in this principle:
Give honest and sincere appreciation.
Carnegie said there is only one way to get anybody to do anything -- by making the person want to do it.
How can you encourage customers to say good things about you and give you referrals?
By giving them what they and all human beings crave: honest and sincere appreciation.
The Two Magic Words
The big secret of dealing with people (or customers) is often overlooked or forgotten. It's simply saying "thank you" consistently, personally and, above all, sincerely.
These two words work marketing magic because customers want to feel important.
Saying "thank you" is an act of kindness, besides.
But don't say "thank you" for the sake of flattery. It must be sincere. As Ralph Waldo Emerson once said, "You can never say anything but what you are."
"Thank You" Promotes Referrals
The uncertainty of referrals can be disconcerting. Can you control them? No.
Can you influence them? Absolutely.
First you must provide a valuable product or service for customers. (You're already doing this, right?) But perhaps you can make an even bigger difference in their minds by your continued interest after you've delivered the product or service.
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Each customer has a different level of satisfaction with your products and services. However, all customers to whom you say "thank you" are satisfied that they're important to you.
This can determine whether you'll continue a relationship with them and get referrals.
"Thank You" as Direct Mail or E-mail
If you've never used direct mail and are considering it, start a thank-you correspondence program.
If you've used direct mail or e-mail but haven't sent thank-you letters or e-mails, start now.
The thank-you letter or e-mail to your customers is targeted (you know them, they know you), personal and effective.
It's guaranteed to receive a positive response.
Furthermore, it's a pleasant surprise if it's snail mail. They see your envelope.
They think, this must be something for me to review, to sign, or worse a bill.
Surprise!
They're appreciated; they're important.
And you're the one telling them so.
Write a thank-you letter or e-mail at every opportunity.
But don't send one with an invoice or other correspondence.
Always send it separately.
Here is a great idea that if you are not already using it, you should be.
You have had a meeting with someone. A sales presentation, an appointment in fact any kind of scheduled meet that you have to make in your business life.
As you already know who you will be seeing or what the organisation is get yourself some simple notelet cards and envelopes and send them the thank you via snail mail after you have had the meeting. Alway make sure you say something along the lines of:
"Dear XYZ,
Thankyou for taking the time to see me today.
I very much enjoyed meeting you and talking about your organisation, needs, wants etc
I hope we can do business together
If you need anything or another meeting please contact me etc.."
Always put your business card inside the notelet and believe you me, you will see a huge increase in repeat business, orders and relationships.
This is what the really successful people with the Millionaire Mindset do...and you want to be like them. Right?
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