Article contributed by Dr. Ivan Misner.
Last week I gave you a list of actions you can take to strengthen your relationships with your referral sources. I promised that in the next few weeks I would give you some more information on each action. So, since we all love it when things are easy, I’ll start by giving you further details on the six simplest actions you can take.
1. Send a thank-you card. Always a nice gesture, a handwritten thank-you card makes a great impression, especially in this age of electronic communication. Be sure to write a personalised note that mentions what you’re thanking your referral source for. SendOutCards.com is a great resource for this.
2. Send a gift. A gift is always welcome. Like a thank-you card, a gift, however small or inexpensive, builds visibility and credibility with your referral source. Try to find out what your referral source likes (favorite foods, hobbies, etc.), and send a gift that is personalised to her tastes.
3. Call a referral source. An occasional phone call is a good way to keep the relationship strong, if you take care to call only when it’s least likely to be an unwelcome interruption. It’s also a good idea to have a piece of news or some tidbit of information to pass along that will benefit or interest your source.
4. Offer a referral. Giving your referral source a referral is a wonderful way to build your relationship. By helping build your source’s business, you create a debt of gratitude that will encourage your source to respond in kind.
5. Display a source’s brochure. Doing a bit of sales work on behalf of a referral source can only enhance your relationship. If you have a public area for your business, offer to place your source’s materials where your clients can read them.
6. Send an article of interest. Set up a file for holding newspaper and magazine clippings that may be of interest to people you would like to be your referral sources. Sending an article, especially one that is pertinent to your source’s current business or personal circumstances, says that you are thinking about your source’s needs.
