“I would maintain that thanks are the highest form of thought, and that gratitude is happiness doubled by wonder.” ~G.K. Chesterton
How often do we say ‘thank you’ for a referral?
Not only is a ‘thank you’ good manners, it raises you in the esteem of others.
‘Thank you’ is also a great form of quality control. For example:
“Thank you’, that referral was spot-on…” let’s the referrer know he or she got it right and how to do it properly next time.
“I want to thank you for your referral and let you know why it didn’t quiet work… but I appreciate the thought.” This let’s the referrer know what works for you, and what doesn’t.
Instead of standing up at the end of the meeting with “I have no referrals,” why not report back on a dance or thank somebody for a referral?
Even if you have done it before and it was a long time ago, use the moment to help educate and remind the rest of your sales team on what a good referral looks like for you.
Colin Kennedy is a public relations consultant, copywriter and speaker. He is also the outsource Marketing Director for BNI New Zealand and assistant director for the South Central region of BNI.
