Send Small Gifts
12. Send small gifts to people who give you referrals, even if the prospect doesn’t become a client.
I’ve seen several studies that demonstrate conclusively that sending a small gift to say “thank you” for referrals stimulates more referrals. And you don’t wait for the prospect to become a client. Reward the behavior of giving.
I like things that are flat and easy to mail such as movie tickets or gift cards from places like Starbucks or Blockbuster. I would say that your minimum should be a handwritten note. Make the thank you personal.
Some people like to get very creative with their thank-you gifts. For instance, I know several reps who send their client one Waterford or Tiffany crystal wine glass each time the client gives them referrals. Of course, the client wants the set.
Whatever you send, make it appropriate for your personality and your clientele. Have fun with this!
Today: Decide on a few inexpensive generic gifts you’d like to give for referrals. You or a staff member should go buy a few and create a small inventory that you keep on hand. If you have to go shopping each time you get referrals, you’ll forget to do this step.