We have client surveys that are filled out and returned by our clients. One them they ask whether or not they would be willing to give a referral. For the ones that said yes how would you bring that up in a thank you letter? 

 - JB

This is a very good question! Perhaps the best way to answer your question is with a sample “script.” Of course, you need to make this your words, not mine.

“George, I want to thank you for completing the client survey our company sent to you. Your feedback is very important to us. And thank you for the kind words and high ratings. I have a question. I noticed that you checked ‘yes’ to the question that you’d be willing to refer me to others. I’m wondering. When you said ‘yes’ to that question, did you have a specific person or people in mind, or was it more of a general vote of confidence?” Now… you’ll get one of two responses:

1. They have one or more people in mind. If so, you talk about them and go for introductions.

2. It was more a vote of confidence. If this is their response, proceed with the “script” below.  

“Well, I appreciate that. You should know that I’m never too busy to see if I can be of service to others you care about. Would you be open to brainstorming a little to see if we can identify some people you care about who should really know about what I do?”

Finally, if you can’t bring yourself to asking for referrals in this context, your alternate response could be:

“Well, I appreciate that. It’s important that you know that I’m never too busy to see if I can be of service to others you care about. You should also know, that our processes and systems are geared toward working with successful people just like yourself. We do our best work for folks who have substantial assets - as you do - and who have slightly complicated financial scenarios.” (You can substitute whatever “profile” you want to here.)   

Here’s a great client gift idea I learned from one of our recent Referral Boot Camp Participants.  When you want to say “thank you” to a client who owns their own business, consider buying them some nice indoor plants along with a maintenance plan for 1 year.