Loading Let’s think about something. How many times have you received a referral in the last 30 days? What about giving a referral? Did you give any in the last month? Now, think back…did you give or receive any thank you cards associated with the referral? If you received one, what did you think about it? Is it such a common thing in your life that you barely noticed, or was it a somewhat rare occurrence?
My guess is that it was a walk off the beaten path, as most people barely send a thank you email, let alone taking the time to hand write a card or note. Being in the relationship marketing business, if there is one concern that I hear from business people who have spent their career networking, it is that they rarely ever get a thank you for the referrals they provide to their business contacts. Many have said that if a person would have just sent them a thank you card and acknowledged their help in the sale they would feel much better about referring to that person again. In fact, they have actually gone out of their way to look through their contact lists and find referrals for those contacts that do send thank you cards or notes.
One excuse that I hear for not sending a thank you card is the time involved in buying cards, handwriting them, stuffing, stamping, and mailing them. However, I have to ask this one question. How much is that one referral worth to you? What about if you get multiple referrals? Seriously, think back to the last referral you received. How much was the new customer worth? Did you meet anyone else through that referral? Or maybe it wasn’t a customer, but a strategic partner that will lead to multiple customers. Did you ever tell the person who gave you what happened?
Staying in touch with people and building relationships is one of the most profitable things you can do for your business career. Maintaining these relationships and strengthening them will ensure that you get connected to the people you need to get connected to. After all, would you be more likely to introduce someone you’ve built a friendship with or someone you’ve met once at a networking event?
Oh Sarah you are so right. As an etiquette trainer in correspondence as well as social media I find that the thank you note is often overlooked. However, once the habit is formed in writing and sending a card the sender quickly sees that the pay back is well worth the time invested. Having personalized note cards on hand serves a multitude of purposes. These notes can be used for birthdays, congratulations, condolences, thank yous and so much more. I adivse everyone to shop on line or visit their local stationer to see the fabulous designs that are available. Thanks for getting the word out about this inexpensive, quick and HUGE payback tool. Take a look at the designs I have created: http://www.merrylynchco.com. I sell to find retailers around the country and even create custom designs for companies such as Neiman Marcus. Lots of fun! Put pen to paper today!