Most of us were raised to be courteous, say please and thank you, show appreciation when someone goes out of their way to help us and apologize when we do something wrong. These same basic principles can help set you apart from other professionals when performed regularly and from the heart.
It seems that it would be obvious to send thank yous for referrals, but it constantly amazes me how many professionals forget this step in the relationship building process. It doesn’t matter if it’s the first referral you receive from someone or the 100th, saying thank you just plain demonstrates good manners. Choose a thank you tactic. Email works nicely, but so does a hand written card dropped in the mail, and that’s a bit more personal. It will be noticed and appreciated.
Do you also regularly send sympathy cards, congratulatory wishes and birthday greetings? You may think it unnecessary to send these notes at a time when multiple others will also be received, but isn’t it possible that your oversight might be noticed? Can you afford to risk being perceived as someone who didn’t bother or doesn't care?
Another tactic to help facilitate relationships with your referrers and clients is to get to know their secretaries. Always be friendly and courteous to the screeners because they can be an impediment or a blessing when you need information quickly. It’s also a good idea to know the names and basic information about your clients’ and referral sources’ family members. People are generally proud of their families, and when you inquire into their well-being, it helps build a bond. It shows that you have taken the time to pay attention to personal details and helps build a stronger relationship.
It may seem trivial to do these little things, but all of your clients and referrers and people first, and everybody notices and appreciates someone who conducts himself with class. Everything you do markets yourself and contributes to your brand. These simple details may someday make the difference between a deal coming to you or going to a competitor.
by: Christine Pilch
Image Credit: Microsoft
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