In the last post, we discussed why offering incentives (cash or other gifts) in exchange for referrals is not an effective strategy, but instead might very well be counterproductive.
So, the question is, what is a better and more effective alternative for expressing our appreciation to those who refer business to us? And, what will make it more likely that they will be motivated to continue to refer?
As noted by several comments from the last post, many of you already know the answer:
How? A variety of ways. It can be anything from a short, handwritten note to a gift certificate for dinner at their favorite restaurant (which you can find out) to many things in-between.
Important: Make sure this gift is something they would find to be of value.
Depending upon what you sell and the type of referrals you receive, you might begin with a simple note, and as they provide more referrals, the size of your thank you gifts begin to increase. Or, not. But, at least the handwritten thank you note. Acknowledgement is so important, both because it’s the right thing to do. And…
Remember: “Behavior that gets rewarded…gets repeated.”
Key: They don’t feel “bought” but they do feel appreciated.
How do you say thank you for referrals? There are so many examples, I’d love to hear some that you utilize.