Relationships 2 Customers

Like most Professionals, Small Business owners or Entrepreneurs you went to school to learn about your trade or profession. Did you ever have a course in how to market your services? Did you learn how to get Clients? The answer is probably NO.

The simple truth is: you might be the Greatest Home Remodeler, Interior Designer, Painter, Flooring Provider, Window Treatment Provider, Landscaper, Plumber, Realtor, Mortgage Broker, Chiropractor, Lawyer, etc., but if you don’t market yourself and find Clients, you will not be able to stay in business.

To most, when asked, do you market your services or products, they get this mental block which says I am a professional, I do not have to sell my product like so many other businesses.  Let’s face it, the service you perform for clients are a product and if the public does not know who you are, what you do and why they would want to do business with you… You will not be in business very long.

So, what is a sure way that you can get more clients cost effectively that WORKS ALL THE TIME?

I call it “Thank You Marketing” there are many other additional things you could do as well and we’ll talk about those at another time. However, this is by far the most powerful. This one thing could have a profound impact on your bottom line.

If you asked most people, “Where do you get your Clients?”  They would respond from referrals. They get their Clients from referrals. They may be from existing clients, complimentary businesses, friends, family, etc.

Now, I would like you to simply ask yourself, when was the last time you thanked someone who referred a client. I mean really took the time to thank them. After all they took the time to refer a Client to you.

There are many ways of saying thank you, but there is one way you must NEVER use and that is an email to say “Thank You”. So what is the “Best” way to say Thank You for a referral? In the opinion of numerous marketing and sales experts the best way and quite frankly the simplest way is to send a handwritten Thank You Card. Not just an ordinary run of the mill thank you card but one that will stand out. If you are going to send a Thank You Card, it does‘t take that much longer to send a distinctive one that is remembered.

What do you say in a Thank You Card?  As simple as it may sound you say “Thank You”. There are many ways of doing this and it is something you will need to tailor to your own personality, etc.

Here is an example from world renowned sales trainer Tom Hopkins:

Hi (their name),

Thank you for your kind referral. You may rest assured that anyone you refer to me will receive the highest degree of professional service possible.

Thanks again,

(you)

Simple stuff, right? Then why aren’t you doing it?

That’s just one example of a Thank You note. Here are several other suggested times to send a Thank You note:

• Telephone Contact (Appreciation their time, Confirming appointment, etc.)
• In Person Contact (Appreciation their time, Confirming next steps, etc.)
• After Demonstration or Presentation (Appreciating their time, Confirming next steps, Re-stating benefits of doing business with you.)
• After Purchase (Appreciating their decision to invest in you, Confirming their decision)
• After Final Refusal (Thanking them for the opportunity)
• After They Buy from Someone Else (yes, I know what you thinking… but things change.)
• After They Bur from Someone Else, But Offer to Give You Referrals (May not been an ideal fit, however they appreciated your efforts.)
• Anyone Who Gives You Service (yes, actually telling someone they did a great job for you!)
• Anniversary Thank You (of doing business with you)

Now let’s talk about thanking your Clients, both those that you are still working with and those that you have completed work for.  These are the people who have allowed you to have a nice home, purchase a new car, go on vacation, and send your kids to college. So when was the last time you let them know just how much you appreciate their business?

Again, if you are still working with a Client, send them a note thanking them for having the trust in you to handle their requirements. If you have concluded a project, thank them for allowing you to handle it.

Now, you may be asking yourself, just how is it that sending a Thank You card will get me more Clients?

Here are a few of the reasons you want to do this and what it will do for your business:

1. When you get a referral and send a Thank You note, the person that sent the referral will know you appreciated the referral and will send more. When was the last time someone sent you a Thank You card? What was your reaction? First you felt appreciated and it made you feel special because most people never send a Thank You card and furthermore the person that sent it stands out in your mind.  Subconsciously you’ll keep that person in mind and likewise whomever you send a Thank You to, will keep you in mind.
2. It shows the Client/Prospect that you are a professional who follows up and follows through.
3. When you send a Thank You to a Client, it lets them know that you really appreciate the trust they have in you and as a side benefit, they will keep you in mind when they hear of others who may need your product or services.
4. A self-seeking reason. I say this because when you send a Thank You it will make you feel good. Just think about the last time you thanked someone and how it made you feel.  After all, in today’s stressful world taking a minute to send a Thank You card, takes a bit of the pressure away and makes you feel good.

These are but a few of the reasons for sending a Thank You and I am sure you can think of others.

As the saying goes, Knowledge without ACTION is useless. Here is what I would like for you to do, and I would like you to do it as soon as you finish this article but in no event later than the close of business tomorrow.  I want you to set a deadline for yourself.

Get some nice cards, and keep them in the top drawer of your desk or there is an AWESOME online Greeting Card company that offers a selection of over 15,000 cards or you prefer… create your own custom designed card including adding images, etc. and the company will print a REAL Card, stuff it, stamp it and mail it via the USPS in YOUR handwriting for about $1.00 including postage! You can include gift cards as well as send gifts along with you card! To learn more about this amazing service and try it for FREE simply visit: www.SendThemACard2Day.com

After you get these cards or get an account set-up with the online Greeting Card Company, think of 3 clients or referral sources you can send a thank you to and DO IT! Do this the next day and the next two days and you will see how easy this can be. Set a goal of sending 3 cards a day for the next 2 weeks and you will be surprised the reaction you receive, I assure you, that if you do this, there will be more business coming your way.

To your success!

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