'If there be any truer measure of a man than by what he does, it must be by what he gives." - Robert South. (English poet from late 1600s to early 1700s)
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Remember when you were a kid and your mom or dad “forced” you to write thank you letters to your friends and family for all of your birthday gifts? Well, hopefully you’ve kept up the habit in your professional life. If you have not, you should consider making it your custom once again.
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As business by referral is so important these days, it is vital to “Thank” your referral sources. Just one of the reasons to do so is simply Common Courtesy.
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Consider a referral as a “gift” to you. Your referral source has put themselves and their reputation on the line to hand you that business – they didn’t have to, it may not even have been an easy “sell”. An immediate “Thank You” in the form of a small gift or note is required. This is not about the potential profitability of the referral – this is about rewarding the behavior of giving. Tell them why it was such a good referral and reassure them about what a great job you will do for them and their referral.
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If the referral you received was actually not a good referral for you, send a Thank You anyway and tell them why; take this opportunity for a little more training of your source. It is far better to send a note or small gift right away to show that you appreciate their support than to wait a month or two and send a larger gift...maybe...IF you close the deal. It is important that you let them know as soon as possible that you appreciate their confidence and trust.
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These days when Common Courtesy seems so lacking, Courtesy can also be a way to differentiate yourself from others in your profession.
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