I would like to introduce to you this classic best-seller “How to win friends and influence people”. In this book Dale Carnegie’s second chapter is entitled The big secret of dealing with people. The secret exists in the following principle. Give honest and sincere appreciation.
Carnegie stated that there is only one method to get anyone to do anything. That is making that person want to do it. How is it possible to stimulate customers to say positive things about you and offer you referrals? Then you have to offer what the humans are being craving for: That is honesty and sincere appreciation.
The Two Magic Words
The most overlooked and forgotten aspect of dealing with people is the secret simply saying “thank you” consistently. personally and most of all sincerely. These two words work like magic because the customers want to feel important.
Saying “thank you” is an act of your kindness. After all do not say thanks for the sake of flattery. It got to come from your heart.
“Thank You” Promotes Referrals
The issue of uncertainty of referrals can be a headache. Is it possible to generate a predetermined amount of referrals. No. Is it possible to influence them? Absolutely.
The most important issue is that you need to offer valuable product or service for the customers. If you are already doing this you can add more value by showing interest in the customers after the delivery of the product or service.
It is for sure that each and every customer have different level of satisfaction of your products or services. It is that all the customers are satisfied who you say thank you to. This can be an issue which decides if you continue a relationship with the customer to more referrals.
“Thank You” as e-mail or direct mail.
If you in the past never have used any direct mail then consider it. Then start a Thank you correspondence program. If you did use e-mail and direct mail and have not sent thank you letters. Start now.
It is one of the effective methods to say thanks. They know you, you know them. It is personal. It is for sure that you will receive a positive response.
The factor to surprise the customer is big. If the e-mail arrives they can think it is something for them to review. to sign up to or in the worst case a bill. Surprise !
It is good to write a thank you letter or e-mail at any given chance. It is important that you do not send your thank you letter with a invoice or correspondence. Remember to send separately..
How to write a thank you e-mail?
Writing a thank you e-mail is simple but keep the following tips in mind.
1. Keep it short. A half dozen lines (or fewer) are enough.
2. Make it sincere. This is important. If you do not be careful, it can sound awkward, even when you’re trying to be sincere.
3. Start with “thank you.” Dear Ms. Jackson (or first name, if appropriate): Thank you for …
4. Make the tone warm, but professional. Be friendly, but keep it businesslike.
5. Reinforce a positive. Jog their memory of a positive aspect of the relationship.
6. Offer your continued support. If I can help, please call …
7. End with “thank you.” Thanks again for …
8. Use an appropriate closing. Sincerely, Best regards.
9. Make it a pure “thank you,” otherwise sincerity is jeopardized.