Peak Your Profits: A repeat treat: Referrals are your road to results

So what’s the best way to thank someone who gives you a referral?

For the initial introduction, a thank you, (via the phone, a handwritten note or even e-mail) are simple and effective.

And how about when that introduction leads to a new customer or client?

Here’s where the fun begins. Because it gives you the opportunity to personalize a gift (if you choose.), based upon the referral source’s hobbies, interests and even charitable endeavors.

For example, to thank referral sources, some of the things I’ve done include:

- Send unique crystal figurines, (i.e., of a golfer, fish, or other objects of significance or symbolism).

- Send exotic and unique flower arrangements.

- Make a donation in the referral source’s name, to their favorite charity.

- Treat them to dinner at their favorite five-star restaurant.

Where appropriate, you can even consider a more formalized arrangement, with a spiff or commission being paid for referral introductions and booked business.

This is obviously not a “common practice” with friends, clients or family. However, it can be a consideration with other professionals, business peers or service providers.

While a “gift,” especially one that’s meaningful to the one who referred you, is always a winner, something as simplistic as a heartfelt note, can also be very impactful.

Here’s an example. In 1993, I began using and recommending Evelyn Zuehlke to my family, friends and clients. Though now retired, Evelyn was more than a chiropractor, she was my miracle worker! When I was bent over in pain, Evelyn was always available to work her magic. (Once, she even gave me an adjustment at her home on a Sunday afternoon, only hours before an out-of-town trip.)

Evelyn was an extremely talented healthcare provider. Yet, she was also, a really smart businesswoman. The following, is a letter she sent me:

Dear Jeff,

Some days, there just doesn’t seem to be enough hours for us to get everything done. As a matter of fact, some weeks can be like that. Some of us even go through much of our lives feeling pressed for time.

And even though we may have the best intentions, sometimes we overlook or forget to acknowledge those to whom we owe our appreciation. I’m sure we’ve all been guilty of that at one time or another.

But I have made a promise to myself that I won’t allow the pressures of time and work to keep me from expressing my gratitude and appreciation to those, like yourself, who have shown confidence in me by referring others into the practice.

It may not seem to you that referring a family member, friend or co-worker to me is worthy of any special recognition, but I take my responsibilities to my patients very seriously and your trust in me is a much appreciated validation of my work.

I’d like to express my sincere thanks for your recent referral of Linda to my practice.

And I just want you to know that I consider you to be a valued friend of the practice and I hope that this small token of my esteem will serve as a constant reminder of my appreciation.

Evelyn always sent me stuff too, i.e., a pen, a mug, etc. Yet, what was most meaningful, was her simple expression of gratitude.

Jeff Blackman is a speaker, author, success coach, broadcaster and lawyer who lives part-time on Marco Island. His clients call him a “business-growth specialist.” Send an e-mail to jeff@jeffblackman.com or go to jeffblackman.com to subscribe to his free e-letter.