Writing the letter that gets you more referrals
from By Jeffrey Dobkin
From Oct. 22:
What's the best way to get more referral business? It's by writing a thank-you letter. Here's how it works: First, you get a referral. I know — I'm as surprised as you are, but sometimes it happens. Someone liked you, and somewhere down the line they passed on some good words to a new customer or prospect who calls you. To encourage them to refer you again and again, send them a "thank you for your referral" letter. Why? First, your thank-you letter elevates you from the silent majority — you know, the people who never bothered to express their appreciation for receiving a referral.
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