Comments on: Is appreciation referral motivation enough? http://www.ducttapemarketing.com/blog/2008/02/08/is-appreciation-referral-motivation-enough/ Small business marketing blog Thu, 21 Apr 2011 08:39:07 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: Will Kintish http://www.ducttapemarketing.com/blog/2008/02/08/is-appreciation-referral-motivation-enough/#comment-300282 Will Kintish Tue, 12 Feb 2008 13:43:59 +0000 http://www.ducttapemarketing.com/blog/2008/02/08/is-appreciation-referral-motivation-enough/#comment-300282 “Say thank you, please.” From the day we started to talk we were all told to say 'please' and 'thank you'. Good manners is good business even as we grow into adulthood. When is it appropriate to say 'thank you'? 1 When we get new work from a new or existing client 2 When our suppliers exceed our expectations 3 When a colleague helps out or goes the extra mile 4 When we receive an email with help or information 5 When we get a referral or introduction 6 When someone tells us something useful 7 When someone sends us something in the post 8 Yes, even when a prospect turns you down. How should we say thank you? This depends on how much someone has done for you 1 Pick up the phone 2 Visit with an appropriate gift 3Send an email 4 A typed-written letter 5 A hand-written letter 6 A hand-written card 7 Flowers, chocolates or drink 8 Vouchers for something appropriate to their interests 9 An invitation to an evening out ( watching carefully no third parties will get upset!) 10 A donation to their favourite charity Old-fashioned courtesy and good manners is becoming so rare; when it happens it's such a nice surprise! Networking is building relationships. What a good idea to be old-fashioned! “Say thank you, please.”

From the day we started to talk we were all told to say ‘please’ and ‘thank you’. Good manners is good business even as we grow into adulthood.
When is it appropriate to say ‘thank you’?
1 When we get new work from a new or existing client
2 When our suppliers exceed our expectations
3 When a colleague helps out or goes the extra mile
4 When we receive an email with help or information
5 When we get a referral or introduction
6 When someone tells us something useful
7 When someone sends us something in the post
8 Yes, even when a prospect turns you down.

How should we say thank you?
This depends on how much someone has done for you
1 Pick up the phone
2 Visit with an appropriate gift
3Send an email
4 A typed-written letter
5 A hand-written letter
6 A hand-written card
7 Flowers, chocolates or drink
8 Vouchers for something appropriate to their interests
9 An invitation to an evening out ( watching carefully no third parties will get upset!)
10 A donation to their favourite charity

Old-fashioned courtesy and good manners is becoming so rare; when it happens it’s such a nice surprise!
Networking is building relationships. What a good idea to be old-fashioned!

]]> By: Eliot Sample http://www.ducttapemarketing.com/blog/2008/02/08/is-appreciation-referral-motivation-enough/#comment-292929 Eliot Sample Fri, 08 Feb 2008 21:44:40 +0000 http://www.ducttapemarketing.com/blog/2008/02/08/is-appreciation-referral-motivation-enough/#comment-292929 I've tried incentivising (if that is even a word) in the past with limited results. I mostly now just try to concentrate on putting out a good product, quickly, and keeping excellent lines of communication open with clients (the key, IMHO). I’ve tried incentivising (if that is even a word) in the past with limited results. I mostly now just try to concentrate on putting out a good product, quickly, and keeping excellent lines of communication open with clients (the key, IMHO).

]]> By: Roman http://www.ducttapemarketing.com/blog/2008/02/08/is-appreciation-referral-motivation-enough/#comment-292928 Roman Fri, 08 Feb 2008 21:44:33 +0000 http://www.ducttapemarketing.com/blog/2008/02/08/is-appreciation-referral-motivation-enough/#comment-292928 I agree with your take on creative ways to thank your customers, who doesn't like an occasional nice letter or postcard. Reading your article sparked some ideas for me. Thanks! -Roman I agree with your take on creative ways to thank your customers, who doesn’t like an occasional nice letter or postcard. Reading your article sparked some ideas for me. Thanks!

-Roman

]]> By: Michael Goodman http://www.ducttapemarketing.com/blog/2008/02/08/is-appreciation-referral-motivation-enough/#comment-292813 Michael Goodman Fri, 08 Feb 2008 19:39:31 +0000 http://www.ducttapemarketing.com/blog/2008/02/08/is-appreciation-referral-motivation-enough/#comment-292813 Hi John, Just wanted to say thank you for saying this out loud. As a Sales Consultant, I am often asked my opinion on the best ways to develop new business and so many small business owners are excited to show me how they are going to incent their referrers. Your article supports one of my primary contentions and proves the fallacy of paying people for referrals. I contend that every relationship in the world is dependent on Trust, Credibility and Interest. And if any one of them are hurt, the whole relationship goes out the window. I think the subtext notion of paying for referrals is that the product is not good enough on its own to generate business so you have to pay for a referral. The problem with this is that referrers know they are putting their own name on your product and if you feel the need to pay them for the referral, than what is going to happen to their own reputation if one of their friends no longer trust them. If you can help business owners improve both their product and their delivery of it to the marketplace than the business owner will do well and more importantly, we will have upheld a standard for quality across our business community. The referrals will then take care of themselves. Way to go John! Hi John,

Just wanted to say thank you for saying this out loud. As a Sales Consultant, I am often asked my opinion on the best ways to develop new business and so many small business owners are excited to show me how they are going to incent their referrers. Your article supports one of my primary contentions and proves the fallacy of paying people for referrals.

I contend that every relationship in the world is dependent on Trust, Credibility and Interest. And if any one of them are hurt, the whole relationship goes out the window. I think the subtext notion of paying for referrals is that the product is not good enough on its own to generate business so you have to pay for a referral. The problem with this is that referrers know they are putting their own name on your product and if you feel the need to pay them for the referral, than what is going to happen to their own reputation if one of their friends no longer trust them.

If you can help business owners improve both their product and their delivery of it to the marketplace than the business owner will do well and more importantly, we will have upheld a standard for quality across our business community. The referrals will then take care of themselves.

Way to go John!

]]> By: Star Borner http://www.ducttapemarketing.com/blog/2008/02/08/is-appreciation-referral-motivation-enough/#comment-292719 Star Borner Fri, 08 Feb 2008 17:26:53 +0000 http://www.ducttapemarketing.com/blog/2008/02/08/is-appreciation-referral-motivation-enough/#comment-292719 People love to feel connected- to show colleagues and friends that they know people that know people that know people- and to feel like their opinion matters. I find that my most loyal clients seem to pass my name on b/c they like the feeling that comes along with it; knowing they were able to serve a dual positive purpose- to help a colleague out by recommending a service they know will provide value, while helping me out because I have served them well in the past. In my opinion, this is one of the reasons referral sites such as Yelp.com have become so successful. Users of the site don't get paid to write reviews of places/products/services that they like/dislike- the feeling they get from doing it is enough to motivate them to participate. People love to feel connected- to show colleagues and friends that they know people that know people that know people- and to feel like their opinion matters. I find that my most loyal clients seem to pass my name on b/c they like the feeling that comes along with it; knowing they were able to serve a dual positive purpose- to help a colleague out by recommending a service they know will provide value, while helping me out because I have served them well in the past.

In my opinion, this is one of the reasons referral sites such as Yelp.com have become so successful. Users of the site don’t get paid to write reviews of places/products/services that they like/dislike- the feeling they get from doing it is enough to motivate them to participate.

]]> By: Jacob Morgan http://www.ducttapemarketing.com/blog/2008/02/08/is-appreciation-referral-motivation-enough/#comment-292683 Jacob Morgan Fri, 08 Feb 2008 16:47:29 +0000 http://www.ducttapemarketing.com/blog/2008/02/08/is-appreciation-referral-motivation-enough/#comment-292683 Hi John, I believe that the most effective referrals come from customers (or clients) that are wow'ed. If you can really go above and beyond the customers expectations and provide extra value, then you can be that your customers are going to talk about you. I think Mike MeDerment's strategy is just perfect. Jacob www.jmorganmarketing.com Hi John,

I believe that the most effective referrals come from customers (or clients) that are wow’ed. If you can really go above and beyond the customers expectations and provide extra value, then you can be that your customers are going to talk about you.

I think Mike MeDerment’s strategy is just perfect.

Jacob
http://www.jmorganmarketing.com

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