The Magic Words for Business . Dale Carnegie's second chapter in his famous best-seller, How To Win Friends And Influence People, is titled The Great Secret of Dealing With People. The secret is summed up in this principle: Express genuine gratitude. In short: Give honest and sincere appreciation. Carnegie stated that the only way to motivate someone to do something is to make them want to do it. How can you entice clients to speak positively about you and provide referrals? By giving them what they need, as do all human beings: genuine acknowledgment. The Two Mysterious Words Dealing with people (or consumers) is frequently disregarded or forgotten. It's as simple as constantly, personally, and most importantly, genuinely expressing "thank you." These two words perform wonders for marketing because clients crave a sense of importance. Additionally, saying "thank you" is an act of kindness. However, avoid saying "thank you" solely for the purpose of flattery. It has to be genuine. "You can never express anything except what you are," Ralph Waldo Emerson reportedly observed. "We Appreciate Your Business" Encourages Referrals Referrals might be problematic due to their ambiguity. Are you able to regulate them? No. Are you able to sway them? Absolutely. To begin, you must supply clients with a valuable product or service. (You already do this, correct?) However, you may be able to make an even more excellent impression on their minds by maintaining an interest in them after you've given the product or service. Each customer is satisfied with your products and services to a varying degree. However, all clients to whom you say "thank you" understand how important they are to you. This can influence whether you continue to work with them and receive referrals. "We Appreciate Your Business" via Direct Mail or E-mail If you've never utilized direct mail but are contemplating it, begin with a thank-you letter program. If you've used direct mail or e-mail but haven't followed up with thank-you letters or e-mails, now is the time to do so. Your customer thank-you letter or e-mail should be personalized (as you know them, they know you), genuine, and effective. It is sure to get a favorable response. Additionally, if it's snail mail, it's a beautiful surprise. They are aware of your envelope. They believe this must be a document for me to study and sign, or even worse, a bill. Surprise! They are valued; they are necessary. And you are the one informing them of this. At every opportunity, write a thank-you letter or e-mail. However, do not include one with an invoice or other type of correspondence. Send it separately at all times. Composing a Thank-You Letter or E-mail While the concept of a thank-you letter or e-mail may appear straightforward, writing one can be challenging. The following are nine suggestions for drafting an effective thank-you letter or e-mail: 1. Keep it short. A half-dozen (or fewer) lines is sufficient. 2. Be genuine. This is important. If you're not careful, even when attempting to be accurate, it can seem weird. 3. Begin with a sincere "thank you." To Ms. Johnson (or first name, if applicable): Thank you for. 4. Maintain a friendly but professional tone. Create a pleasant appearance while remaining businesslike. 5. Focus positively. Remind them of a pleasant part of the relationship. 6. Offer your support. Don't hesitate to get in touch with me if I may be of assistance. 7. Conclude with a sincere "thank you." Once again, many thanks for 8. Include a suitable conclusion. Sincerely, with best wishes. 9. There are no ulterior motives. Make it a genuine "thank you," as anything less jeopardizes sincerity. Keep in mind that saying "thank you" is an essential element of developing solid customer connections over time. Consistently use these two magic words and watch your repeat business and referrals increase.
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