| Whether it's a thank you note or a small gift or an | | | | products and services is made by someone who now |
| extra case of whatever you are selling, it's a simple | | | | knows what you are like and how it is to do business |
| tool that, over time, will earn you heaps of repeat | | | | with you and what you can deliver and how great a |
| business and referrals. Even introductions! And earning | | | | sales professional you are. This is worth more than a |
| introductions to other potential clients is better than | | | | piece of paper with a potential client's name and |
| referrals. Why? Because if you are given a referral to | | | | phone number on it that might or might not purchase |
| a potential client and you call them and say: "So and | | | | from you; or for that matter, might or might not |
| so recommended I call you because he just | | | | even give you an appointment to sit down with |
| purchased [whatever it is you sell]" The potential | | | | them to discuss a possible sale. This is an introduction |
| client can easily say no thank you over the phone | | | | to a real person who now knows what your recent |
| and curse his friend, customer or colleague for | | | | customer knows and can experience it for him or her |
| sending you to him or her. | | | | self. |
| With an introduction, your new client is right there, or | | | | It's good manners. Say thanks, congratulations, and |
| on the phone with your next potential client singing | | | | farewell. Your customers are sure to return. |
| your praises for you! An introduction to you and your | | | | |