Blog

by Euney Kim
on November 24, 2015

3 Ways to Generate Leads by Saying Thanks

Officially, there may only be one designated day a year that celebrates the act of giving thanks. But showing gratitude is something that should be done all year round.

Imagine this situation: Someone takes the time to handwrite you a lovely note thanking you for your time during their sales pitch and mails it to you, but you aren’t ready to buy. Wouldn’t you feel compelled to refer them to someone who is ready?

A 2014 study published in Emotion found that thanking a new acquaintance makes them more likely to seek an ongoing relationship. And with the New York Times stating that 65% of new business comes from referrals and with Neilsen saying people are 4 times more likely to buy when referred by a friend… it’s a no-brainer.

Not only does showing gratitude do wonders for your health, it’s also a low-investment, high-return way to connect with your current and potential customers. This can lead to growing your network, building rapport, and possibly even a referral!

Here are some tips to make showing gratitude part of your routine:

  • Make it a habit. To see true ROI on your gratitude, it can’t be a one and done act. This takes a lot of self-discipline. If you’re in sales, you’re probably talking to multiple people throughout your work week. Make a point to say thank you to a contact, client or prospect a certain number of times a week. Start with a benchmark goal that is realistic that you’re sure you can adhere to. Put it on your calendar to remind yourself. To further reinforce this behavior, reward yourself after you say your thank you. You can take it to the next level and make it part of your sales process by always sending a note after a deal closes.
  • Keep it personalized. A vague “thank you” is just as good as if you didn’t say “thank you” at all. It’s fleeting. Keep a pad handy to jot down notes when you are speaking with a client or prospect so you can use that to be specific in your thanks. Speak specifically to what they did for you that you are thankful for. For an additional touch of personalization, if you use a CRM, it helps to have a custom field where you can add in random details that may have come up casually in conversation. Use these details in your future thank you notes.
  • Handwrite your thanks. Don’t let your thanks be drowned in the inundated world of digital content. A handwritten note will stand out and can go a long way. Keep a few cards and envelopes with you so you can write thank you notes on your way back from a networking event, conference, or business meeting.

While Thanksgiving is a great time to start connecting with people through gratitude, now is a good time as any since showing thanks is something that should be done year-round.

Have you seen any benefits from showing gratitude? What are some of your favorite ways of saying thanks?

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