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When I ask business owners where they find most of their new clients, most answer "by word of mouth." But ironically, very few have any strategy for increasing their word of mouth business. It's 1981 Fleer baseball cards bit like automobile donation magic ring that we forget to rub.

There seems to be no limit to how many ways you can market your business. The key, however, is not to search out the "ultimate technique", but to start to implement the most simple techniques immediately and then expand to more sophisticated ones. Some of the simplest techniques are also the best. So what is this method that will generate so much word of mouth business? What is the strategy I consider so important? What is this technique that is so simple, so easy and so inexpensive that anyone can use it from the very first day they go into business? What is this approach that is so powerful, once you see the results you'll want to keep doing it until the day you retire?

The number one way to generate referrals is this:

Handwritten thank you notes or cards.

Stick with me here. Why do people refer business in the first place? One is the law of contribution: It makes them feel good to make a contribution. Secondly, the law of reciprocity: If people feel they owe you something, they are more likely to give you something in return. One of the things they will give is referrals. And thirdly, the law of affinity: If people feel you like them, they will often go out of their way to help you. People get so little appreciation these days that when someone appreciates them, they're likely to talk about it.

You provide a service. The client talks about it. The level of enthusiasm, conviction and delight the client has about you increase the chances that the person hearing about your business will check out your service. Handwritten thank you cards and notes work to generate more word of mouth business because:

* It's unexpected and it makes people feel good.

* It really shows you care and are thinking about them.

* It shows that you are organized and on top of details

* Increases your trust and affinity with people

* Demonstrates that you went out of your way to do something for them

* Gives them something tangible and physical that reminds them of you

* Can be done virtually every day, no matter what your budget or marketing expertise is

* Makes you feel good and bond to your clients.

So when do you send handwritten thank you notes and cards? Frequently, regularly and systematically. This isn't something you do once in a while. This can become your core, central marketing activity. When should you send thank you's and what should you say?

* When you've set an appointment, your note can set the tone of your meeting by letting them know you're looking forward to getting together with them.

* When you get new business, your card will make them feel confident they've engaged you.

* When you complete a project, a handwritten note 1969 Topps baseball cards closure and increases the chances they'll hire you again.

* When you get a referral, don't just send a note when you get the business from the referral. Send a note right after you've spoken or met with the referral, even if you didn't get the project. When you get the project, send another note.

* When someone helps you, gives you a resource, an idea, a compliment, an encouragement, they get a note as well.

* When you meet a new contact, whether through a networking event, a business associate, or any other business situation, write a note on the back of their card so you don't forget them, and send them a thank you note the following day.

Wow, that's a lot of notes you say. Yes, but you want to make it such a habit that you do it almost instinctively. You do it as a way of doing business. After all, it's not such a big deal, you can do a complete note, including address and stamp in about 3 minutes flat!

Consultant Andrea Nierenberg has built a non stop word of mouth business, almost entirely through hand-written thank-you notes and cards, including emailed notes. She makes it a practice to send three a day, and guess what? Nobody forgets Andrea! Not only does Andrea get a lot of business, she KEEPS a lot of business. Can you imagine another vendor getting the business? It doesn't happen because Andrea has the client in "golden handcuffs". They LOVE her!

So how do you implement this strategy? Here's your thank you note action plan:

1. Get some thank you notes. rel="nofollow" href="cardstore.com">www.cardstore.com enables you to customize your cards. Your local office supply store also will have these at a reasonable price.

2. Buy several dozen nice postcards as well. Later on you can get personalized cards designed, but don't wait for that.

3. Bring these with you, especially when you travel. Bring stamps as well.

4. Write the note immediately or as soon as you can, while you travel, while you wait for an appointment, while you ride the train, etc.

5. Make each note personal and sincere. It doesn't need to be long. Two to four lines is fine.

That's it. That's how it works. Three notes a day will cost you about $1.23 a day, or about $25 a month. That you can afford. The time, maybe half an hour a day. Perhaps less. That you can fit in.

Now it's time to take action.

Monikah Ogando is Lead Coach at Ogando Associates, a business coaching firm dedicated to helping start up companies and entrepreneurs design a business to create an extraordinary life. For more information, go to href="on2url.com/app/adtrack.asp?MerchantID=75229&AdID=346974">ogandoassociates.com

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