Not long after my wife bought a Honda Fit she received an envelope with a handwritten address and a real stamp. Opening what looked to be greeting card from some friend was a card from her sales person at the Honda dealer.

The card read: “Our path to success is built on referrals. If you can think of anyone who could benefit from our services, please let us know”. It was signed by the salesperson with just his first name.

Buying the car was a pleasant experience for my wife and she has bragged about the car to about half the planet. Candidly, the referral process had already started, but the card did reinforce that the referral should go directly to the salesperson and the dealership.

Sending the card was a simple act and maybe a little bold, but it was effective. Key to the process was the personalization of the card with the handwritten envelope and real stamp, but mostly it was the fact that the sales rep did it in a timely fashion. The wording of the card was direct and sincere. Conveniently, my wife is a happy customer.

Referrals are the true test of customer loyalty with happy customers your best sales people. Find your happy customers and enlist their help right away.

John Bradley Jackson
© Copyright 2007 All rights reserved.

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