Forgot to mention this in the previous post, yet it’s important:
You should always know how a new customer came to you as you will either have been making contact with him or her or you will have asked how they heard about you.
So, when a customer refers a potential client to you, you’ll know who should be thanked and can do so straight away.
(If you neglect to do this don’t be surprised if that’s the first and last referral you get from that quarter. The customer may not mention anything to you but he or she may well to others.)
If you convert that introduction to business you may decide that more tangible appreciation in the form of a gift is appropriate.
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Well said.