Your letter can convince them that you appreciate trust they’ve placed in your products or services. You can make them feel, well, like they should refer more people to you all time. And therein lies beauty, value, and monetary worth in most valuable letter you can write: receiver will remember it, and when opportunity comes up again, they will continue to refer people to you.

You’ve heard of word-of-mouth advertising as best (and cheapest) form of advertising? Well, this is how you make it happen, again and again. Sending a Hard-Working Gift

What does my office do for people who refer direct marketing consulting or copywriting clients to us? We send them a Cross Pen, and we have THEIR name engraved on it (the only person who wants a pen with my name on it is me!) Don’t worry, they’ll remember where they got it! By time we ship it to them with nice box it comes in, and of course our own personal letter of thanks, it costs us about $25. Is it worth it? You tell me: prospect already trusts us from receiving recommendation from a friend. If we do any work for new client, our copywriting and consulting fees range from… well, we get our $25 back pretty soon. Many clients stay with us for years.

We don’t convert all prospects referred to us into actual rent-paying customers. Some don't need our high-powered direct marketing or response-driven sales material. Some aren’t ready to launch products just yet; and some are just fishing. But we always seem to get more referrals from referral source. Which we really do appreciate.

If you’d like to get more business, write an exceptional “Thank you for your referral!” letter, and keep it at-the-ready in your computer. If you have $25, send them an engraved Cross Pen with your letter of thanks. If not, a letter by itself will do nicely. You can’t buy that kind of advertising - that goodwill or trust, or those kind referrals - at any price. Or can you?