Your referability is driven by the process you put your new clients through, and the service you provide throughout the relationship. Providing superior service – the kind that gets your clients taking about you – comes from a strong commitment to service. But the commitment is not enough. You commitment must be displayed through your actions.

Thank your clients often
Almost every rep I meet knows about the value of sending a thank-you note after making a sale or performing a service. Yet most reps are not in the habit of doing this. This gesture alone will help you to stand out in a crowded marketplace. How many thank-you notes did you send out last year? Send out twice as many this year.

Show your appreciation
You can show you appreciate your clients in many other ways besides thank-you notes.

Complete your profile to continue reading and get FREE access to BenefitsPRO, part of your ALM digital membership.

  • Critical BenefitsPRO information including cutting edge post-reform success strategies, access to educational webcasts and videos, resources from industry leaders, and informative Newsletters.
  • Exclusive discounts on ALM, BenefitsPRO magazine and events
  • Access to other award-winning ALM websites including and

© 2024 ALM Global, LLC, All Rights Reserved. Request academic re-use from All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.