One of the best ways to let customers, associates, peers, friends, gate openers and prospects know you appreciate their referrals is to give them a tangible “Thank You.” Encourage your sales force to say "thanks" using these guidelines:

IF IT HAS YOUR NAME ON IT, IT‘S NOT A GIFT — IT‘S ADVERTISING.

A pen, mug or T-shirt with your company logo encourages prospects to think of your business, but it doesn’t tell someone you appreciate them.

MONEY IS THE LEAST EFFECTIVE INCENTIVE.

A check goes right into the bank … and then gets spent on groceries. Forty percent of all restaurant gift certificates are never used. Rebates are often interpreted to mean that your product is overpriced, or so inferior that you have to pay clients to use it.

THE BEST THANK YOU IS PERSONAL AND UNIQUE.

Choose something your benefactor likes: Tickets to a game, a recent bestseller, a special bottle of wine. Something that was obviously selected just for them communicates sincere appreciation.

And remember presentation counts. Make sure your gift is nicely wrapped!