For those of us in the U.S., Thanksgiving will soon kick off the holiday season. It’s a national day for unplugging and connecting with the people who matter most. Yes, it’s a day for eating turkey, but more importantly, it’s a reminder to be grateful for all the blessings in our lives. Too bad it only comes once a year, because giving thanks should be on salespeople’s minds every single day — especially those who prospect through referrals.

A “thank you” goes a long way — thanks for a referral, thanks for new business, thanks for the meeting.

You can never thank someone enough. Not only is it a great way to show appreciation, but it’s also a great reason to follow up and nurture relationships with people in your network.

1. Your Referral Sources Want to Know

Let your referral sources know when they’ve made perfect referrals. Once they know what you need, more referrals will follow. When people give me referrals, I often thank them several times — immediately upon receiving the introduction, again when I know the outcome of the referral, and again when the check comes. While I’m at it, I ask what’s going on with them and how I can help.

2. Your Clients Want to Know

Thank your new clients for their business and show your appreciation. Not only is this a professional way to work and build relationships, but it keeps you top of mind for great clients — your premier source of referrals to others just like them. 

3. Your Prospects Want to Know

Even if you don’t close business with certain prospects right now, they want to know you value the new relationship — that you will continue to stay in touch and connect them with your referral network. Don’t burn any bridges, because these “lost deals” could easily turn into big money in the future, or at the very least, great referrals. 

4. Thank-You Notes Are Not Passé

You can express your gratitude on the phone, via email, or in person. But if you really want to impress, there’s nothing like a good, old-fashioned handwritten note. It shows you actually care enough to take the time and energy to locate a card and postage stamp, put it all together, and get it to the mailbox. Our world is fast-paced, hyper-connected, and character-limited. This has made communication easy. But an off-the-cuff email or text comes with a casualness that doesn’t communicate, “You are worth my real time.” Take the time. Follow up. Write a note.

The holiday season gives us a great reason to reach out to the people in our networks — to say thanks and nurture those relationships. Take advantage of the opportunity, but don’t forget to take the same spirit of gratitude with you into the new sales year.

Want to learn more success secrets from 20 top influencers, including Joanne Black? Visit salesforce.com or download the free e-book.