In the heat of the battle it's easy to drop the ball on these exchanges. Any time someone thanks me, I thank them back. I seldom let a thank you go unanswered.
It's not unusual for me to invite someone to lunch, pay for the lunch, and then send my guest a thank you. Besides being good a good sales practice, it's good for building friendships. This is a quick volley: the client's e-mail to me, and my return.
From: Davin Townsend
To: Bill Frank
Sent: August 09, 20— 1:58 PM
Subject: Many Thanks!
Again, thank you for breakfast. It's always a highlight for me to spend time with you . . .
Davin
From: Bill Frank
To: Davin Townsend
Sent: August 10, 20— 3:01 PM
Subject: Davin, Me too . . .
Davin,
Me too!
You're a real friend, and a joy to be with.
Let's do it again soon.
:B