High trust factor based on known credibility works.

People trust friends or peers more than ads. A referral often skips the whole “prove you’re legit” phase. Instant credibility is passed on by the known contacts and transactions are seamless and less haggling, negotiating or less effort in general.

Let’s talk about Joe Girard. He holds the Guinness World Record for being the world’s greatest retail salesman. He sold more than 13,000 cars one by one, never in bulk, during his career at a Chevrolet dealership in Detroit from the 1960s to the 1970s.

His Secret Weapon? Thank-You Cards

Every single month — not just once after a sale — Joe sent handwritten thank-you cards to every client he had ever sold a car to.

And get this: He didn’t just do it once. He sent one every month. That’s thousands of cards, every 30 days, each with a friendly, short message like:

“I like you.”

“Thinking of you.”

“Hope all is well.”

No selling. No pitching. Just pure human connection.

By doing this Joe built an incredible connection with his clients. Sending the cards regularly signals consistency and reliability that immediately leads to referrals and recommendations.

Aftersales marketing is really underutilised in most business practices. You don’t need to outspend your competitors — just out care them. Joe Girard didn’t sell cars; he sold relationships and trust, and the vehicles came along for the ride. Let your credibility do the talking and build trust that brings your business year on year.

To find out more about our local clubs and about this techniques or how to apply similar strategies in today's digital landscape, feel free to ask. Call us on 0330 118 89 80 or email: enquiries@bforb.co.uk