How To Respond To Thank You

Developing the Next Generation of Rainmakers How to respond to “thank you” I am sure your first reaction when someone says: “Thank you,” is to say: “You’re welcome.” How many times have you given that response? How many times have you responded: “No problem.” A few months ago I wrote:  What Should You Never Say to a Client?  and suggested you never say: “No problem” to a client. I am reading Gut Kawaski’s book:Enchantment: The Art of Changing Hearts, Minds, and ActionsMichael  Maslanka’s review. I have written several blog posts including ideas from Psychology professor and persuasion guru  Robert Cialdini. See  Lawyers: Use Persuasion Principles to Develop Business. In Enchantment, Guy Kawaski tells his favorite Robert Cialdini story. He was sitting next to Cialdini at a lunch and they got into a discussion about what you should say when people thank you for doing a favor. Cialdini suggested: “I know you’d do the same for me” is much better than “You’re welcome.” Do you agree? Why do you think Cialdini suggests it is a better response? To get the idea, re-review Cialdin’s persuasion principles and watch this short video clip. I practiced law for 37 years developing a national construction law practice representing some of the top highway and transportation construction contractors in the US.