I think I’ve been trained well.
Since the age of eleven I’ve been reading not only marketing and advertising books, but books on selling, too! Sales classics like, “How I Raised Myself From Failure to Success In Selling” by Frank Bettger, “How to Win Friends and Influence People” by Dale Carnegie, “How to Sell Your Way Through Life” by Napoleon Hill, and “How to Master the Art of Selling” by Tom Hopkins.
One skill in particular that I have received the most benefit from is the act of writing and sending “Thank You” notes. This one act of gratitude has definitely helped solidify otherwise unstable relationships with people I’m trying to do business with.
I send notes to my customers, to prospects, to anyone who gives me a referral, or to anyone that has done something nice for me, like a clerk in a store or a customer service representative whether I’ve had contact in person or over the phone.
Thank you notes go a long way to help you get sales and build solid business and personal relationships. They are a great way to show respect for anyone who has granted you their time, expertise, or anything of value. I believe they’re are “notes of gold” that are incredibly valuable in building powerful relationships.
What should you do to get in the habit of writing these “notes of gold”?
First, go to Staples, Office Depot, or other, and buy a few packs of note cards that are either plain on the front or that say “Thank You”. They shouldn’t really say anything inside, because you won’t be able to personalize it as well.
Second, buy a booklet or two of First Class stamps from the Post Office. Keep them with your note cards. Better yet, put some of the stamps on some of the envelopes so you’re ready to mail it right after you write it.
Third, after every contact, send a thank you note and build great rapport and gratitude from the recipient.
I always include a business card inside with a “thank you” written on the front of it. One of my sales teachers (Tom Hopkins) says, “If you haven’t done business with them yet, it’s a way of thanking them in advance for the possibility of doing business with them in the future.”
If you struggle at writing notes, you can use some ideas that Tom Hopkins has put together. Just go to http://www.tomhopkins.com/documents/ThankYouNotePhraseology.pdf and print it out or download it to your computer for easy reference.
Remember, saying “thank you” goes a very long way in life and in business. Always prepare for your appointments by having a thank you note ready to be filled out once your done with your appointment. And, most importantly, be sure to mail it the same day you’ve met or spoken with the person you’re sending it to.
It may not generate a call that day. But, it over time, it will build upon your relationships with them. And, they’ll never forgot that you took the time to say, “thank you”.
Keep ‘Marketing YOUniquely!”
Craig Valine
blog@craigvaline.com
http://www.craigvaline.com
