This is the time of year when you’re most likely thinking about how to show appreciation to your clients. While gifts at Thanksgiving and Christmas stand out, I believe it’s important to show appreciation all year long!
If you’ve ever taken a class with me or participated in my sales training programs you know I’m a big believer in the power of handwritten thank you notes. I know this may sound like your mother talking, but they really do work! And you can do them in less time than you can imagine. I’ll show you how.
First, in case you doubt that they are important, or that they really
make a difference, read on…
Ninety nine percent of the mail we get is computer generated, easy to dismiss and put in the trash, but a handwritten note always gets opened. Everyone likes to feel appreciated. Your clients will remember your thoughtfulness and professionalism. And they’ll remember you the next time they are ready to place an order.
Ok, I know this may sound like a great theory, but here’s the proof.
I recently sent a short handwritten thank you note to a client. Someone who has very little time to talk to me, a busy corporate person who just wants me to get the job done and do it right.
So you can imagine how I felt when I received this note:
“It was a real treat to get a note card with a personal message written in ink! There is just nothing like it. It reminds me of my mother-in-law, who was a wonderful woman and who was especially fond of those of us who knew enough to take the moment necessary to put pen to paper. Thank you very much for your note, Rosalie. I appreciated it.”
I got a thank you for my thank you! Plus, two nice size orders and a request to submit a proposal for a future order.
Most of your clients won’t take the time to acknowledge your note, but don’t think they don‘t appreciate it. Here’s more proof:
I recently was visiting a client’s office and saw my thank you note tacked to the bulletin board above her computer (something she looks at every day.) Talk about in your face recognition and free advertising; she liked the note so much she hung it up!
So, have you thanked a client today?
Here’s how to get started:
Purchase some nice quality notes with your company name or your name at the top.
Our promotional products printing suppliers may be able to help you with this.
Keep your notes in a convenient place so that they are always available. Keep your favorite pen next to your notes, you know the one you enjoy writing with, to make this easy and pleasurable.
Now that you know you should do them how do you find the time?
Set aside 30 minutes a day or every other day to write your notes. Carry thank you notes with you when you travel. Waiting to see a client? Write a thank you note. On hold for a phone call? Start a thank you note. Use your “down time” constructively.
When should you send a note?
- After you meet a prospect for the first time.
- When an order is complete and shipped. (For multiple orders from the same client you may wish to send just one note, but always do a thank you phone call no matter how many orders you’ve sold them! And for really large orders, a hand written note is a must.)
- When you get a referral. (If you want to continue getting referrals!)
- When someone has helped you.
- Anytime someone’s actions have made a difference in your business or life.
Get Creative
Since you’re in the promotional products business, including a small promotional gift item with your thank you will really make you stand out. One of my coaching clients sends a Frisbee through the mail with a note that says: “Thanks for sending an order my way”
Another coaching client sends a handwritten note and a box of custom fortune cookies with: “I’m fortunate to do business with you” imprinted inside the cookies.” The sky’s the limit when it comes to being creative in our industry.
Here’s one last thought. Everyone likes to feel appreciated. Taking the time to thank your clients (and your favorite suppliers) is proven way to stand out and increase your sales.
Rosalie Marcus, The Promo Biz Coach, is a promotional products business expert, coach, and speaker. Combining her skills and years of experience in promotional sales, she helps her clients sell more at higher margins to better clients. Get a free special report: 10 Proven Ways to Thrive in Promotional Products Sales… in Any Economy at www.promobizcoach.com. Contact her at Rosalie@promobizcoach.com.