You Two

You Two

There are few words known to man that are more appreciated than the two words "Thank You." Think of how you feel whenever someone offers you a sincere and heartfelt thank you for something you've done. In fact, just hearing the words "thank you" from someone inspires you to think of ways you might be able to help them again in the future. It's a simple fact that the showing of appreciation and gratitude is at the basis of human interactions.

So why not make a "thank you" a part of your sales strategy?

Since it is November and we are fast approaching Thanksgiving, it seems like the perfect time to review exactly how and why a personal "thank you" can be a powerful tool in your sales process. To be more specific, we're talking about the use of the classic Thank You note.

In sales, the Thank You note serves two key purposes. First, they help you stand out from the competition in the minds of your customers, and second, they provide a perfect opportunity to ask for a referral.

Although using a Thank You note for each and every customer you interact with can be time consuming, it can possibly be the best marketing tool you'll ever use.

Let's go over a quick "how to" for creating productive Thank You notes in your business:

1. Handwritten - A cardinal rule when using Thank You notes is to be sure that they are hand written. Nothing turns a person off faster than a heartfelt note written in Times New Roman Font. A little effort on your part to your own handwriting will go far in the minds of your customers.
2. Spell your customer's name right - This is crucial. Misspelling the name of a customer that you are trying to thank will only show that you don't care enough to truly know and appreciate them. Find out the correct spelling of their name at all costs!
3. Be brief - A Thank You note is what it should be - a note. This is not the place for long product descriptions or other long winded information. Be brief and to the point in thanking them for the business, conversation, visit, or whatever the interaction was or else they will only confuse your intentions and lose their appreciation for your gesture.
4. Use specifics - Do your best to include something specific to your relationship with the customer or your last interaction with them to jog the memory of their experience. The more you can remind them, the better the chances that they will reflect on their time with you in a positive manner. Being specific also helps when someone else reads your note before its intended target can get to it. Sometimes this person is a secretary or maybe even a spouse who may only tell your customer about the note. Using specifics paints a better story for them to tell and still accomplishes your goal.
5. Include an invitation to do more - End your note with a brief offer of additional assistance in their buying process, or if the sale has been closed and the customer enjoyed their experience, ask for a personal recommendation from them. Writing something like, "I hope you had an enjoyable experience with us. If I can ever help any of your friends or relatives in the same way, I'll be happy to do so," should work just fine in a professional Thank You note.
6. Include a business card - This is a debatable option, although we believe in branding, so we suggest putting a business card in with the note. There are times where your customers may not remember your name or your face, but they will recognize your business or logo and any time you can associate your brand with their positive experience you've succeeded.
7. Finally, don't EXPECT anything in return - The first intention of a Thank You note is to give thanks, not act as a sure bet for new business to come from it. Truly expecting more from sending a personal Thank You note defeats the original purpose of offering thanks and will only discourage you from maintaining consistency in writing notes for future customers. Rest assured, the results will come, but don't bet everything on the first time you write out a card!

The bottom line to using Thank You notes is to be genuine and real in your appreciation for your customers. After all, if they weren't around, you wouldn't be in your position!

Take some time this month to reflect on your customer base. Who deserves a Thank You note for their business? Who should get a card in the mail immediately after meeting with you over some business? How will you touch them? Take the time to acknowledge them and they will remember you for it.

Andy Stansfield is the President of Revolutionary Marketing ( www.revolutionarymarketing.net ), a full service marketing agency, and serves as Educational Coordinator to Business Network International specializing in the training of salespeople in referral marketing.

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