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Replace Your Thank You Cards

Written by: Will Turner

Article Overview: Thank you cards may be sending the wrong message. Learn how to make subtle changes that will keep your relationship on a peer-to-peer level.

Replace Your Thank You Cards

Most salespeople have been taught to send thank you notes or emails to prospects after a meeting. For the majority, this simple act never gets done, because they can’t seem to fit it into their busy schedules. And it may be good that they don’t. Thank you notes can actually damage your budding relationship.

While thank you cards show the prospect that you’re interested and that you care; they also send a subtle message that the prospect is to be bowed down to. It sets up an uneven buyer-to-seller relationship; where the power lies with the buyer.

Instead, keep your relationship on a level playing field at a peer-to-peer level. You can still send a note or follow-up with an email or a phone call; you just get rid of the words “thank you” or “thanks.” Instead, write or say something like, “I’m glad we could spend some time together to discuss…” It relays the same caring message without the unnecessary deference to the prospect. Remember, your time is just as valuable as theirs so don’t act as if it’s not.

Continue your note with ideas that will help the prospect. To do that, simply spend a few minutes thinking about your conversation and how you can help the prospect. It may or may not be related to your product or service. If you’re successful, you’ll quickly move to a trusted advisor role which is much more important to your prospect than dealing with just another salesperson.

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