Lost in the reams of sales training, motivation, and incentive articles, workshops, and courses is the simple reality that transacting business is still a very personal activity. We've all heard the saying, "People buy from people they like." What's also true is that people want to help, want to support, people they like. And the people they like are usually the ones who make them feel good, who make them feel special, who make them feel valued. When I received a "thank you for taking the time to speak with me" notecard from Tim - someone I'd met at a networking event but with whom I'd never followed up - my initial reaction was "why'd he send this to me?", since we'd spoken so briefly. But since he had taken the time to send a card to me, I couldn't very well pitch it, or even file it. So I left it sitting on my desk.
One day I was having a phone conversation when the other party mentioned something germane to Tim's business. I peered over at the card lying on my desk, and told the caller I had someone she should speak to. I gave her his contact information, and suggested he call Tim, mentioning me. I got a call from Tim later that afternoon, thanking me for thinking of him, and for making the connection. I reminded him of the card he'd sent, and complimented him on his use of this simple, but remarkably powerful relationship-building and marketing tool.
Thank you cards can be used in a variety of situations to establish and strengthen relationships, improve the odds of receiving leads, and of receiving referrals. They're effective because they are personal, they're unexpected, and they differentiate you. In addition to the obvious thank you for purchasing, they can be used in a variety of situations, such as * Thank you for taking the time to speak (after phone call)
* Thank you for taking the time to meet * Great to have met you (thanks for spending time with me - e.g. at a networking event)
* Thank you for great service (to anyone who provides great service, not necessarily in a business setting)
* Thank you for your referral, and even...
* Thank you for having considered us (after a lost sale)
ACTION ITEM Get in the habit of sending thank yous and you too will soon find yourself in Tim's shoes - getting referrals and other connections that will help you find and close more business.
Good Selling
The Power of a Thank You - To learn more about this author, visit Craig James's Website.
Like this article? Share it with your friends
 |
Related Articles |
|
 “The Awesome Power of TO-DO Lists, According To Your Strategic Thinking Business Coach”
|
| |
The power of TO-DO lists can be truly awesome when used properly. Personally, I have witnessed and realized the awesome power for more than 35 years in my professional career. Are you using TO-DO lists in your pro...
|
|
Does Power Corrupt
|
| |
Does power corrupt or is it the lack of accountability.
|
|
Women And Power
|
| |
Last week Forbes release d its list of the Top 100 most powerful women in the worl d. The list inclu de d women in government positions, corporate lea ders, mostly corporate America, celebrities an d even authors.
|
|
Selling Power 26
|
| |
Selling power - learn what it is and while you're at it learn what the ultimate selling tool is too. It's something you use everyday. Master this and watch your sales take-off.
|
|
Power 3.0: Kinder, Gentler, and Better
|
| |
 Choose your weapon:
Power 1.0 = muscle and weapons
Power 2.0 = money, market share, or brain power
|
|
|
Craig James
(Visit Craig's Website)
Sales Solutions Founder and President
Craig James has over 12 years' experience
in sales and sales management, primarily
in technology and software. An
accomplished speaker and presenter, Craig
is President of his local Toastmasters
chapter, teaches at New York University’s
School of Continuing and Professional
Studies, and has lectured at Columbia
University’s School of Continuing
Education. He also volunteers as a
Discussion Leader with the Workshop In
Business Opportunities, a "boot camp" for
entrepreneurs whose mission is to enable
small business owners and budding
entrepreneurs in under-served communities
to obtain financial success in starting,
operating, and building successful
businesses. He's been published and quoted
in Business Week, Sales and Marketing
Management, and Selling Power, and been
interviewed by Sales Rep Radio. Craig
earned his undergraduate degree at the
University of Pennsylvania's Wharton
School, and his MBA from the University of
Chicago's Graduate School of Business.
|
|
 |
|
|
Craig James's
Complete
List Of
Sales
Articles
|
|
|
If you enjoyed this article, get Craig James's Complete List of Sales Articles For FREE!
|
| |
|
|
|
![[Get Copyright Permissions]](http://license.icopyright.net/images/icopy-w.gif){kind=small}
