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Thank You!
| Guest post by: Tibor Shanto |
Article Overview: sometime the smallest thing can either differentiate you and your approach, or demonstrate that you are just like the rest. The difference is about 30 seconds, and old fashioned courtesy, thank you.
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Free Download - Question Testing By Tibor Shanto |
Thank You!
What ever happened to the thank you note?
I continue to be amazed how a simple thing like a thank you note is overlooked by sales reps and sales organizations these days.
I am currently interviewing sales people to join
our organization and I am puzzled by the fact that 9 out of 10 people I
interview do not follow up with a thank you note or e-mail. It
kills me, I mean here they are trying to impress me, in many ways I am
prospect, yet they can’t take 30 seconds to bang out a thank you e-mail.
Not only that but in workshops I do, when I
mention that I send a thank you to every individual I have a first
appointment with, even if the meeting goes nowhere, people are floored. “Doesn’t that take a lot of time?” they ask. These are professional sales people! I know, it doesn't sound like it.
Yes it takes a whole of 30 second, and on a
heavy day when I may have four first appointments, I actually sacrifice a
whole two minutes. When I ask how many new customers most people see in a given week, it’s never more that 5 or 6, so how much time does it take.
Better question is what kind of impression does it leave with the prospect? Everyone
tells me they want to differentiate themselves from other sales people;
they tell me it’s about rapport and “the relationship”. So is there an easier way to establish those things than to say thank you?
In most instances, e-mail can do, but if you want to stand out, do a hand written note or card. You can use any of the services available on the web that allow you to select or create top quality cards, use your scanned hand writing, and it is easy as pie. Another benefit to these services, is since everything is hand written, and has a stamp, not metered, it gets past the gatekeeper, so you can use it for prospecting too.
By the way, those that do not send me a thank you card after an interview, don’t get a second shot.
Article Tags: differentiate, execute, renbor, sales success
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About the Author: Tibor Shanto RSS for Tibor's articles - Visit Tibor's website Click here to visit Tibor's website   Sales & Consequences |
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