Harvey Mackay, "Low-tech, handwritten notes never out of date”
New York Times #1 bestsellers - Swim With The Sharks Without Being Eaten Alive
In sales, never underestimate the importance of the personal gesture, and right at the top of the list of effective personal gestures sits the handwritten note. View Article
Tom Hopkins, “Developing The Thank You Notes Habit”
Because I understood that building relationships is what selling is all about, I began early in my career to send thank you notes to people. I set a goal to send ten thank you notes every day. That goal meant that I had to meet and get the names of at least ten people every day. I sent thank you notes to people I met briefly, people I showed properties to, people I talked with on the telephone, and people I actually helped to own new homes. I became a thank you note fool. And guess what happened? By the end of my third year in sales, my business was 100% referrals! The people I had expressed gratitude to were happy to send me new clients as a reward for making them feel appreciated and important. View Article
Laura Laaman, “Handwriting thank-yous can pay off in a big way”
Because of e-mail, frequent communication has become so much easier but therefore, common. Sending a personal note has sustained its ability to create a lasting, positive impression. A handwritten note shows extra effort, attention to detail and is a huge competitive advantage ... Develop a system to track when you should send cards. The best of the best tend to do it daily or numerous times per week. View Article
Karen Young, "Making Business Personal: The Power of a Handwritten Note"
"It is about the development of a personal relationship. If you have a good personal relationship, you're going to have a better client relationship, and that's going to be good for business." View Article
Jeffrey Gitomer, The 33 cent Sales Call, now 42
How often are you in front of your customers or prospects?
Answer: Not as often as you should be.
It takes 7–10 impressions to get a sale and begin to build a relationship. You can get there quicker if you use the mail. Not e–mail – regular old put–a–stamp–on–it mail mail. If you can't be there in person, send a letter. View Article
Joe Girard, The World’s Greatest Salesman, How did Joe Girard sell 6 cars a day, everyday?
He built and maintained relationships. Joe used to send 13 cards to all his prospects and clients every year. One every month and one for Christmas. He created a place for himself in the brains of his prospects and clients by keeping in touch with them. He made sure that he was in peoples' minds when they had to buy a car. The Guinness Book of World Records listed Joe Girard as the “World's Greatest Retail Salesman” for 12 consecutive years. View Article