Handwritten notes

by Tim Wackel

Remember the last time you received a personal note? Did the handwritten envelope catch your eye and pique your interest? It's probably a safe bet that you opened and read that piece of mail almost immediately. Doesn't matter who the note is from - people are just more easily engaged by this personalized approach and level of attention.

Handwritten notes are one of the least expensive, most effective and largely ignored tools in your sales and marketing arsenal today. For less than a dollar and some change you can find your way to the top of someone's in-box.

If you use professional quality stationary and know how to craft a tight message, odds are great that your note will be read. Can you say that about the last email you pushed into cyberspace?

Very few people take the time to send handwritten notes because they believe it's boring - especially in today's age of high tech (and low touch) communication. There's nothing new or exciting about putting pen to paper. Writing a personal note takes a little more time and can actually bring back painful memories for some of you. This is the stuff Mom used to make you do...UGHHH!

But this is where the simple brilliance lies. Here is a communication vehicle that doesn't cost much, it grabs the attention of the recipient and is incredibly underutilized. People who send personal notes are thought to be considerate, creative, gracious, well mannered, mindful and a "cut above the rest." Not a bad return on stationary, a stamp and five minutes of writing!

Want to make handwritten notes one of your personal success habits? Here are five quick but powerful ideas to get you kick started today!

1. Have some personal note cards professionally printed and keep a stack on your desk. Challenge yourself to write one note every day thanking a client, prospect, business partner, colleague or co-worker. This will force you to start looking at life through a "glass half full" lens...an exercise in itself that will pay dividends to you and those you come in contact with.

2. Do you have a valuable idea (not a sales pitch) that someone needs to know about? Send a handful of personal notes inviting people to breakfast or lunch and let them know you have an idea that you believe could have value for them. Not everyone will take you up on your offer but the ones who do could turn out to be tomorrow's best client. This also forces you to start communicating value (not features) in a very concise manner - a skill that most sales reps never seem to master.

3. How many birthday cards do you receive from people outside of your family? Sending a personal note on a birthday communicates that you care enough to know AND remember that person's birthday. Find a card that reflects your personality and that you enjoy sending. Take time to write a short personal message and then watch as you begin to light up your contact database one birthday at a time.

4. Send an article or newspaper clipping to someone about an interest of theirs and attach a personal note. Internet search tools like Google Alerts provide an endless supply of new and relevant information that you can quickly print and mail. Figure out what is important to others and then show them that you care. People like to work with people who are willing to do the little things. If you do the little things well, others will believe that you can handle the big things (projects, commitments, orders, deadlines, promises) just as easily.

5. Send something to make someone smile. A funny news story, witty cartoon or amusing personal experience with your note can help transform relationships and break down icy barriers.

Sending a handwritten note is one of the simplest and most underutilized tools in today's busy world. Every sales professional claims that they want to be different than everyone else. Here is a great opportunity to do just that. Find some time to slow down, take a deep breath, pick up pen and paper and watch the magic begin.

This article was originally posted on SalesDog.com

Dress

Make sure you are dressed appropriately for the work you do.  Now in the office everyone might be in business casual, but if your clients are not, then you're not.  The rule of thumb i tell my staff is accurate for all business occasions, internal or external.  Be one step up from those around you.  If everyone is wearing slacks and a polo, the be in a button down.  if they are in a button down, throw on a jacket or tie.  now if everyone is in a nice suit and tie, you dont need to go to tux, but maybe 3 piece?  Outside of the tux, its hard to go too high, but very easy to go too low.

dress for the part you want is a good internal meeting thought process.  if you see that at business casual meetings that the vp's are wearing a jacket, next time, wear a jacket.

you get the idea.

Sales is more than just pushing product.  its selling yourself too.

YOU SUCK

Okay, that might be a bit dramatic, but one of my old bosses used to say that.  Now he didnt mean it in an ugly way.  My team and I were doing very well and getting great internal publicity for our results.  His point?  Don't read your own press clippings.   You will only go backwards if you rest on your results and take a breath.  YOu have to push yourself.

My teams expectations were to beat our goal at 2/3rds of the day through everyday.  why?  because we could see we were hitting our daily goals without effort so we pushed ourselves.  we motivated ourselves.  we set a new standard when the corporate one didnt fit.

Are you a great seller?  Do you have GREAT numbers for the month, quarter, or year so far?

YOU SUCK!!!!!

Contact sport

Sales is a contact sport

I am sure we have all heard this before, “In sales, you must contact as many people as possible to be successful.”  This is certainly important, but part of that mantra is contacting the right people, the other part is knowing what you are going to say.  Is the call looking to cold call and sell something or is it the kind that is going to concentrate on deepening a relationship?  Both have their places.

Developing the relationship

If you are developing a relationship, make sure you call or email and mention nothing about sales most of the time.  You will want the impact of you having an idea or desire to sell something not to be the expectation when you call.  Your relationship will not blossom if they cringe at the site of your number on their caller ID.

I’m calling to sell you something

Make sure you have a connection of some sort to the person you are calling.  Try and get a referral.  If you are calling dead cold, you need to make an impact in the first 2 sentences or your call is over.  You will have to assume what the benefit is for the prospect before the call, so some industry knowledge or research will be important.

It’s not just the phone

You cannot win at the contact sport of sales with just the phone and email.  You will need to use your network, both physical network  and your virtual one.  In person meetings work as well, but don’t forget to embrace the preferences of those you are targeting and adjust accordingly.

How much is enough?

You have to develop your own sales ratio, but if you want a place to start, in his book, “Never Eat Alone”, Keith Ferrazzi says you will not be successful in sales unless you talk to 50 people per day.

Are you talking to enough and is the conversation the best quality it can be?

Remember:

Results = Quantity of contacts x quality of the interactions x the right customer.

Sales is a contact sportI am sure we have all heard this before, “In sales, you must contact as many people as possible to be successful.”  This is certainly important, but part of that mantra is contacting the right people, the other part is knowing what you are going to say.  Is the call looking to cold call and sell something or is it the kind that is going to concentrate on deepening a relationship?  Both have their places. Developing the relationship  If you are developing a relationship, make sure you call or email and mention nothing about sales most of the time.  You will want the impact of you having an idea or desire to sell something not to be the expectation when you call.  Your relationship will not blossom if they cringe at the site of your number on their caller ID.I’m calling to sell you something Make sure you have a connection of some sort to the person you are calling.  Try and get a referral.  If you are calling dead cold, you need to make an impact in the first 2 sentences or your call is over.  You will have to assume what the benefit is for the prospect before the call, so some industry knowledge or research will be important.It’s not just the phone You cannot win at the contact sport of sales with just the phone and email.  You will need to use your network, both physical network  and your virtual one.  In person meetings work as well, but don’t forget to embrace the preferences of those you are targeting and adjust accordingly.How much is enough?  You have to develop your own sales ratio, but if you want a place to start, in his book, “Never Eat Alone”, Keith Ferrazzi says you will not be successful in sales unless you talk to 50 people per day.

Are you talking to enough and is the conversation the best quality it can be?Remember:

Results = Quantity of contacts x quality of the interactions x the right customer.

Great sellers know their closing ratio and build relationships.

Let it out

So you're working hard and things are either going your way, or you wish they would go more your way.  You need to find a coworker or friend who understands what your doing.  talking out what's working and what's not working is important.  you will discover the methods or prospects that are working a lot better when you vocalize your thoughts.  besides you be more prepared when asked by your boss or a higher up to tell them what you're doing.

Knowing yourself is part of becoming a great seller

Get involved

So you feel like you have cold called called EVERYONE.  (thats another problem, but not for today) and you have no idea where a new lead is going to come from.  You sit at your desk, or youre in your car and pondering this exact question.  Where is the next one going to come from?

I suggest getting involved in the community.  Thats right volunteer.  It doesn't really matter where as long as you have some connection or tie to it.  If your boss works with the boy scouts, but you have zero interest in camping, then pick something else.  There are lots of organizations that are looking for reliable help.  The jobs are not glamourous, but thats not the point.

You will start mixing in with people you dont normally see.  Through the good work you are doing you will develop trust and new relationships.  Its amazing the percentage of the time that you will end up finding someone who knows someone and will put you in contact.

I suggest going with something you really believe in, but if you are doing this purely for sales reasons, get on linked-in and find the 2 or 3 people of the targets you want to land, and then see if they list any particular volunteer activities or hobbies.  Then by working in that direction, you might find a connection to the individual.  Like I said before though, its most likely to benefit you if you are connected to the organization personally vs trying to make it a networking event.  People will have a tough time with you if you walk into the orientation meeting for your new volunteer group and hand out cards asking for referrals.

Be sincere and good things will happen, the least of which might be sales.

Quick start

Well, its Monday.  How much time will you waste today "getting started"?  Sit down, make your plan for the week using all the info you had from last week and your calendar and get going.  Got internal meetings today?  Make sure youre ready to listen for any good ideas and take them.  Some of my best ideas were not my ideas at all.  In fact, i'd hate to admit to how many really are mine at all.

Set your plan, and get going.  Were you going to try something new for a week?  well this is the start of that week.  Try it and then evaluate what went well and what didnt.

Change is part of being a great seller.