We’ve all experienced this moment. We pick up the stack of mail the postman just delivered. We scan the bills, flip through the pre-approved credit cards and mortgage offers and then we see it. There it is, in all its glory: the Holy Grail of snail mail - the handwritten note.
It’s the real thing. Blue cursive writing, a familiar name in the upper left hand corner, and a genuine, postage stamp! We smile with anticipation as we slowly open the envelope and pull out the handwritten note card.
Dr, Donald Clifton in his best selling book, How Full is Your Bucket ,said “Each of us has an invisible bucket. It is constantly emptied or filled, depending on what others say or do to us. When our bucket is full, we feel great.” That little note card tells us that someone was thinking about us – that they care about us. It feels great and for a moment we feel special and our bucket is full.
Technology and the speed of communication in the 21st century have made the personal handwritten note, a dying art. Most of us have to think really hard to remember the last time we got one. But this is good news for high performing Sales Professionals. You see, in this void, your simple, handwritten note will stand out. Your customers will remember you. Your friends will appreciate you, and the people in your network will feel more connected to you.
They will associate you with the good feeling they received when they pulled your note out of their stack of junk mail. And that association is powerful because it translates into customer retention, long-term relationships, increased sales, and ultimately more money in your pocket.
My good friend and master networker Paul James says that a handwritten note is a small touch that makes a big impact. I’ve often heard him remind others that in sales the little things count. With just a little extra effort, you will connect with future prospects, strengthen your business network, and build stronger personal relationships. When you send a short, handwritten note, you tell the recipient that they are important and you create a positive emotional experience that they will not forget.
Four PowerPrinciples for Gaining the Winning Edge with Handwritten Notes
Be Prepared: Develop the habit of carrying note cards and stamps with you at all times. Set a goal of sending 2-3 handwritten notes each day.
Time is of the Essence: Handwritten notes should be sent within 24 hours if you are thanking the recipient for something specific. Make it a habit to send a handwritten, thank you note after every meeting with a customer or prospect. Write the note before your next appointment and drop your notes in the mail box at the end of the day.
Ping Your Network: Develop a correspondence schedule, ensuring customers, friends, and your network are “touched” several times each year. Don’t forget to include your business card with your note. In fact, include two, one for your customer to keep and one to pass along.
Get Personalized Note Cards: Go to your local printer and invest in stationary with your name on it. You don’t have to break the bank to get a quality print job. Keep it simple. Use good paper, a conservative font, with your name engraved in black ink, and don’t forget the envelopes. Your unique, personalized notes will send the message that you have a commitment to excellence in everything you do.
In Jeb Blount’s new book PowerPrinciples he shows you the 5 Immutable Principles for Success in the 21st Century. Click here to get your copy now.
More resources for hand written notes:
The Art of the Handwritten Note: A Guide to Reclaiming Civilized Communication
The Sales Gravy Book Store
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