Five Handwritten Notes You Should Be Sending Now!

As someone who was raised to write a handwritten thank you note for everything, I completely agree with sales trainer Tim Wackel when he says a handwritten note will get you far. How have you used handwritten notes in your business?

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 its 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 sales pitch!) that someone needs to know about? Send out 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 (http://www.google.com/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 can help transform relationships and break down icy barriers. Does this stuff work all the time with all people? Nope, but very few things in life ever do.

Sending a handwritten note is one of the simplest and most underutilized tools in today's nutty busy crazy world. Every sales professional claims that they want to be different than everyone else, so 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.

Tim Wackel is one of today’s most popular business speakers who has mastered the ability to make information entertaining, memorable and easy to understand. He combines more than 20 years of successful sales leadership with specific client research to deliver high-impact programs that go beyond today’s best practices. Tim’s keynotes and workshops are insightful, engaging and focused on providing real world success strategies that audiences can (and will!) implement right away. www.timwackel.com

The Littlest Thing Can Close the Deal

You all know how I love my stories! Here's a great one from sales trainer and speaker John Costigan. He follows it up with some excellent action steps that will help you to get the meeting and close the sale.

Here's John's Story:

I had the joy and honor of sitting down with Kevin Eastman, the Boston Celtics Assistant Coach at our office in Raleigh last week. We've known each other for a year now and they truly don't make 'em any better. After a productive and enlightening business discussion, he spent some time helping my son on the basketball court. It was a great thrill!

But here's the story: Kevin mentioned that his own son Jake had just committed to play basketball for Bradley University under the tutelage of Head Coach Jim Les. As we spoke about the recruiting process Kevin had this comment: "One thing that really stuck out for me during this process was the personal handwritten letter they sent to me...not my son, but just to me. It was very high touch and different than any other response we had received."

Point: If this works for recruiting a basketball player and earning a parent's trust, why wouldn't it work for you with your customers and prospects?

Action Steps:

Get off email. Take the extra time and send something "manually" or snail mail to your prospect or client. We get so lost in email, it's actually embarrassing. Yes, email is an incredibly effective way of quickly communicating to confirm meetings, share information etc. But if you find yourself typing more than...heck, more than this blog post, you're missing the boat.

Be different than your competition! Find an edge, personalize your message. Nothing is more personal than writing, not typing, but writing a note to someone. Think about how you open your mail when you arrive home. You have gobs of junk mail, bills, etc... Then the one handwritten letter comes up and sticks out from the rest. Most of us will open that first, or last. Not in the middle. You either set down all the mail you have and go to it immediately, or throw out the junk mail then sit down and focus on the personalized note.

So next time someone wants you to send out info, OR you are proactively trying to get into an account, handwrite a note and attach it to market information, not product information and you will increase your chances of them reading it way more than an email.

John Costigan, president and founder of John Costigan Companies, conducts sales training classes around the world for a list of clients that reads like a "who's who" in the corporate world, including Hewlett Packard, SAS, Exxon-Mobile, Standard Register, Tommy Hilfiger, Concerto, and Slazenger Golf. Visit his site at www.JohnCostigan.com.

The Power of a Hand-Written Note

Yesterday we started the week with a reminder to extend this season of thanks with gratitude to those who play a part in your sales success. Your customers certainly play a big part in your sales success - why they define it. Sending a hand-written note of thanks is an ideal way to express your gratitude.

"The true power of the handwritten note is that it is personal," says sales trainer Tom Richard. "Think of the people who send you handwritten notes. Mostly family and friends, right? Receiving a handwritten note from you is as comforting and pleasant for your customer as hearing from an old friend. It does more than just say 'thank you' for the meeting, lunch, phone call or referral. It sends an important message about you, and how you like to conduct business."

"If you think sending handwritten cards is a lot of work, you're right. That's why your competitors aren't doing it. In today's selling world, success depends on separating yourself from the competition every chance you get."

Just think: a few minutes and a stamp can help you grab your prospect's attention, maintain strong customer relationships, and make someone feel special. Why are you waiting?

This advice was excerpted from Top Dog Sales Secrets. Tom Richard is an author and sales trainer. Learn more about him at www.TomRichard.com