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It’s easy to think of a closed deal as the mountain top.
What you have to show for the time spent is a signature and some extra dollar signs come payday. It’s all downhill from here.
In reality, the analogy is a little less clear cut. Your work as a salesperson doesn’t end with the finalized contract. It doesn’t even end with a good post-purchase process.
If you’ve done your job well, you’ve laid the relationship groundwork between seller and prospect early on. The ease of dialogue is there, as is a sense of trust. On the front lines, you’re the person making those initial promises, even if you aren’t hands-on in delivering on them.
Because of this, customers feel naturally inclined to contact you down the road as problems arise. This means you’ll need to balance that immediate reaction to punt issues to account services with a genuine concern for maintaining the relationship.
In order to sell a product or service, you first have to sell a customer on you as a salesperson. They need to trust what you have to say and champion it above the competition.
This is why saying “thank you” in sales is so important: it speaks to your character as a person. And it’s polite.
When it comes to how you say “thank you,” an old fashioned, snail mail note is the best way to go. It may not be as immediate or easy to knock out as an email, but the effort goes a whole lot further.
Here’s why you should send thank you notes after closing a contract.
Here’s the thing: the average office worker receives upwards of 90 emails a day. But when it comes to personal mail, the average American household receives only 10 pieces of personal mail per year. A number that’s probably even less for personal mail at the office.
From a sheer volume standpoint, sending a thank you note helps you stand out. Everyone is so digital-focused that they’ve forgotten the power behind a physical letter. And because it’s so uncommon, it speaks much more to the effort taken to write and send — even if you’re working with a convenient sending service like Postable or Handwrytten.
As previously mentioned, your relationship with a customer doesn’t end the minute they sign that dotted line.
It’s just beginning.
If you simply move through the motions and pass them off to account services without a second thought, the relationship will suffer for it. Especially after all of the work put in to earn a client’s trust.
Thank you notes serve as a reminder of why customers opted to sign with you in the first place. They’re a means of reassurance — setting the right tone for your partnership in the long term.
Referrals are everything in sales. They’re one of the most valuable prospecting methods for generating new leads because they’re based in trust.
To pass your name along to a close friend or professional acquaintance, your customer is putting their own name and trustworthiness on the line. This means they really have to believe in both your sense of character and ability to get the job done.
The effort associated with a thank you note speaks to your interest in the ongoing relationship with a client — not just the payday. It’s an investment of time, something that is truly scarce and valuable in a world driven by productivity and screens.
Salespeople are a dime a dozen. To stand out and make more sales, it literally pays to develop a personal brand.
Doing so is partially determined by the creative aspects of your brand: how you present yourself through a personalized scheduling page, the tone of your writing, a logo (and so on). It’s important to be cohesive, so consider monogrammed stationery for the sake of further driving home those personal brand associations.
Developing your personal brand is also about the action you take. It’s how you conduct yourself and drive home trust. Above all else, it should be reflective of the values you align with when creating new business and building relationships for the company you represent.
There are so many tips, tricks, and templates out there for how to write a thank you note. But at the end of the day, you can’t go wrong with simply being genuine.
Keep in mind the following pointers in doing so:
Sending a thank you note is good business. It goes a long way to think outside of the [in]box, so make the play and further strengthen those newly signed contracts for the sake of all your future closed deals to come.
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