Archive for Thank You Notes

Thank you note

Thank-You Notes Can Lead to New Business

One of the easiest and most effective ways to stay in touch is with the power of the personal note with a “thank you” to a business associate.

In research I’ve conducted, I ask the question, “How many of you send out personal notes?” I also ask, “How many of you receive personal notes or cards from clients or business associates.”

As a follow up, I ask, “Has anyone received notes of appreciation, and how does that make you feel?” I trust you know the answer to this last question.

It’s not only polite to send thank-you notes; it can lead to new business from appreciative recipients. Read More→

Writing a Letter Will Amaze and Delight

[tweetmeme]I received evidence today that letter writing isn’t dead.  I just finished tossing my junk mail, as I do every day.  But in between all the magazines and discount flyers for Broadway shows, I was delighted to spy a letter from a new bridge partner containing several instruction sheets with conventions we’re working on.  Now, Susanne didn’t have to send these to me.  It was a favor and she could have given them to me when we play next week.

Writing a letter will amaze and delight

But her envelope stood out in my pile of mail.  This got me thinking once again about how important writing a letter, preferably by hand, still is to us.  We cringe under the deluge of email correspondence, deleting most of it without reading.  Even a juicy subject line may not be enough to grab our attention.

But a letter?

We can touch the envelope containing the letter and shake it to try and guess at its contents.  Sort of useless but we do it.  We know that someone else actually held this envelope in his hand and wrote the letter inside.  Would you believe that the old-fashioned letter actually has a sense of mystery about it? What will be revealed when I read it?  (Envelopes we receive screaming “Save Money Now,” or “0%” Interest” printed on the envelope don’t count — more junk mail).

I’m talking about what is obviously a personal letter — even though the letter may turn out to have a business purpose.  So don’t be afraid to seem out of date when you send a client or prospect a personal note.  You will amaze and delight her because it obviously took some time to get the paper and envelope, sit down to compose the letter, address, stamp and mail it.  How thoughtful of you to send me an article on a subject I’m deeply interested in, or to invite me for cocktails or a seminar.

Thank you note

Don’t forget the thank you note, while we’re at it, which my good friend Andrea Nierenberg wrote about in these pages a few months ago.

I’ll end with a funny question my grandson asked me recently, “When you were young, did you use a quill pen?”  Yikes, I’m not that old.  But, yes, I did use a pen to write letters when I was younger, before taking the lazy way out too often now and thumbing a note to someone on my new smart phone.  Whew, glad that’s off my plate.

Thank You Notes Are Not Only a Courtesy, They Can Lead to New Business

Andrea Nierenberg

Andrea Nierenberg

One of the easiest and most effective ways to stay in touch is with the power of the personal note with a “thank you” to a business associate. In research I’ve conducted, I ask the question, “How many of you send out personal notes?” I also ask, “How many of you receive personal notes or cards from clients or business associates?” The response indicates that few people take this practice seriously. As a follow up, I ask, “Has anyone received notes of appreciation, and how does that make you feel?” I trust you know the answer to this last question.

Here are eight opportunities to send a “thank you,” and when and how to do it effectively:

1. When customers do business with you, every time. Write a short, personalized “thank you” on an interesting card, letterhead, or even a postcard that says, “I appreciate your business, thank you.” You can never say thank you to someone too many times. We all appreciate the fact that people go out of their way to make us feel important and recognized.

2. When they compliment you. When a client compliments you about something, it’s an opportunity to jot off a little note of thanks, saying, “Thank you for taking the time for making my day. I appreciate it.” Compliments are given so rarely, so take the lead to say thank you when you get one.

3. When clients offer comments or suggestions. It’s a wonderful gift when your clients give you a suggestion or comment on how you might do something better or different. They’re also giving you an incredible buying signal. They might really be saying, “If you make that change, your product or service will be more attractive to me.” Here’s how to start this type of note: “Thank you for your suggestion on how I can better serve you. I’m in business to do exactly that. And you make my job easier and so much more enjoyable when you provide input.”

4. When customers try something you recommended. When clients buy into something new, solely based on your suggestion, they’re going out of their “comfort zone”. They’re putting trust in you and your product. This calls for a special note that could read, “Thank you for your trust in me. I value your business.”

5. When customers recommend you. This is the best form of advertising you can ever get. It’s so easy to take the time and go back to our advocate, and say, “thank you for referring me to —–. I will keep you posted and informed on what develops. It means a great deal to me to know that you’re willing to recommend me. I appreciate it.” This type of “thank you” might include a small gift as well.

6. When customers are patient, or not so patient. Our clients help us when they give us time to learn how to best serve them. Often this requires their patience. On the other hand, they give us a “wake up call” when they ask us to hurry up. When this happens they might really be saying, “Hello, remember me? Keep me in mind, or I might get swept away by the competition.” In either case, pull out a note card again, and let them know how important they are to you. Perhaps say, “Thanks for keeping me on my toes. I appreciate how you help me keep your business.”

7. When clients say “no” to you. You’ve just pitched an account and you didn’t get their business, this time. It’s still the opportunity to write a short note. Thank them for their time, their consideration and their honesty. Keep the door opened by being friendly and courteous. Research I conducted in the last three years shows that almost 20% of my business comes from prospects that said no the first time. People remembered the notes I sent and it made a difference. Such a difference that I got referrals, even from contacts that were not able to use my services themselves.

8. When customers make you smile. I have one client who e-mails me jokes all the time. Another one will call up and just give me some good news. Whatever it is, it makes me smile, and I want clients to know that they’ve made me feel good. I’ll send them an interesting note or card. This technique always gets noticed and remembered.
So, if you’re not using personal thank-you notes, you should start now and watch how they help your business grow.

Andrea Nierenberg is president of The Nierenberg Group , an international business consulting firm specializing in customized training, workshops and keynote addresses that equip executives with the tools they need to “Find, Grow & Keep”® the clients that are key to their success and to be more effective business communicators.