Manners, and particularly these days, seem to be somewhat of a lost art. This includes the liberal use of the words please and thank you. This being said, for those few of us who have mastered these three simple words, we really have the opportunity to stand above the crowd.
When to say “thank you”
Particularly if you are in sales, thank you had best be two of your favorite words. I am simply amazed by the number of people who will not even take the time to utter this nicetie even after I have referred them to new business. This means that … to paraphrase the Soup Nazi … “No referrals for you!”
Other times, folks will reach out to me with questions and requests for assistance, which I am happy to provide and then … nothin’? No response. No thank you. Not even an f.u. See Soup Nazi. The bottom line … there is never a bad time to deliver this phrase![Tweet “If you are in sales, the words … thank you … are perhaps the most important that you can use!”]
A “thank you” must be personalized
It makes one heck of a difference if I recognize that some thought, and some specifics, were put into your gesture. What follows are just a few of the ways that you can do a thank you effectively and … not so effectively …
Cards
Sending me an obviously computer generated card that says “Happy Birthday” or “Thanks for the referral” is maybe even worse than sending me nothing at all. You have taken the easy route and this conveys little sincerity. In that respect, this is very similar to a bad compliment.
You have several options when it comes to personalized cards …
- SendOutCards – I confess to never having used this service but, it does have an impressive array of cards and envelopes that can be easily customized and even combined with gift goodies that will really drive your appreciation home! Contact Susan Ericson at seesoc@gmail.com to learn more.
- American Greetings – This is only one of many electronic (or print) delivery services that are provided by many of the traditional greeting card manufacturers. I confess to being a sucker for singing cards that can be selected for specific occasions as well as being personalized with the recipient name and tidbits of relevant information. As an added bonus, all you need is an email address to send to!
- Send them a handwritten card or note – Nothing, and I mean nothing, beats a handwritten card when it comes to expressing a sincere thank you. Please don’t screw it up by only signing your name! Include their name and your specific gratitude that precipitated this action!
Promote them
Nothing says thank you quite as loudly as sending your client new business. Let’s see … “I can have this new $10,000 deal or … a dozen box of grocery store donuts. What to do?” Now, I have never met a bakery item that I did not covet but, $10,000 buys one hell of a lot of croissants and since this is a new customer, I could be kept in French sandwich bread for life!
Today, with social media (or without), there are a multitude of ways to promote your clients, their businesses, and their products or services …
- Introduce them to someone who can help their business via phone, email, a LinkedIn introduction or, in person.
- Find opportunities for them on the social networks and forward these to their attention.
- Share with them great articles that you discover that they will find to be of value.
- Promote their articles and RT their shares – use buffer “post selected text”
Whenever possible, add a personal note to each of your shares!
Real-life engagements
Pick up the phone, initiate a video call on Skype or Google Hangouts, or pay them a personal visit. Take them to coffee or out for a beer. How about lunch or a sporting event? My father, who was a V.P. and the Los Angeles Division Head of a major international commercial finance company, conducted the bulk of his business either at martini lunches or on the golf course. While martinis are likely a thing of the past (at least they are for moi), nothing can replace getting nose to nose and toes to toes.
Craig M. Jamieson
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