Tip #3: Stand out.
Here is another helpful tip. After every call/visit to a first time prospect, send a “thank you” card. Handwrite a message on small thank you card that simply says, “Jerry, thank you for taking the time speaking with me today. I look forward to our next conversation on the 16th. Enjoy the day!” No more, no less.
In today’s fast paced world, a hand written card tells the client that you took the time and the effort to do something a little different. They will feel important. And if you are in competition with someone else for this persons business, this will allow you to set the bar. At some level this registers in the client’s mind and creates a degree of “equity” in you. It differentiates you and it gets remembered. And it gives the client a reason to be there when you make you follow up call.
If you don’t think a card will get there in time, send an e-mail with the same note. Just be aware that an e-mail does not have nearly the same impact as a handwritten note.
I hope this tip helps you in your follow up this week! As always leave a comment.
Devin
Catalyst Consulting 