The First Thing Every Seller Should Rush Out and Buy for 2011

I'm not sure if I've ever read a good sales book that didn't mention the importance of a hand written thank you note. It may seem old fashioned these days, but it's absolutely not. A hand written thank you note is an authentic message of gratitude. And it is rarely used.

If one of your goals in 2011 is to set yourself apart from your competitors and the rest of the selling world, here's a great way to get started. Start by going out and getting a sharp-looking box of thank you cards, and use them to write a quick note to your most important customers, thanking them for the business in 2010. Then begin using the cards in a consistent, disciplined manner in 2011 and you'll see a shift in the way that your customers interact with you.

By disciplined, I mean sit down every Friday and ask yourself who you should thank for something good that happened that week. Did someone refer a customer to you? Were you granted a meeting that took weeks or months to obtain? Did you receive another order from a customer that you have been taking for granted?

I'd suggest that you stay away from using the note as a marketing ploy to get more business. There's nothing wrong with using the company-issued stationary, but just make sure of these important factors when creating and sending your authentic note of gratitude:

• It is always hand-written. I don't care (and neither does your customer) if you have the penmanship of a third-grader. Most people do, and it just doesn't matter. The thank you note should never be typed.
• Hand address the envelope.
• Use a stamp. Do not utilize the internal mail operation (if you have such a thing) to meter the envelope. Buy a book of stamps and use those instead.
• It's okay to include your business card, especially if you haven't met the person face-to-face.

The note should be brief and succinct, indicating your appreciation for the meeting, referral, sale, or whatever.

I've used them in the past with great success. Customers often go out of their way to mention that they received the note. It's that meaningful to get one these days. When was the last time you received one? When was the last time you wrote one? It's time to get started!