Statistics show that the cost of acquiring a new client is 5 – 7 times greater than getting referrals from previous clients. People want to do business with someone they know, like, and trust. How do you accomplish that? The secret is in the follow-up, which most people do not do.
Did you know that it takes a network of 2,000 people to make a six-figure income a year? Some of the most successful business salespeople did this by sending cards to their clients and everyone they wanted to do business with. Mary Kay taught her consultants to “Make your people feel important.” Her consultants were to send 3 thank-you notes to 3 different people every night before bed. Mary Kay’s company is now a $1.2 billion empire.
Tom Hopkins went from making less than $50 a month in Real Estate to building an ANNUAL sales volume of more than $14 million within a five-year period. Because he understood that building relationships is the heart of what selling is all about, he began early in his career to send thank-you cards to people. He sent 10 cards every single day to people he met. His business was 98% referral-based within 3 years. Joe Girard – the “World’s Greatest Retail Salesman” for 12 consecutive years. He sent 12 cards to each of his prospects and clients every year. He created top-of-mind awareness by keeping in touch with them. Each card had the same hidden message – I like you! Towards the end of his career, he was sending out 13,000 cards a month.
Jordan Adler has a network of over 4,000 business professionals and makes a 7-figure income. He sends cards daily and refers people to his network of business professionals.
Reasons to send cards…
- Networking event follow-up (nice to meet you)
- Keep in touch (until the prospect is ready to buy)
- Customer ongoing appreciation
- Invitations to events
- Holiday cards (Thanksgiving, Christmas, New Year’s, July 4th, etc.)
- Encouragement
- Get well
- Celebration, congratulations (baby, engagement, wedding, retirement)
- Birthday
- Sympathy
- Express gratitude
- Anniversary (annual renewal, major purchase)
- Recognition (promotions, awards, graduation, etc)
- Marketing card that includes valuable tips and a discount offer*
Thank you…
- For talking with me on the telephone
- For meeting with me
- For your business
- Customer welcome (thank you)
- For your kind referral
- For the excellent service you have provided for me
- For taking the time to consider letting me serve you (after first refusal)
- For taking the time to analyze my services (after they bought from someone else)
- For using our service/product (sent at first anniversary)
- For your service (sent to those you do business with)
- For expressing interest in our services
- Prospect follow-up (thank you)
- Seminar follow-up (thanks for participating)
- Meeting follow-up (thanks for your time)
*Reach out 80% of the time to build relationships & 20% to market your business.
“Appreciation will win out on self-promotion every single time.” – Kody Bateman
The systems for sending cards and how to Keep Track of them
Old Fashioned Way – Offline
Things You’ll need: a filing system that consists of a notebook or index card box, info cards which consist of a sheet of paper or index card, a stash of cards and stamps. The info cards or sheets of paper need to have the person’s name, address, phone number, and email information at the bare minimum. You should also have birthday, spouse info, kids, pets, and a space to write future notes.
In your notebook or card box, you should have Monthly tabs to place your sheet of paper or card behind to organize when you need to contact a person – send a card, call, email, or any kind of communication. Meeting with someone, calling, or sending a card or gift are the best ways to build a relationship.
After you have an info sheet filled out, you will need to put this behind the month that you have action. You’ll put them in chronological order of action that needs to be completed and not alphabetical by name.
For example: Derek has a birthday 28 May; Jared has an anniversary 17 May, and Morgan is graduating from college 6 May. They would be filed behind the May tab in your notebook in order of Morgan, Jared, and Derek. I usually pencil in the date of action on the top right of the paper, and the action is in the notes section. Remember, you’ll want to send your card before the event so it gets to them by the event and not after. Better early than late in this instance.
Each day you look at your info cards, and after you finish your action, you erase the date in the upper left-hand corner and pencil in the date for the next day of action, then file it accordingly.
NOTE: If the next action is for the same month, you’ll want to file it in day order with tomorrow on top.
Example: today is the 13th and the next action is for the 4th in the same month; then you’ll file it behind the last day of the month, between the 3rd and 5th. You always want today on top so you don’t miss any events. When you get to the last day of the month, your stack is ready for next year, and you’re ready for the next month.
Using Send Out Cards –
What you’ll need is a computer, an Internet connection, and an account with Send Out Cards. That’s it! There’s an app now so you can use a tablet or even your phone.
There are over 2,000 cards to choose from, or you can make your own. You enter the person’s information once, and there’s a reminder calendar for you so you don’t forget. You can send one card or hundreds all at once! Most people I send cards to tell me they love them!
Benefits of SendOutCards
- Card and gift-sending platform
- Contact manager with groups
- Card history
- Personal handwriting fonts and signatures
- Reminders for birthdays and anniversaries
- Campaigns
- App for iPhones and Androids
- Cost of custom cards is as little as $1.66, including postage
Which Method Is Best for You?
Both of these methods will work; you need to decide which one works best for you. I’ve used both. I started out with my trusty notebook and progressed up to SendOutCards. Regardless of which one you use, please don’t hesitate to contact me if you have any questions.
Make Today Amazing!
Bess Corriveau
PS. Drop me a note. I’d love to send you a card!
“It doesn’t matter how much someone knows, likes, and trusts you if they don’t REMEMBER you when they’re ready to make a buying decision.” – Kathy Paauw
