What ever happened to the thank you note?
I continue to be amazed how a simple thing like a thank you note is overlooked by sales reps and sales organizations these days.
I am currently interviewing sales people to join our organization and I am puzzled by the fact that 9 out of 10 people I interview do not follow up with a thank you note or e-mail. It kills me, I mean here they are trying to impress me, in many ways I am prospect, and they can’t take 30 seconds to bang out a thank you e-mail.
Not only that but in workshops I do, when I mention that I send a thank you to every individual I have a first appointment with, even if the meeting goes nowhere. People are floored. “Doesn’t that take a lot of time?” they ask. These are professional sales people!
Yes it takes a whole of 30 second, and on a heavy day when I may have four first appointments, I actually sacrifice a whole two minutes. When I ask how many new customers most people see in a given week, it’s never more that 5 or 6, so how much time does it take.
Better question is what kind of impression does it leave with the prospect? Everyone tells me they want to differentiate themselves from other sales people; they tell me it’s about rapport and “the relationship”. So is there an easier way than to say thank you?
By the way, those that do not send me a thank you card after an interview, don’t get a second shot.