Thank You notes build relationships and help close sales.

My friend and strategic partner, Frank Damelio of Target Intellect, sent me an email about a conversation with one of his clients. His client said:

"My team doesn't get it, they don't cultivate relationships, everything is a transaction. For example, after your last presentation you sent me a thank you card; that's probably in your DNA to do these things, but my team needs to understand how to build relationships."

Does your trade show strategy include sending a Thank You? To maximize its effectiveness, it should be handwritten in blue ink. It is even better if it has your picture on it. The envelope should also be handwritten with a stamp on it - not metered postage.

If you would like to see what mine looks like, thanks to Bob Burg, send me an email or give me a call.

For those of us with limited resources, SPEED OF EXECUTION is a key to trade show success. Proper planning, before your trade show even starts, allows you to pre-write a SIMPLE, generic Thank You with space for the attendee's first name so you can personalize it. Pre-write your return address, and stamp the envelopes. While you are at the show, make it a part of the qualification process to write the person's name on a Thank You; write out the address; and stuff the envelope. Mail them all that day. If you received a Thank You that fast from a trade show you attended, would you be impressed?

People do business with people that they know, like and trust. A timely, personalized, non-sales pitch Thank You with your picture on it allows trade show attendees to begin to know, like and trust you. Once established, you will close more sales.