– M.F.K. Fisher (1908–1992)
American food writer

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Sales thanks…

Do your people (customers, prospects, team, colleagues) know they’re important to you? Always? Sometimes? Rarely?

Remember… It’s your occasional words and continual actions that’ll help them know best.

To be sure it’s a closer to always thing, consider implementing a personal appreciation audit each month or quarter for your most important people – remembering that actions speak louder than words (but words are important too).
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Q1 printable JustSell calendars are up for the year Two-Twelve (one less syllable… and a yearlong reminder to give it that extra degree of effort).

Printable salesday counts for 2012 are also ready.
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Today’s SalesQuote is from Fisher’s book, How to Cook a Wolf (1942) – a cooking classic published during World War II as a guide to enjoying food during tough times and budgets.

Here’s more on Fisher and the book from The Takeaway in 2009 (4 minutes). Interesting on its own but at about 2:45 they illustrate a great example of why we shouldn’t talk over others (because it sounds silly).

This weekend (and every day), we wish you great food and conversation wherever you might be.

To those still selling hard today… We salute you.

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– Theodore Roosevelt (1858–1919)
26th president of the United States

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SalesTough…

Roosevelt was an advocate for "the life of strenuous endeavor." He was a rancher, captured an outlaw, authored 35 books, served as president of the American Historical Association, led two major scientific expeditions for prominent American museums, served as president of the United States (started as the youngest in history – 42), won the Nobel Peace Prize, and was the father of six children.

After he left the Presidency in 1909, he went on a safari in Africa. When he returned, he ran for President in 1912 as an independent because he lost the Republican nomination. While campaigning, he was shot in the chest by a fanatic and ultimately recovered. His words at the time…

"No man has had a happier life than I have led; a happier life in every way."

What will you make happen in the last 26 salesdays of 2011?

Be SalesTough. No Gomos*. No busywork. We’re here to sell.

(gomo: someone who goes through the motions… get a wristband here)

For another favorite from Roosevelt and a nostalgic wallpaper… use this link.
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Tomorrow (and every day), we wish you great food and conversation wherever you might be.

To those still selling hard today (and on Friday)… We salute you!
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In 1939 and 1940, we had two Thanksgiving days in the U.S. It all had to do with sales (here’s why).

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–George Bernard Shaw (1856–1950)
Irish writer

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Sales reflection…

Think about your work (contribution).

Whether you feel lucky or not with what you’ve been given (or earned) as your opportunity to work, you’re ultimately just a steward of it for a relatively brief period in time.

It will be handed off to someone else at some point (your territory, your team, your customers).

If you thought of that work as being put in a box to be given to someone else, what would you want the recipient to think when they opened it up?

Wouldn’t you want it to be something that’s difficult to improve on?

Wouldn’t you want them to crack open that box… look in… smile… and say… "Wow. That’s great work."

No Gomos. No D-grunts.

Just Smove (it’ll help you sell more).

(gomo: someone who goes through the motions, d-grunt: someone who’s disgruntled… wristbands here)
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So many great quotes are hidden within even greater thoughts and passages. Here’s Shaw’s complete thought from above…

"This is the true joy in life, the being used for a purpose recognized by yourself as a mighty one; the being thoroughly worn out before you are thrown on the scrap heap; the being a force of Nature instead of a feverish selfish little clod of ailments and grievances complaining that the world will not devote itself to making you happy."

Print out the full version.
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Another favorite minute from Nike to get you revved up. I watch this one at least once every couple of weeks. I love how it builds and then pops at 0.38.

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Should we do more? Of course.

Most of us work extremely hard to bring in new customers and once we do, we’re given an opportunity to begin building a "barrier to entry" for our competitors – a much more enjoyable position than fighting through gatekeepers and prospect apathy.

A quick sales check…

During a typical year, how many non-verbal expressions of gratitude do you and your team give to your important prospects and/ or customers (beyond an email)?
 
What’s the appropriate number? Tough to say, really. It depends on so many different variables (e.g., your margins – what you can afford, the potential future business from the customer and/ or the customer’s colleagues – referrals, what your customer might personally feel is appropriate, etc.).

Start with a handwritten note of thanks – making it a rule rather than the exception (see page X for the 4 basics behind a written thank you – and a couple samples).
 
Then, invest some time outside the money hours (you and/ or your team) in developing some creative ways to show your gratitude year-round. Embrace one of the 8 ideas on page X, or let them inspire you to go even further.

There are roughly 250 sales days a year for most people. Each is an opportunity to sell. Each is an opportunity for gratitude.

Be real. Be constant. Begin.

Just Sell®

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4 basics of thank you notes

Be prompt

Write a thank-you note within 72 hours of the event (deal, meeting, dinner, referral, etc.). Procrastination can lead to missing the opportunity altogether.

Be professional

Write your note on quality stationery (or in a quality card) using your best handwriting. Consider getting note cards or stationery professionally printed. They can be imprinted with your company’s name and logo, your name or monogram, or you could print them with a special picture or drawing you’ve created or licensed.

Be specific and brief

Specifically identify the event for which you’re thanking the individual ("Thanks for arranging a meeting with your CEO, Mr. Jones".). Explain how the event or gesture is meaningful to you. Minimize corporate speak and have fun if appropriate given your knowledge of the recipient’s personality ("As you probably know, being referred is so much more enjoyable (for everyone, I think) than the cold call."). Try not to exceed 100 words.

Be real

You might suggest a future business meeting, an informal lunch, or making contact at an upcoming professional event ("Let’s grab lunch at the XYZ Conference next month."). If you have an established relationship, then include a more personal note related to the event prompting the thanks. You might reference a recent personal conversation, mention an upcoming event or recommend a book you know matches the person’s interests, or offer a round of golf at your club ("Come on out to the club with me to show off that new putter."). This shows you value the relationship beyond the gesture.

Sample notes

Dear Tom,

Thanks for selecting ABC for XYZ Inc.’s marketing needs. I appreciate your confidence in our services and the opportunity to further develop the concepts we discussed.

I’ll follow up with you in a couple weeks to get your thoughts on our team’s progress.

In the meantime, please call or email if you need anything at all.

Sincerely,

Max Pitch

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Dear Jennifer,

Thank you so much for the introduction to Bob Jones at XYZ. I appreciate your confidence in our service. Referrals allow us to focus even more on service (which we love).

I’ll see you at the LMN convention in New York next month. Let’s make time for lunch.

Best regards,

Maxine Pitch

P.S. What a great seminar! If we can implement just one of those ideas, then we’ll be on the right track

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8 ideas beyond the note

Keep in mind… these ideas are a starting point. Whether one is fitting depends upon your individual sales world and individual business relationships. Use your best judgment in matching the expression of gratitude, whether it’s periodic or a one-time gesture, to the event and relationship. Above all, make it real and make it about them.

Food

Whether it’s a food basket, pizza, or bagels for an office, food gets noticed (and appreciated) – not only by your primary contacts, but also by their colleagues or families. The "who sent this?" question is sure to follow, giving you and your company an added mention. (one of our personal favorites)

Blank-of-the-month clubs

Clubs that send a particular item (e.g, food, books, music, wine, clothing, etc.) every month are a great way to be sure your contacts are reminded of your gratitude (and relationship) at least once a month without you calling.

Luxury time savers

Time is life’s most valuable commodity. It’s the only thing we can’t get back. Consider a time-saving gift for your most valuable people such as…

• Maid service (for a day or periodically)
• Car detailing (once or on a regular basis)
• Personal assistant services
• Monthly manicures
• Dry cleaning services

Customized items

Hundreds of food, drink, and gift products can be customized with your name, message, or company logo. A couple of unique thoughts include customized M&M candies (http://mymms.com/business) or creating your own customized gift items through CafePress.com (http://www.cafepress.com) or Zazzle.com (http://www.zazzle.com).

Helpful resources specific to a life event or interest

Weddings, becoming a parent, buying a first home, and getting a pet all provide genuine opportunities to express interest in and gratitude toward your most important people. Ideas here might include…

• A book, audio series, or special magazine subscription on parenting for the new mother or father
• A subscription to a blogging service for your contacts who’ve always wanted to write a book
• A bone for the new dog owner
• Home-delivered meal for the person who’s just moved into a new house
• An online class
• A donation to a charity in the name of your contact or your contact’s business

Hobby-related items

Hobby-related gifts ideas are almost endless given the depths a hobby can go. Find items related to your contact’s known hobbies at mainstream stores, or go deeper, looking for rare finds and collectors’ items at places like eBay. Tickets to hobby-related events or classes might also be appreciated (e.g., cooking, design, sports, music, etc.).

Entertainment

Online movie memberships with Netflix or Blockbuster provide a great regular reminder of your gratitude (or just a DVD of a favorite movie mentioned). Other ideas include…

• Tickets to sporting or musical events
• Gift certificates to a local restaurant
•  iTunes gift cards
•  iPod shuffle w/ several songs preloaded
• Satellite radio unit with an annual subscription

Real business or real leads

The holy grail. Enough said.

 
Now go sell something.~>

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