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Comments or Suggestions?
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By Bob Leduc
How would you react if you received a personal "thank you" from a company or person a few days after you spent money with them? You'd feel good and probably want to do more business with them sooner rather than later. Why not give that same feeling to the most important people you know--your customers.
I bought my first new car when I was 21 years old. It was a bright red convertible. Along with the joy of owning my dream car came the responsibility of paying for it. I remember how the feeling of buyer's remorse plagued me for days after I drove the car off the dealer's lot.
About a week later I got a personal letter from Ray, the salesman who sold the car to me. He thanked me for the business and congratulated me for making such a wise decision. He then went on to list all the benefits I'd enjoy as a result of my wise decision.
Ray's letter didn't change the car payments I faced for the next 3 years. However, it did change the way I felt about them. I lost my buyer's remorse almost immediately. Ray's letter also changed the way I felt about him. I bought threemore cars from Ray during the next 10 years.
I used versions of Ray's thank you letter throughout my business career. They helped preserve a considerable amount of business. They also helped solidify many valuable business relationships.
Benefits of The Unexpected Thank You
Here are some benefits you gain when you send a personal thank you to a customer or client who just gave you business:
* You reduce or lower any buyer's remorse your customer or client feels after their purchase.
* You develop a closer relationship with your customer.
* You gain word-of-mouth advertising when your customers tell everybody about your unexpected thank you letter and how good they feel about doing business with you.
* You have an opportunity to resell more (or other) products or services. You can even promote this by including a special price or discount offer in your thank you letter.
* You enhance your image as a consumer-oriented business.
Your unexpected thank you does not have to be lengthy. You don't have to write it individually for each customer or client. Just use the same text for everybody with a few minor changes - like inserting the customer's name. You don't even have to take the time to type envelopes and mail letters. You can send your thank you by e-mail, fax or even on a postcard. Just be sure to personalize it as much as possible.
Examples
If you ordered books from Amazon.com, you received a good example of an unexpected "thank you" letter by e-mail. Their thank you e-mail message even includes the titles of other books you can order on the same subject.
I recently spoke with a network marketer who sends what she calls a congratulatory letter to all her new distributors two days after they sign up. In it she repeats the specific financial goals the new distributor mentioned before signing up. Then she includes a brief description of how the business will enable the distributor to achieve them.
Most buying decisions are made on impulse. Later we look for logical reasons to justify our decision. Help your customers with this by sending unexpected thank you messages. Remind them of the benefits they will gain by using your product or service. It reassures them of the wisdom of their decision and reduces your cancellations and refunds.
Bob Leduc spent 20 years helping businesses just like yours find new customers and increase sales. He just released a New Edition of his manual, How To Build Your Small Business Fast With Simple Postcards and several other publications to help small businesses grow and prosper. You can get more information by visiting: http://BobLeduc.com or call: 702-658-1707 After 10 AM Pacific Time/Las Vegas, NV
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