My Post-Election Sales Tip of the Day

I, like countless other Americans am glad that the 2016 presidential election is over!

(This is not a political post or an endorsement of the President-Elect. I’m a registered independent voter and voted for Gary Johnson since I couldn’t bring myself to vote for Hillary Clinton or Donald Trump.)

There are countless reasons and factors that determined the winner of the 2016 Presidential Election. Congrats winner: 50% of the country didn’t vote for you.

One of the main reasons I believe that Donald Trump won the presidency is this: He uncovered pain of the voters, addressed it and promised he’d fix it. There were many voters who felt they were forgotten and left behind by Washington, DC in this current economy. Fair or unfair, Trump continually magnified his voter’s “pain” and said he’d do something about it.

It remains to be seen if he will keep his promises and fix America’s “pain” but I digress.

How about you? When you’re reaching out to potential clients, do you simply throw up a bunch of features and benefits and hope something sticks?

Or do you uncover your sales prospects “pain”, probe deeper and magnify it and show how your solution will solve their pain?

If I have a splitting headache, I’ll do about anything to relieve that pain.

It’s the same with your sales prospects. Uncover their pain, address their pain and tell them specifically how you’re going to fix it, and they’ll “vote” with their budget.

The power of a handwritten note

This isn’t the first article on handwritten notes and it certainly won’t be the last.

My wife and I have a sitter we use for date nights, doctor visits, etc. I’ve known this gal for over 10 years from church.

We recently referred her to a colleague of mine who have a little boy so they can have someone for date nights and other events.

On Saturday we received in the snail mail a small thank you card and a gift card to Chili’s from her thanking us for referring her to my colleague.

Wow! That was unexpected. And I’m not referring to the monetary value of the gift card.

We in sales all know after gaining a new client or referral that we should send a handwritten thank you. But we don’t. I think we get so busy we simply forget to.

3 quick observations:

1. How often do you get a handwritten note by snail mail these days? Seriously? It’s rare. Just by doing this small task more often, you’ll stand out.

2. It was unexpected and it brightened my day. Lately my allergies have been flaring up and I feel physically drained. This little act made my afternoon.

3. How likely am I going to refer our sitter to other couples and friends who need occasional babysitting help? Very much so! She took the time to send us a small note. She didn’t have to and I knew she was appreciate that we passed her name along. She stood even more by thanking us in writing.

So what can the power of a handwritten note do in your sales world?