Handwritten Notes Can Help Your Clients Build Their Networks

Marketing expert David Frey shared the following story of how George Bush Sr. become president -- winning the ultimate job.

It's said that every person that George met, he kept in touch with.

It didn't matter whether it was interns, politicians, business people, or clergy, he and Barbara Bush would make sure they stay in touch.

The way he did that was with simple greeting cards and personal notes.

(This isn't a political story -- it's a networking story. Read on.)
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Handwritten Notes are King!
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Here's quotes and excerpts from six different, well-known professional business experts about the power of handwritten notes.
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1. “Short handwritten cards yield long results. In sales, never underestimate the importance of the personal gesture, and right at the top of the list of effective personal gestures sits the handwritten card.

Always send memorable cards and personal notes when you are reminded of a person.”

HARVEY MACKAY, Author of "Swim with the Sharks Without Getting Eaten"

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2. "Because I understood that building relationships is what selling is all about, I began early in my career to send thank you cards to people. I set a goal to send 10 thank you cards every day.

Guess what happened? By the end of my third year in sales, my business was 100% referrals!”

TOM HOPKINS, Auhor of "How to Master the Art of Selling"

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3. "Sending cards is one of the most powerful tools in building a huge network, both professionally and socially.

People with the most impressive networks are typically avid card writers.

It's one of the best techniques for long-term winning without intimidation. I suggest getting into the habit of immediately sending out cards."

BOB BURG, Author of "Endless Referrals"

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4. "Write customers personal, handwritten cards frequently. If you run into an old customer anywhere, follow up with a handwritten card.

In this electronic communication age of email, the handwritten card with a postage
stamp gets more immediate attention than ever.”

DANIELLE KENNEDY, Author of Seven Figure Selling

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5. Welch sent handwritten notes to anyone in the company who he felt deserved personal communication, whether to motivate, correct, or congratulate, from top management to laborers.

Much has been said in business books and magazine articles about Jack Welch's habit of sending handwritten notes to his GE subordinates.

Matt Lauer of the Today Show said, "Jack is a master of the hand-written note.

JACK WELCH, Former CEO of General Electric

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6. Joe Girard, the world’s greatest salesman -- listed in the Guinness Book of World Records -- sent over 16,000 handwritten greeting cards to past customers and clients every month.

As a result of that effort, Joe became the #1 car salesperson in the entire world for 12 years straight. Nearly every one of his sales came from referrals.

JOE GIRARD, Author of "How to Sell Anything To Anyone"

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7. "I cannot overemphasize the value of the handwritten thank you note. I believe it’s more important than ever, because so few people do it anymore."

SHELLEY KAEHR, Ph.D. Author of Sales 101: Simple Solutions for Sales Success

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Are You Convinced Yet??
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If you're not sending out handwritten notes, then you're really missing the boat.

I personally write between 2-6 handwritten notes a day to people.

That one small practice has changed my life and the lives of many others.

Writing notes endears you to people and sets you apart as someone who truly cares about others.

With all the competition out there in today's business world, the one thing that can set you apart is the small, kind, thoughtful things you do for people.

And writing notes is the fasest, easiest, and most effective way to reach out and touch people.

Now that you're convinced that you should be sending out handwritten notes and cards, David recommends this solution to help you keep in touch:http://www.ILovetoSendOutCards.com
David Frey is the CEO of MarketingBestPractices.com and the author of the Small Business Marketing Bible.

Get More Prospects Into Your Pipeline

I'm taking the "Get Clients Now"™ program with Joan Friedlander and am really enjoying getting back to the basics of marketing by following the steps of the program. I first learned about C.J. Hayden's program in 2003 at the Career Masters Institute conference in Kansas City (now the Career Management Alliance) and always had an interest in applying the program to my business. I'm enrolled in it as part of my training to become a facilitator for C.J.'s "Get Hired Now!™" program.

One of the keys to the Get Clients Now program is filling your pipeline with prospects. I came across a neat little free 5-minute video, "List Building" with Stu McLaren, hosted by David Frey as part of his Small Business Marketing Best Practices video newsletter.

As David notes, "The money is in the list" -- whether an e-mail or snail mail list, having a defined way to contact prospective clients is vital to building your business. This should be an opt-in list, and the individuals should have given you specific permission to communicate with them. David even uses terminology familiar to those of you who know the Get Clients Now! system -- mentioned that these are people who already "like and trust" you ("CJ's system mentions the value of creating relationships for people to "know, like, and trust" you).

David and Stu share the three keys to building your list, and three ideas to help you generate traffic. I haven't tried them (YET!) but thought you'd enjoy hearing about them too.

Guest Author: Easy Marketing Plans

A Simple Way to Create a
Kick-Butt Marketing Action Plan
by David Frey

Have you ever sat down to write a marketing plan and your mind goes as blank as the white sheet of paper sitting in front of you? In this article you’ll learn how write an effective marketing plan that’s simple to create and that will get you results.

The secret to creating a fast and effective marketing plan is to break it down into bite size chunks by creating what I call mini-marketing plans. By that I mean, brief, action-oriented mini-plans in each of the areas of your marketing. Here’s how to do it…

Get out a blank sheet of paper. Now write down the left side of the paper these categories of activities. Make sure you leave about 10 spaces between each one. Ready? Here goes…

1. Publicity Marketing Plan – In this plan you’re going to write down the activities you’ll do to spread the word about you and your business through the media. This includes pitching stories to the press and writing press releases on a consistent basis.

2. Promotional Event Plan – The promotional event plan includes different promotional activities such as, having sales if you’re a retailer, or sponsoring contests, awards, or events.

3. Joint Venture Marketing Plan- Your joint venture plan includes things you can do with other businesses to promote your business. For instance, I have a good friend that sells burial plans and has teamed up with the VFW to market to their membership. That’s a joint venture.

4. Referral Marketing Plan - Every small business should have a referral marketing plan seeing as how it’s the most popular way for small businesses to get new customers. Your referral marketing plan will include specific referral programs that you plan to roll out this next year.

5. Internet Marketing Plan - Every small business should be on the web and actively engaged in promoting their products and services on the web.

6. Advertising Plan - Not every small business advertises but most do, so you should plan where you’re going to advertise and how much advertising you’ll be doing.

7. Customer Marketing Plan - A customer marketing plan helps you think about how you’re going to keep in touch with your customers and what types of targeted offers you’ll be making to them.

Now, these aren’t the only mini-marketing plans you should be thinking about. Service providers often also have a networking plan, public speaking marketing plan, or a volunteer charity or association involvement plan. The idea I’m trying to get across is to break down your overall marketing plan into bite sized mini-plans that help you to crystallize what it is you’re trying to accomplish.

Now that you have the titles to these mini-plans all you have to do is start filling in the holes. You see, this method helps you think in terms of marketing activities and the goals you need to set for yourself. Your plan doesn’t have to be perfect, but it does need to motivate you to do something. After all, how good is a plan if you don’t put it to use.

© Copyright 2003 David Frey, Marketing Best Practices Inc.