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So here is a keeper. People always remember the “little things you do!” It’s true. You could send a client a finder’s fee for $150. for a referral they gave that panned out for you, but that is not nearly as memorable as doing a nice, small gesture for them. It could be something like making a cd of classic songs you know they would like or maybe some classic tv shows on dvd that are their favorite and that they have not seen in ages. Maybe you are an artist and you draw an incredible picture for them. They will usually be blown away by any genuine gesture like these. It reminds them of one of the reasons why they do business with/befriend you. It shows that you have a genuine interest in them and their well being. It’s like someone saying “I use XYZ bank because whenever I go up to the drive through they always have a dog biscuit for my puppy or a lollipop for my child!”…The little things matter!! My challenge to you is to look at all of your clients and think of something memorable you can do for each and every one of them. Something that will make them smile and they will not forget. Have fun with it and be creative. Remember the saying: “People may forget what you say or what you do — but they will never forget how you made them feel!” Question: When is the last time you sent a prospect or client a hand written thank you note? Probably a long time, right? Well, guess what? Handwritten thank you notes are very important and valuable. They are from the heart and show that you have taken the time to thank them for the time they spent with you or perhaps the business they gave you. Again, make sure it’s hand written and written by you (not someone in your office!) The fact that few people do this anymore means you will really stand out like a diamond in the ruff!

Prospecting is developing sales leads with people who may be in the market for our products or services and beginning relationships with them that lead to sales. It is a never-ending, crucial activity. No matter how successful we are, we have to always keep prospecting so we can make sure our pipe line is filled all of the time. If leads dry up we are in big trouble. We cannot always rely on the status quo, our current clients. Prospecting is the crucial part of business development growth. We have to be very diligent, focused and persistent about it. Build a successful system so that prospecting is an integral part of our business routine. WARNING: Many sales folks slow down on their prospecting activities when everything is going well. Do not fall into that trap! I have found the most effective method of prospecting is getting referrals. Build strategic alliances where you and your strategic partners are top of mind. Remember, you have to give to get. Today’s sale had to do with our many yesterdays. Ask yourself, “What was I doing yesterday? What was I doing last week? What was I doing last month? What was I doing last year?” Hopefully…you were prospecting!!!

Many of you who know me know how much of a fan I am of Napoleon Hill. Napleon Hill was of course the author of one of the most influential books ever written Think and Grow Rich. What’s that, you don’t have it? You never heard of it before?? Oh me garshhhhhh. Well please stop what you are doing and go to Ebay, Amazon or the bookstore and plunk down $10 immediately for this book. It is the greatest book ever (in my mind and many others) on sales and self help. Mattter of fact 1000s of our greatest sales people and self help experts over the past 80 plus years were all heavily influenced by Think and Grow Rich. I promise you, if you read this book your life (personal, business, spirtual) all will improve. Gosh I’m getting giddy just thinking of you reading it for the first time WHAT A GIFT!!! I can talk about this book for days, but I will just share one quote from it that I live by. Matter of fact it’s one of the most powerful things I have ever heard. Here’s Henry Ford to Napoleon Hill: WHETHER YOU THINK YOU CAN OR YOU THINK YOU CAN’t YOu’RE RIGHT – Think about that. It’s like a self fulfilling prophecy. Wowwwwww. Powerful stuff huh! There’s a reason this is the top selling success book of all time and that it is called the granddady of all motivational literature! Let me know your thoughts after reading it. Would love to hear from you.