Anybody can remember to write a thank-you letter to a customer after a successful sale or referral. When else should you say thanks? After a final refusal, or when the customer decides to buy from a competitor. A brief, polite, handwritten note thanking a prospect for his or her time and consideration is one of the best ways you can show your professionalism and concern for the customer's needs. It also keeps the door open for you to check in with the customer in six months to find out whether he or she is still satisfied with the decision.
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