Jimmy Fallon Shouldn’ t Be The Only One Writing Thank-You Notes!
BY: ERIC SILVERMAN PRINCIPAL & OWNER, THE SILVERMAN BENEFITS GROUP
One of my favorite comedy bits on The Tonight Show Starring Jimmy Fallon is his Friday night“ thankyou notes” segment. Sure, it’ s hilarious and witty, and the musical interaction with his band leader and his co-host is comedy gold, but what I like most is that Jimmy hand writes each note, one by one.
RIDDLE ME THIS: YOU ARE THE LEADER OF YOUR ORGANIZATION AND ONE OF YOUR SALES PROS TOLD YOU A STORY ABOUT HOW HE OR SHE JUST HAD A TERRIFIC PHONE CONVERSATION WITH A NEW PROSPECT BUT FAILED TO BOOK AN APPOINTMENT WITH THE PROSPECT. NOW WHAT? DO YOU THINK YOUR
SALES PRO EVER CONSIDERED SENDING THE PROSPECT A HANDWRITTEN NOTE TO ESSENTIALLY THANK THE PROSPECT FOR HANGING UP ON THE SALES PRO?
While cutting my teeth in sales during my college internship, I was fortunate enough to have the most consummate sales professional as my first mentor. David had taken every sales course out there, from flying across the country to walking on hot coals with Tony Robbins to reading the most cutting-edge sales books written by industry gurus. David was always preaching“ the art of the handwritten thank-you note” and how it can be used for everything from prospecting initial appointments to showing after-the-sale appreciation and everything in between.
Once, after I was just hung up on, David asked me what happened. After all, he had heard me on the phone having, what sounded like to him, a solid conversation with a potential new client. I told him that the prospect seemed interested but still hung up on me. His response was priceless:“ That’ s great. Let’ s send him a thank-you note!”
I thought he was joking, of course, but I soon realized he had never been more serious. Being the young and green sales intern that I was, I figured I would appease him and give it a try. After all, I was coachable and what did I have to lose other than a few minutes writing it out and a 34-cent stamp?
THE FORTUNE IS ALWAYS IN THE FOLLOW UP I called my prospect back later that week and the gatekeeper asked if he was expecting my call. My answer was“ Yes” because I wrote in my note to please“ expect and accept” my call. To my surprise, my prospect picked up the phone and I booked the appointment! Now this won’ t happen every time, of course, but imagine
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