Risk & Business Magazine California Risk & Business Magazine Summer 2017 - Page 28

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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