I was speaking with one of my clients, Andrea, yesterday about whether she sends out handwritten thank-you cards during this time of year to her important clients and contacts. She replied “I don’t just do that. I make homemade toffee, fudge and cookies for my clients. It’s a pain in the butt, but still worth it.”
It is no wonder she is one of the top rainmakers at her firm. She understands how thoughtful gestures show gratitude to the people who matter in her life. This certainly pays off for her. It builds the personal connection that is so important in the professional services market.
Buyers typically buy from professionals who are competent, trustworthy, and likeable. The likability part of the equation can tip the scales in your favor when going up against competition.
It goes without saying that Andrea excels as an attorney and delivers quality work. However, there are a lot of talented professionals in the legal market. To set herself apart, she pays attention to how the small things can build long-term relationships. Do you?
I understand that the digital age has steered many of us away from sending handwritten notes to our contacts. Emails and texts are so much more “efficient.” They’re also efficiently deleted from an inbox and your client’s mind.
An authentic, thoughtful action means so much more. I am not suggesting you need to hit the kitchen and make toffee, fudge, and cookies. Although if you do, your clients would be ecstatic! But at a minimum this year, send a quick handwritten note to your clients and show them your gratitude for the relationship you have.
This is the perfect month to do it. Thanksgiving month! Christmas cards get diluted by throngs of mail that arrive in December. Set yourself apart from the rest and surprise your clients with a note this month.
This is one more important step in building those long-term relationships that will continue to grow your practice.
If you aren’t doing it already, order your cards and send them out! I ordered my cards last week!