Every salesperson knows a personal touch and a standardized follow up process can mean the difference between a closed sale and a lead going cold. But when you’re juggling a sales calls, managing a busy appointment schedule, keeping up with routine office and administrative matters, and trying meet quotas, the “extra” touches like a follow up note can get lost in the shuffle. If you aspire to send every sales prospect a handwritten note but find the task always gets pushed to tomorrow’s to-do list, you might want to consider an alternate method of follow up. To stand out from the crowd while maintaining the personal feel, the best sales teams are turning to postcards to deliver follow up messages and seal the deal. But to really make your postcards work for you, there are a few things you need to know about getting your message across.
Maximize Your Personality On Both Sides Of The Postcard
While those other guys are following up with lengthy typed letters that no one will read, and burying them in boring white envelopes, you have the opportunity to make your postcard stand out at first glance. Put extra effort into picking the right image to reinforce your brand, value proposition and personality. Skip stock photography and use this opportunity to focus on your product, your service or even you in action. Make sure to keep the text to a minimum – this isn’t a brochure. It is your calling card – and one that should grab their interest visually.
Keep It Simple And Appreciative
You’ve already had the sales talk so skip it in your follow up postcard. Remember that the point of this postcard is to thank your prospect and remind him or her that you really care – not reiterate your sales pitch. Keep any references to your product or services out of your message and include direct contact and social information as the only calls-to-action.
Make It Personal
Order printed postcards with your headline text, image and return address information to help expedite the process. However, when it comes to your prospects’ information, handwritten is key. Avoid using labels or mass mailings and hand write a personal message, including a specific reference to their company or needs. The messaging needs to feel personal and unique, otherwise you will lose effectiveness.
By getting personalized postcards preprinted, you can make sending them out as a follow up a much simpler step in your sales process. To make it even easier, keep a stack of postcards handy in your car, briefcase or office and attach postage in advance. This way when you’re ready to follow up, you simply need to write in the recipient’s address and a brief message – a very personal touch for very little effort.