Saying “thank you” when someone does you a favor is just good manners. It's also incredibly important in sales because the first thing you must sell is yourself. You can't sell your product until you've demonstrated that you are someone the prospect will want to do business with.
Sending thank-you notes can have a huge impact on your sales because it shows that you not only appreciated what that person did, you also took the time to tell them so. A thank-you note doesn't have to be elaborate. Usually two or three sentences is plenty, and if you set up a few templates it really doesn't take long to prepare one when the occasion arises. Here are a few samples that you can use for those templates.
After setting an appointment over the phone - “Thank you for taking the time to talk with me on the phone yesterday, busy as you are. I look forward to our meeting next Tuesday at 10AM and promise to take only 15 minutes of your time.”
After an appointment when the prospect didn't buy - “Thank you for giving me the opportunity to tell you about my company's product. When you need a new [insert product here], I hope you will keep me in mind so that I will have the chance to provide you with excellent service.”
After an appointment when the prospect did buy - “Thank you for giving me the opportunity to offer you one of my company's exceptional products. I am certain you will benefit from our new relationship. If you have any questions about your [insert product here], please contact me immediately so that I can provide you with excellent service.”
After someone gives you a referral - “Thank you for referring [insert referral name here] to me yesterday. You can be sure I will provide him/her with the highest quality of service possible.”
After a prospect gives you a final “no” - “Thank you for taking the time to consider my company's product. I regret that we were not able to meet your current needs. Please feel free to call me if your situation should change or if you have any questions. I will keep in touch with any updates, as I hope that we will be able to do business together in the future.”
After an existing customer buys again - “Thank you for giving me the opportunity to once again serve you. I trust that we have continued to meet our own standards for exceptional service. Should you have any questions about your [insert product here], please contact me immediately so that I can assist you.”
On a customer's anniversary - “I am writing to thank you once again for being one of our valued customers. We frequently update our product offerings, so I encourage you to let me know if you have any questions about your [insert product here]. If you would like to know about our recent updates, please give me a call.”