When we sell something, a verbal thank you is almost automatic — so automatic sometimes it can be perceived as less than genuine – a “comment on the weather” filler at best.

Should we do more? Of course.

Most of us work extremely hard to bring in new customers and once we do, we’re given an opportunity to begin building a “barrier to entry” for our competitors – a much more enjoyable position than fighting through gatekeepers and prospect apathy.

A quick sales check…

During a typical year, how many non-verbal expressions of gratitude do you and your team give to your important prospects and/ or customers (beyond an email)?

What’s the appropriate number? Tough to say, really. It depends on so many different variables (e.g., your margins (what you can afford), the potential future business from the customer and/ or the customer’s colleagues (referrals), what your customer might personally feel is appropriate, etc.).

Start with a handwritten note of thanks – making it a rule rather than the exception.

Then, invest some time outside the money hours (you and/ or your team) in developing some creative ways to show your gratitude year-round.

There are roughly 250 sales days a year for most people. Each is an opportunity to sell. Each is an opportunity for gratitude.

Be real. Be constant. Begin.