Planning for your Return to Business

Planning for your Return to Business

By: John Hill


One of the traits of the successful people we know is discipline. The ability to set out on a task, develop a strategy and create a time goal for achieving that task.

You have made your last call for the day to a client. He or she is just as frustrated as you are with the present situation. You try to be positive, but it is not easy. You are going through the same thing as the person on the other end of the phone.

What do you do about it? Do you stop making calls? Do you stop trying to sell? No. That will never happen. You must “bite the bullet” and keep pushing. Maybe making phone calls is not the best way to go at the present time.

Here is a suggestion that has worked for me over the years. Write a letter. Not an Email, but, a real letter, on your company letterhead to the President of the company. Be sincere. Tell that person how, when this pandemic is over, you expect to show that person some new and exciting products or services. Tell that person that you have been selling to his or her company for several years and that you appreciate his or her business. Let them know that you are here for them if they need anything during this time.

Most presidents of companies have an ego. Everyone likes to be flattered. I know that I do. When that person receives the letter, what do you think he or she will do? Will they pass it down the line to its management with a positive note attached? I have had company presidents frame my letters and hang them on their wall. Others have been included in company newsletters. I have had presidents receive my letter and ask me to stop by.

Sending a letter shows that you have taken the time and effort to draft a letter to the specific person. To me, that shows that you are interested in that person, and his or her company and that you care. People want to do business with people that they like. It this day and age where everything is so technologically dependent, it would be refreshing to receive a personal letter from a business partner.