The power of a handwritten note

I saw this cartoon on a Facebook news feed a few days ago, and I had to laugh at how true it is. It made me remember back to the dial-up connection days when AOL ruled the universe, and how incredibly excited I would be to hear the "You've Got Mail" sound when logging into my account. I can also remember how dreadfully disappointed I was when I didn't have any new e-mails. Back then, getting an e-mail from a friend, family member, or acquaintance ranked high on the cool chart and definitely had a "wow factor". 

Fast forward to today: my inbox is constantly being bombarded by junk, spam, phishing, meeting requests, promotional discounts, and business conversations. Some days, I dread opening my inbox because I know it is going to be a chore to go through all the e-mail, and rarely do I find the time to read every message. Today, if I want to have a conversation with a friend, family member, or acquaintance, text messaging or FaceTime is a much quicker and more personal alternative. I even do most of my banking online these days, so electronic statements and bills add to the clutter in my inbox.

Yet, every day when I walk to the mailbox to get my mail, there is that same anticipation I had years ago when logging into my AOL account. Don't get me wrong, I still get my fair share of credit card offers, solicitations, and junk in the mail, but every once in a while I'll see a handwritten envelope that contains a personal message from a friend or family member. This is the kind of mail that makes a connection with me and ALWAYS puts a smile on my face. 

I suppose the scientific reason for the delight we have in receiving personalized cards and messages in regular mail has something to do with the principle of scarcity, although I have no basis of evidence for this and I haven't had the chance to read any scholarly articles on the subject. Nevertheless, utilizing this powerful tool can be a major differentiator in the sea of sameness. 

Put yourself in your prospect's shoes. They, too, are likely bombarded with a never-ending stream of e-mails filling up their inbox. Imagine their reaction when they open up a handwritten envelope that looks nothing like a bill or invoice with a personal message from you telling them how much you enjoyed your conversation the day before, wishing them good luck with their son's soccer tournament this weekend, and that you are looking forward to seeing them again soon. I think that sends a very different message than an e-mail stating the same.

Here are some tips to remember when sending a handwritten note:

• Use a plain, non-standard sized white envelope. Using a traditional envelope will make your note look too much like a bill or other junk correspondence. Try to find cards and envelopes that are sized like birthday cards or greeting cards that you would find in a card store.
• Handwrite the addresses on the envelope. This goes without saying, but typing the address and using a pre-made return label do not convey a personal touch.
• Put an actual stamp on the envelope for postage. Please do not use a postage machine to stamp the envelope. Go buy a book of stamps and do it right!
• Write everything in blue ink. Studies have shown that writing in blue ink is preferable.
• Keep your message short. The point is to make the prospect, client, or center of influence feel special. Keep it short and simple, with little or no mention of business. Express gratitude, appreciation, or encouragement instead of the usual utilitarian purpose behind most correspondence.
• Make sure your handwriting is legible. Don't rush your writing to the point you appear sloppy and dysfunctional. Give the impression that you took your time to write them a nice note.

Try it for yourself. Although it may seem a bit nostalgic, handwritten correspondence demonstrates an investment of time, effort, and money (e-mail is free) with a sense of meaning that goes far deeper than an e-mail or text message. Letting your prospects and clients know you care about them enough to take 5 minutes out of your busy schedule to do something as archaic as writing a note and putting it in the mail goes a long way in building loyalty. They'll love it, and you will also benefit from the feeling of satisfaction in knowing you are giving an experience they don't get elsewhere.

Want more strategies and tips on how to maximize profitability and deliver a memorable experience for clients? Check out Game Changers: 7 Things Every Financial Advisor Needs to Know on Amazon or iTunes today.