Joe Girard – the “World’s Greatest Retail Salesmen” for 12 consecutive years.

How did Joe Girard sell six cars a day, everyday?  Joe understood that appreciating people was the heart of success.  He built and maintained relationships. 

Joe Girard sold cars.  He was honored by the Guinness Book of World Records for being the “World’s Greatest Retail Salesman” for 12 consecutive years.  He sold 1,425 vehicles in his best year, and sold 13,001 cars during his career.  That’s an average of six cars a day!  How did he manage!

He sent 12 cards to each of his prospects and clients every year.  He created top-of-mind awareness by keeping in touch with them.  Each card had the same hidden message – I like you!  Towards the end of his career, he was sending out 13,000 cards a month.

 He had to hire two assistants to write the cards for him because he sent out nearly 13,000 greeting cards a month to his customers, celebrating everything from Halloween to Groundhog Day.  He created top-of-mind awareness by keeping in touch with them.  Each card had the same hidden message, “I like you” on it.

When Joe’s customers received a card in the mail every month, and his customers considered him to be a part of their family.  “The moment I sent my cards each month, the switchboard would blow up with calls for new business.” – Joe Girard.  People actually lined up to meet Joe, so that he could sell them cars.  There would always be a queue in front of Joe's dealership every Saturday morning.  

Joe proved, without a doubt, that greeting cards sent with a heartfelt message inspires customer loyalty.  It wasn’t the paper or colorful ink that sealed the deal.  It was the man behind all of this who cared enough to recognize and honor his customers’ birthdays, anniversaries and holidays.  The simple act of sending greeting cards aroused a sense of loyalty in his customers, and when it came time to refer their friends and family to buy a car, it was always Joe they thought of first.  The handwritten cards were Joe’s secret weapon of success, as they built a positive emotional connection that turned into endless referrals.

Joe's Checklist

• Keep in touch with people regularly
• Send them Thank You notes
• Send them greeting cards
• Send them news & information that will be beneficial to them
• Send them free goodies

Isn't that worth a card to you?  How do you show your appreciation and gratitude toward others?