Today my card went to a prospective client. What I’ve learned, whether it be sending a handwritten card, an email, or sales conversation is to approach every opportunity with an open hand. The deal might work out, it might not. Every client matters, but no one client will make or break a career. When people feel invited to work together, or not, they feel so much more freedom and confidence in their choice. And when we use “strategic” language, or assumption words (when they haven’t fully decided yet), it can create levels of obligation or pressure that are easier to walk away from or back out of. I think thanking someone for their time for a presentation or sales opportunity is great. And if you do it right they feel THANKED, not MANIPULATED. I don’t know about you, but I’d rather spend time with people who actually want to be with me, than with people who do so out of obligation or fear. Open hands are a lot better at receiving. And if something leaves that open hand, it doesn’t hurt all that much.

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