Gratitude and being outstanding

Gratitude and the Many Ways to be Outstanding

“No matter what you are trying to accomplish, maintain a firm belief in your ideas, bring the greatest amount of energy to them. Be willing to endure the indignities that may result. Being a mover and a shaker in (any) profession means sticking with an idea or system longer than anyone else.” Author Unknown

Or as I like to say, “It pays to be the last one standing”. This mantra has helped tremendously in both my sales and speaking careers. No matter what business you’re in, to be outstanding in what you do, persistence, kindness, and gratitude pays off.


Here are the statistics: 44% of sales people give up after one “no;” 22% give up after two, 14% give up after three, and 12% give up after four. However, most prospects say “no” four times before they say “yes.” It’s the fifth ask that gets the order. Persist!

A great way to stay in touch is to have some kind of newsletter or regular correspondence. When I was in the welding industry, I created a hard copy newsletter that I wrote, stapled, stamped and sent every month. While in medical sales. I switched to a monthly e-newsletter.

Now I send a short, inspirational weekly message known as the “Gratitude Thought for the Week.” By providing weekly content, I am merely a “reply” away from connecting with my clients and I get to hear from them, without having to pursue them, when they read something that hits home.


Bring value to your prospects and clients. Just because you need four “nos” before your “yes,” doesn’t mean that every call should be only about getting the order. Figure out what YOU can you do to make your prospect’s life a little easier.

To be considered Top of Mind for your clients, they must also be Top of Mind to you. In order words, look for ways you can be of service. Look beyond making a sale as your end game. When you see an article that you feel your client would find helpful, email it to them, even if you’re not the author. If you can’t help your customer, but you have a competitor that can, why not refer that customer to someone who can get them what they need? After all, there’s more than enough business for all of us, and when we help out a client, at the expense of our own good, they remember it.


Make sure you express your appreciation – every sales call. Every order. Every referral. What gets recognized gets repeated, so thank early and often. Be specific, be sincere and you will be a success.

Thank your clients in a variety of ways. A hand-written thank you note is particularly effective since they are so rare. The funny thing is that everyone knows the value of a handwritten note. But, not many people make the effort to send one.

Keep a stack of thank you notes, a pen, and stamps in your car. Immediately after each sale, program or visit, write the thank you note while you are still in the parking lot. Put it in the next mailbox you come to. The meeting will still be fresh in your mind and the client will be impressed when they receive your note the next day.

Thank YOU for taking the time to read this article. I’d love to hear your comments, ideas, and feedback on your experiences with appreciation. It means the world to me and I appreciate you!


  • Lisa Ryan

    Lisa Ryan is the Chief Appreciation Strategist with Grategy, a company founded on the principles of leveraging the power of gratitude in business and in life. Utilizing 20+ years of sales, marketing, and training experience, As an employee engagement keynote speaker, Lisa helps companies keep their best customers and top talent from becoming someone else's. She does this by training individuals, teams and organizations the importance of appreciation in creating stronger relationships, and becoming healthier, happier and having a lot more fun in life. Lisa is the author of six books, including: "The Upside of Down Times: Discovering the Power of Gratitude," "Express Gratitude, Experience Good: A Daily Gratitude Journal," "From Afraid to Speak to Paid to Speak: How Overcoming Public Speaking Anxiety Boosts Your Confidence and Career," and "With Excellence." She is featured in two movies: the award-winning "The Keeper of the Keys" with Jack Canfield (Chicken Soup for the Soul), John Gray (Men are From Mars/Women are From Venus), and Marci Shimoff (Happy for No Reason and "The Gratitude Experiment" with Bob Proctor, Dr. John DeMartini and Mary Morrissey.