What Do You Say To Price Shoppers?

By Rosalie Marcus

http://www.promobizcoach.com/

What do you do when a prospect tells you they can buy the promotional products you're recommending cheaper on the Internet?

These days Internet sites abound with promotional products, frequently at discount prices, but...can a web site provide the level of service, creativity and product knowledge that you, a promotional products sales professional can?

Here's something to say when this challenge presents itself:

Every promotional products sales professional needs a really good 30-second commercial that they can use and modify depending on who they are talking to.

It should address:

The problem: "These days searching the Internet can be very time-consuming and hit-or-miss. Plus, when problems arise there's no real sales person or customer service."

The solution: "The good news is I'm a promotional marketing specialist. I can find the perfect item to meet your objectives, at the right price, faster than you can - and I guarantee quality and on-time delivery. My vast knowledge and supplier resources will ultimately save you time and help you make more money.

A way to stay in touch. If your prospect is still not interested in your service ask permission to send them a monthly newsletter with free business promotion tips or articles of interest. Demonstrate your expertise. The prospects you most want will come to realize the value you provide and see your service as a time and money saver.

What do you say when a prospect or client says "I found it cheaper on the Internet?" I would enjoy hearing your thoughts. All replies are welcome. Just hit the reply button at the bottom of this post.

If you're looking for more answers to your business challenges and proven shortcuts to your success check out the FAST TRACK program. It has all the answers you need to get your promotional products business going FAST!

Not sure if the FAST TRACK program is right for you? Ask me anything you want and I'll help you decide. You can reach me at Rosalie@promobizcoach.com or 877-570-6766.

Have a great week.


Rosalie

Rosalie@promobizcoach.com

Featured Resource:

The FAST TRACK to Promotional Products Business Success!

New to promotional products sales? Stuck at a sales plateau?
Here's how to get your business going fast!
No other program is as easy to use and has as many resources.

The FAST TRACK program comes with hundreds of dollars in discounts from top industry suppliers and is instantly available on-line. The FAST TRACK doesn't cost you, it pays you in savings and industry knowledge. Instantly available, easy to follow and inspiring.

Manual + Audio + Online Resources = Success!


STOP struggling...Start using The FAST TRACK for Getting Sales, Making More Money and Saving TONS of Time and Frustration! Click here to preview.


Rosalie Marcus, The PromoBizCoach (tm) teaches promotional products professionals how to get more sales, better clients and a higher income. Get a free special report: How to Attract Business in 30 Seconds or Less at http://www.promobizcoach.com/

Reach her at Rosalie@promobizcoach.com or 877-570-6766.

What's Your Most Powerful Sales Tool?

By Rosalie Marcus
http://www.promobizcoach.com/

Did you know the most powerful tool for increasing your sales is always with you and it's free?

What is it? It's your mindset. As a promotional products sales professional, it's important to keep a positive mindset no matter what's happening around you. Being positive and pro-active (focusing on what you can do, not what you can't) will go a long way in increasing your sales and income.

Here are eight steps to take today:

1. Focus on what you can control: your beliefs, your thoughts and your actions.
2. Surround yourself with positive people. You know who I mean, the people who are upbeat, positive and encouraging.
3. Turn off the negative news. I'm a big believer in staying informed, but too much negative news can have a detrimental effect on your income and attitude.
4. Change the conversation. If someone around you is getting negative, change the conversation or end it.
5. End your day with an inspiring book or audio. You'll sleep better and wake up in a better frame of mind.
6. Keep a success journal. At the end of every business day write at least one or more positive things that occurred that day-- no matter how small.
7. Focus on what you want to happen, not what you don't want. Your thoughts become your reality. Write a daily intention every day, that's the thing you most want to happen or accomplish that day.
8. Exercise and get plenty of rest. I know, you've heard this before, but the better shape you're in mentally and physically, the better shape your business will be in.

This week's question: What do you do to keep a positive mindset? Which of these strategies have worked for you? I'd like to hear from you. Just hit the comments button below to reply.

Have a great week.

Rosalie

Rosalie@promobizcoach.com

Featured Resource:
The FAST TRACK to Promotional Products Business Success!

Did you know The FAST TRACK program comes with hundreds of dollars in discounts from top-industry suppliers and is instantly available on-line? The FAST TRACK doesn't cost you, it pays you in savings and industry knowledge.

Instantly available, easy to follow and inspiring.
Manual + Audio + Online Resources= Success!
STOP Struggling...Start Using The FAST TRACK for...Getting Sales, Making More Money and Saving TONS of Time and Frustration! Click here to preview.

Rosalie Marcus, The Promo Biz Coach(tm) teaches promotional products professionals how to get more sales, better clients and a higher income. Get a free special report: How to Attract Business in 30 Seconds or Less at http://www.promobizcoach.com/
Reach her at Rosalie@promobizcoach.com or 877-570-6766.

Five action steps to take now...

By Rosalie Marcus

http://www.promobizcoach.com/

What a week! Challenges are everywhere. If you're like most business people, you're concerned about the economy and how this will impact your business.

Here are five action steps to take now:

1. Protect your cash flow. Whenever possible ask for deposits or pre-payments on your promotional product orders that will cover your costs. Consider setting up a merchant account to take credit cards if you don't already do so. Consider instituting a 1% discount for payments received within 10 days.

2. Stay in touch with your current clients. Remember out of sight, out of mind. Let them know you're there to help them. Send marketing tips and business articles of interest. Send them a coupon with a special discount offer. When they are ready to buy, they'll remember you. My gut instinct is that people may delay their purchases this year, but they will be buying. Having a consistent stay in touch policy keeps you top of the mind.

3. Keep the lines of communication open with suppliers. Suppliers are there to help you. You're their life-blood of their business. Keep the lines of communication open. Any payment problems should be discussed as soon as possible. Look for special offers and better pricing to help your bottom line and generate new sales.

4. Reach out to strategic alliance partners. Strategic alliance partners are people who serve the same target market but are not direct competitors. For promotional products professionals alliance partners could be: meeting planners, printers, sign companies, etc. See how you can work together to promote your businesses. Consider hosting a joint open house or doing a cross promotion.

5. Take great care of yourself. Take time to exercise every day and get plenty of sleep. Exercise clears your mind and releases endorphins (your body's natural way of promoting a feeling of well being). A good night's sleep is your best antidote to handling the stresses of the day.

Above all, believe in yourself and your business. All businesses go through good times and bad. This too shall pass.

What are you doing to protect your business and keep a steady cash flow? All thoughtful replies are welcome. Just hit the comments button to be part of the dialogue.

I'm here to help you. Would you like a personal 15 minute consultation to discuss your business needs and see if my programs and services are a good fit for you? Drop me a line at Rosalie@promobizcoach.com to set up a time to speak.

Rosalie Marcus, The Promo Biz Coach(tm) http://www.promobizcoach.com/

Featured Resource:

The FAST TRACK to Promotional Products Business Success!

Did you know the FAST TRACK program comes with more than $500.00 in discounts from top-industry suppliers and is instantly available on-line? When you get the FAST TRACK, you can start boosting your sales in the next 10 minutes .

This step-by-step program will give you all the tools you need to boost your promotional products business FAST. Instantly available, easy to follow and inspiring.

Manual + Audio + Online Resources= Success!

STOP Struggling...Start Using The FAST TRACK for...Getting Sales, Making More Money and Saving TONS of Time and Frustration! Click here to preview.

Rosalie Marcus, The Promo Biz Coach(tm) teaches promotional products professionals how to get more sales, better clients and a higher income. Get a free special report: How to Attract Business in 30 Seconds or Less at http://www.promobizcoach.com/

Reach her at Rosalie@promobizcoach.com or 877-570-6766.

Do You Practice What You Preach?

By Rosalie Marcus
http://www.promobizcoach.com/

While some believe that you should cut back on marketing during slow economic times, savvy business people see this an opportunity.

Your job as a promotional products professional is to show your clients the benefits and cost effectiveness of promoting their businesses no matter what the economy. And what better way then through the use of a targeted, effective promotional product.

What's the best way to show the effectiveness of promotional products? Practice what you preach and self-promote.

Self-promotions will get you more business.Your clients will enjoy receiving gifts from you. Self-promotions open doors and get your clients thinking. They also keep your name in front of your best prospects.

Personally, I have received great results with food gifts, photo frames, comfortable grip pens and sticky notes. It 's always nice to see my company name on a client's desk. Better yet, many a self-promotion has turned into an order because the client liked it so much.

Brad Shuman, of Pro Specialties in San Diego, a participant in a workshop I gave at the ASI Show, sent me a thought provoking article with great self-promotion ideas. If you're looking for fresh, creative ideas.click here to read the article.

What's your favorite self-promotion? How are you showing the value of what you do for a living?

What has worked best for you? All replies are welcome. Hit the comments button below.

Featured Resource:

The FAST TRACK to Promotional Products Business Success! This step-by-step program will give you all the tools you need to boost your promotional products sales FAST.

Instantly available, easy to follow and inspiring.
Manual + Audio + Online Resources= Success!

STOP Struggling... Start Using The FAST TRACK for...
Getting Sales, Making More Money and
Saving TONS of Time and Frustration!

Click here to preview

Rosalie Marcus, The Promo Biz Coach(tm) teaches promotional products professionals how to get more sales, better clients and a higher income. Get a free special report: How to Attract Business in 30 Seconds or Less at http://www.promobizcoach.com/
Reach her at Rosalie@promobizcoach.com or 877-570-6766

Here's How to Boost 4th Quarter Sales

By, Rosalie Marcus, http://www.promobizcoach.com/

Earlier this week I hosted a simulcast on How to Boost Fourth Quarter Sales! Six top promotional products suppliers shared new product ideas. Greg Muzillo, co-president of top distributor firm Proforma, and I shared selling tips.

In a slowing economy you need fresh, creative ideas and strategies for working with smaller budgets. Plus, if you're like me, you're always looking for ways to boost your bottom line. That's why I asked these suppliers not only to give you product ideas, but also help with pricing. You'll find their savings gift to you below the product ideas.

Click on the links below to see visuals of these great ideas.

• The Platform Group Gallery offers free distributor self-promotions and the line is eco-friendly. They'll also send you free leads when you register for their referral program at their web site. Click on the link above to see how one savvy distributor used their gorgeous "green boxes" as a self-promotion and how this idea can help boost your sales.
  
• EMT has a great new item: Finders Key Purse(R.) It's the easy way to find your keys and it's a sought after retail gift. QVC sold 11,000 per minute on a broadcast this summer. If you're looking for something new that your clients will love, check it out.
  
• Admints and Zagabor has a new gourmet food gift line. Your clients are already buying food gifts. Why not have them get them from you? Plus food gifts make great self-promotions and door openers. Who doesn't like a delicious treat?

• Lewtan has a neat tire pressure gauge that is inexpensive and useful. Did you know you can improve your gas mileage by 5% to 9% with properly inflated tires? This would make a great good will builder for your top prospects to use.

• Washington Promotional Group has an "In the News" folder that is perfect for companies that are celebrating milestones, special events or doing something news worthy. Plus, this product can be used with multiple themes which make it an easy sell. Click on the link for some great ideas.
  
• Target Graphics is a multiple award winning screen printer and a really creative company. Want to sell more apparel and make more money? Tom from Target suggests you take a field trip to the local mall. See what's new and let your clients know you can create the same look for them. Tom is a screen printing expert and offers great tips at his web site. Position yourself as an apparel expert and get more sales.

• Vision USA. Vision has one of the most beautiful lines in our industry. If you have clients that appreciate beautiful design, this is the line to show them. Click on the savings coupon below to get EQP less 5% on their top selling Aria Apothecary.

Here is a gift for all my valued newsletter/blog readers. In a slowing economy you're always looking for ways to save. Click here to download more than $250 in savings from the top promotional products suppliers mentioned above.

Did you find these promotional products sales tips valuable? Would you like more supplier savings? What would be most useful to you to help increase your promotional products sales? Click the comments button below. All thoughtful replies are welcome.

Listen to the replay from the call by clicking on the buttons below.

Featured Resource: The FAST TRACK to Promotional Products Sales

Want to save more? Check out my FAST TRACK program. It's got everything you need to boost your promotional product sales in record time. Plus, if you hurry you can still get FREE Shipping until Sept. 30th and get hundreds more in additional supplier savings just for FAST TRACK users.

The FAST TRACK will save you money and help you make tons more! Just enter the promotion code " Sales Boost" when you check out to get FREE shipping until Sept. 30th.

No other program is as easy to use, instantly accessible and has as many resources. Why reinvent the wheel? Model a promotional products sales and operations training program that is proven and works.

Manual + Audio + Online Resources = Success

Rosalie Marcus, promotional products business coach, speaker and educator, teaches people in promotional products sales how to get more business, better clients and a higher income. Get a free special report: How To Attract Promotional Products Sales in 30 Seconds or Less at: http://www.promobizcoach.com/
Reach her at Rosalie@promobizcoach.com or 877-570-6766

What's The Best Way To Show The Value of Promotional Products?

By Rosalie Marcus
http://www.promobizcoach.com/
http://www.promobizwoman.com/

This week one of the members of my Working Smarter Success Circle sent me this question:

"I belong to a networking group that meets weekly and has about 20 people in attendance at this particular chapter. I am scheduled to speak for 20 minutes on the 23rd of this month. I would like to be able to share material that will be of interest to the group and allow each one to walkaway with something beneficial. Do you have any suggestions that might be of help to me?Thank you in advance for your assistance. "

Here's my advice...

Here is a creative idea that I learned about through one of my coaching clients. I'll also share some of my own thoughts.

Explain what a promotional products is: You could say something like...promotional products are useful or fun items imprinted with a company name or logo that are used to promote a product or service while creating goodwill and brand recognition.

Then have all the members of the group reach into their pockets, purses and briefcases to look for promotional products. The group member that finds the most promotional products in 5 minutes wins a prize! (Make the prize a fun promotional product with your company logo.) This will get the group engaged, show how pervasive and useful promotional products are...and make your talk memorable.

Use this as a springboard to talk about the value of promotional products. Ask members of the group how long they've had the products they've found and how often they use them. Let the group know that promotional products are generally much less expensive, but are kept and remembered long after traditional forms of advertising (such as newspaper and magazine ads) are forgotten.

More ideas from Rosalie

Present a few case histories of how promotional products have been used successfully in a variety of industries. Use examples from your own clients or get case histories from your favorite suppliers. You may want to bring a "story board." Visuals help.

Engage the group by asking what their current business challenges are and give them suggestions to overcome those challenges by using a promotional product.

Wrap up the presentation by handing out a promotional product imprinted with your company logo and contact information. A presentation that is fun and gets the group engaged is sure to be valuable and be remembered.

One more thing: I have a great "30 second commercial" you can download and use for short introductions, so that people in a group "get" what you do. Just enter your name and email in the side bar on the right to instantly get it.

What's your opinion?
What is your experience in presenting to a group? How do you explain the value of promotional products? All thoughtful replies are welcome. Just hit the comments button below.

Featured Resource: The FAST TRACK to Promotional Products Sales Success...Ready to Work Smarter and Make More Money?

If you’re new to promotional products sales-- or you're established but stuck at a sales plateau and want to kick-start your business fast, check out the FAST TRACK to Promotional Products Sales Success! No other program is as easy to use, instantly accessible and has as many resources. Why reinvent the wheel?
Model a program that is proven and works.


Manual + Audio + Online Resources = Success


Rosalie Marcus, promotional products business coach, speaker and educator, teaches people in promotional products sales how to get more business, better clients and a higher income. Get a free special report: How To Attract Promotional Products Sales in 30 Seconds or Less at: http://www.promobizcoach.com/
Reach her at Rosalie@promobizcoach.com or 877-570-6766

How To Keep The Cash Flowing

By Rosalie Marcus
http://www.promobizcoach.com/


A recent conversation with a member of my Working Smarter Success Circle prompted this question.

"I'm a confident promotional products sales professional with great ideas and big name clients, but my cash flow is terrible. It's causing me much anxiety and sleepless nights. What can I do? "

My advice....

Why not ask for a deposit on all your orders? We are in a custom business. Painters, plumbers and general contractors routinely ask for deposits before they start work on a job, why shouldn't promotional products sales professionals?

An easy way to get deposits is to set up a merchant account and accept credit cards. Many clients will find it easier to put a deposit on a credit card. While you will be paying a small percentage to the credit card company, you'll have the benefit of getting your money up front.

To keep cash flowing set up terms with your clients before you accept the order. Make sure you check the credit references for all new accounts. Let your clients know (in a nice way) that you expect payment in 30 days or less. Get to know the people in the accounting department who will be paying your invoices. Giving them a small promotional gift can go a long way in establishing good will.

Reward your clients for paying in a timely manner by sending them a thank you letter or a small promotional gift. Many of our suppliers routinely send out thank you letters to distributors with good paying habits.

Dealing with credit worthy clients, getting deposits, being clear about your payment terms and letting your clients know how much you appreciate their prompt payment will go a long way in improving your cash flow.

What do you think? Do you ask for a deposit on your orders? What do you do to keep the cash flowing in your promotional products business? All replies are welcome. Just hit the comments button below.

Featured Resource:
Here's How to Work Smarter and Make More Money in Your Promotional Products Business.

If you’re new to promotional products sales-- or you're established but stuck at a sales plateau and want to kick-start your business fast, check out the FAST TRACK to Promotional Products Sales Success! No other program is as easy to use, instantly accessible and has as many resources. Why reinvent the wheel? Model a program that is proven and works.

Manual + Audio + Online Resources = Success

All blog readers get free shipping until September 12th. Just enter promotion code "blog" when you check out in order to get free shipping.

Rosalie Marcus, promotional products business coach, speaker and educator, teaches people in promotional products sales how to get more business, better clients and a higher income. Get a free special report: How To Attract Promotional Products Sales in 30 Seconds or Less at: http://www.promobizcoach.com/

What Would You Do?

By Rosalie Marcus
http://www.promobizcoach.com
http://www.promobizwoman.com


What's your opinion? This week a promotional products distributor sent me this question...

"I have a quick question and would love to get your opinion. The commercial printer I use for my business cards and stationery here in town has approached me with the offer to market my products from their store. They would like to be able to buy promotional products from me at a small discount and then bill/collect from their customers at the retail rate. I use their graphic designer at times (she’s reasonable and quick) and they seem to have a nice business. Any thoughts? "

My answer:
Strategic alliances in the promotional products industry are common. This can be a good opportunity and great way to grow your sales.

A few things you'll want to know in advance:

1. Does the printer have a reputation and values that match yours?
2. How much of a discount are they expecting?
3. Who will be calling the supplier to follow-up on orders?
4. How will any mistakes be handled?
5. How and when will you be paid?

I would recommend having an agreement with the printer that you either get paid in advance, or you get a deposit to cover your costs on all orders.

Good luck and keep me posted as to how this is working.

What's your opinion? Do you have any marketing partners or strategic alliances set up? If so, with what types of companies? How has it worked for you? How would you answer her question? Just hit the comments button below?

Having a Hard Time Increasing Your Promotional Products Sales?
If you’re new to promotional products sales-- or you're established but stuck at a sales plateau and want to kick-start your business fast, check out the FAST TRACK to Promotional Products Sales Success! No other program is as easy to use, instantly accessible and has as many resources. Why reinvent the wheel? Model a program that is proven and works. Manual + Audio + Online Resources = Success

Rosalie Marcus, promotional products business coach, speaker and educator, teaches people in promotional products sales how to get more business, better clients and a higher income. Get a free special report: How To Attract Promotional Products Sales in 30 Seconds or Less at: http://www.promobizcoach.com

Reach her at Rosalie@promobizcoach.com or 877-570-6766

Should You Ever Stop Following Up?

By Rosalie Marcus
http://www.prombizcoach.com/


Did you know it can take from five to seven contacts with a prospect, and sometimes longer, before they become a customer? That’s why consistent and and effective follow-up is what separates a promotional consultant who’s really successful from one that’s just getting by.

Should you ever give up on follow-up? That depends on how valuable the prospect is to you? I can tell you from actual experience that it may take months to get in to see a prospect that has the ability to give you large and repeat orders, but the payoff can be enormous.

Here are 6 easy tips to help you follow-up like a pro without being a pest.

1. Follow-up fast. It’s always best to follow-up within 24-48 hours of an initial meeting. If you’re not following up quickly, chances are your competitors will be. A handwritten thank you note with an interesting promotional product is a great way to follow-up and spotlight what you do best.

2. Block specific times to follow-up. First thing in the morning and at the end of the business day are the times you’re most likely to find your prospects and customers at their desks.

3. Get permission and build rapport. I don’t have to tell you how hard it is to get a live person on the phone these days. If you’re lucky enough to reach them you have to be able to convey the benefits of what you do quickly, in order to pique their curiosity and have them want to learn more. The first thing I encourage my coaching clients to do is to ask permission to continue. A short sentence such as: “Do you have a moment to speak?” goes a long way in building rapport.

4. Be genuine. If your intention is to help people, instead of to sell to them, not only will you find it easier to make the call, but the people you talk to will find it easier to buy. Remember people buy from others they know, like and trust.

5. Provide valuable information. Forget about calling to see if your prospect or customer received your catalog or email. How boring is that? Instead, share a valuable resource, an interesting article or a business promotion tip. You get the idea. People will look forward to hearing from you if you share information that will help their business and their bottom line.

6. Use a variety of different methods. Phone calls and emails are not the only way to follow-up. Send a newsletter with promotional tips or a promotional idea of the week. Send a creative promotional product. Anything that will keep your name top of the mind works well. You’re in a fun industry. There are lots of ways you can share your expertise and connect with your customer.

What’s the bottom line? Don’t give up. Effective follow-up done consistently works.

What follow-up methods have worked best for you? What's the longest you've ever followed up with a prospect? Share your thoughts by hitting the comments button below.

Need help boosting your sales?
If you’re new to promotional products sales or stuck at a sales plateau (less than $250,000) and want to kick-start your business fast, check out the FAST TRACK to Promotional Products Sales Success! No other program is as easy to use, instantly accessible and has as many resources. Why reinvent the wheel? Model a program that is proven and works.

Rosalie Marcus, promotional products business coach, speaker and educator teaches people in promotional products sales how to get more business, better clients and a higher income.Get a free special report How To Attract Promotional Products Sales in 30 Seconds or Less at http://www.promobizcoach.com/

Reach her at Rosalie@promobizcoach.com or 877-570-6766

What's The Most Persuasive Promotional Product?

By Rosalie Marcus
http://www.promobizcoach.com

I love sticky notes, (Post-it notes and generics) and use them all the time. They are my favorite self-promotion. I always have a large batch on hand with my company logo.

I use them in a variety of different ways, but here’s my favorite: When I send an invoice, I include a 10 sheet sticky note with “thank you” written on the top sheet. (This is in addition to handwritten thank you notes that I send to my clients.)

That’s why I was excited to read in Yes, 50 Scientifically Proven Ways to Be Persuasive, by Noah Goldstein, Steve Martin and Robert Cialdini, that attaching a handwritten sticky note to a survey or direct mail dramatically increased the response rate. This is just one of the many gems of wisdom in this wonderful little book.

What does this mean to you, the promotional products professional? It means you’ll get a better response rate when you attach a sticky note with a personal message to your direct mail and correspondence. How easy is that?

How can this help increase your promotional products sales? Share this information with your clients. Helping them be more successful is your primary goal. Let them know that you can provide sticky notes with their logo to enhance their response rate and make their messages stick even more.

As the authors of the book so clearly state, " if you use personalized messages for your persuasive practices, the 3M Corp, won't be the only ones posting a profit."

Looking for more ways to be persuasive and get more sales?
If you’re new to promotional products sales or stuck at a sales plateau (less than $250,000) and want to kick-start your business fast check out the FAST TRACK to Promotional Products Sales Success! No other program is as easy to use, instantly accessible and has as many resources.

Are you a woman in promotional products sales who wants to learn, connect, profit and prosper? I have a monthly coaching group just for you. Click on the link below to attend our next class and learn 5 Key Lessons For Every Working Woman.
Promotional Products Women Working Smarter Success Circle.

Have a comment about this post? All thoughtful replies are welcome.


Have a great day and keep on selling.

Rosalie

Rosalie Marcus, promotional products business coach, speaker and educator teaches people in promotional products sales how to get more sales, better clients and a higher income.
Get a free special report How To Attract Promotional Products Sales in 30 Seconds or Less at
http://www.promobizcoach.com/

Reach her at Rosalie@promobizcoach.com or 877-570-6766

Quick Office Organizing Tip...

Whether you've been in the promotional products business for 10 days or 10 years you know that this is a business where it is easy to get overwhelmed with clutter.

If you're buried knee deep in samples, catalogs and piles of paper here's a quick organizing tip from of my colleague Elizabeth Hagen. Elizabeth will be my guest expert this Thursday, April 17th on my monthly Success Circle teleconference.

Elizabeth's Tip: "Overwhelmed by the clutter? Just pick one area to start with. If it's your to-do list, prioritize the items. If it's the top of your desk, work on one small pile of paper. Set a timer for 10 minutes and just take ACTION! You'll be surprised by how much you can get done!"

Tip From Rosalie: Put on your favorite music while you're getting organized. It will energize you and keep you going.

Ready to learn more quick and simple organizing tips? Elizabeth Hagen will be my guest expert Thursday, April 17th on the Women Working Smarter Success Circle. All you need is a telephone to participate. In this one hour teleconference you'll discover easy methods to get organized and have an action plan to finally get your office organized. Plus, you'll get a recording of the call that you can listen to again and again. Click here to participate.

You'll...

* Learn the 3 simple decisions to tame the paper tiger once and for all.
* Prioritize your day in less than 60 seconds.
* Overcome procrastination, perfectionism, and multitasking and start doing things you've never dreamed possible!
* Discover confidence in order!

This call is only for Women Working Smarter members. Not a member yet? Join this call now and get a one month trial membership for just $9.95 and an audio recording of the call you can listen to anytime. (Men you are welcome to join our community.) Click here to participate.

Here's to your success!

Rosalie Marcus


Rosalie@promobizcoach.com

Rosalie@promobizwoman.com

877-570-6766

PS Check out my new web site for women in promotional products sales: http://www.promobizwoman.com/. Get a FREE PromoBizWoman Success Kit at the site.

Are You Making This Mistake?

Posted by:
Rosalie Marcus
http://www.promobizcoach.com/

Many years ago, when I first started selling promotional products , I thought everyone was a good prospect for me. Consequently I wasted a lot of time and energy on the wrong prospects. Prospects who were only looking for the lowest price, or worse, didn't have the ability or authority to order. After a while I learned to pre-qualify my prospects.

Not pre-qualifying prospects is one of the biggest mistakes I see promotional products professionals making.

How can you identify good prospects? One solution is to pre-qualify them with great questions.

Here are seven questions to help you decide if the prospect is worth your time.

1. Does the prospect have an immediate need? - Special event, trade show, product launch, etc.
2. Does the prospect have a budget?
3. How does the prospect make decisions? One person, committee?
4. Who is the ultimate decision maker?
5. Is the prospect speaking to more than one promotional vendor?
6. What is the ultimate objective of the promotion?
7. If you provide an original idea, will the prospect honor your research and
time or will the idea be put out for bid?

I believe that selling is like dating. Focus your time and energy on your best prospects. Be willing to walk away from those that aren't a good fit for what you offer.

Want to learn how to avoid more big mistakes?


Preview The Promo Biz Fast Track Program
It's the promotional products industry's most comprehensive sales and operations training program.
You'll get everything you need to get your promotional products business going fast. Plus, you'll avoid the big mistakes!
http://www.promobizcoach.com/fast-track.html

This week's question: How do you pre-qualify prospects ?
All thoughtful replies are welcome.

Here's to your success.

Rosalie Marcus
Rosalie@promobizcoach.com
877-570-6766

Paper, Plastic or BYOB...?

By Rosalie Marcus

http://www.promobizcoach.com/

Green marketing is not only great for the environment; it is great for all of us in promotional products sales.

As a business coach who specializes in helping people in the promotional products industry get more and better sales, I always look for ways to help those in our industry boost their bottom line.

Here is one such example:

"BYOB" generally refers to bring your own bottle in restuarants that don't have a license to sell alcohol. These days, it's taken on a whole new meaning: "bring your own bag" is for grocery shoppers who want to show their concern for the environment and bring their own tote to carry out the groceries.

My local Whole Foods and Trader Joe's sells totes with their logos at the counter. You don't have to be selling to a major food chain to capitalize on this trend. Major corporations and businesses large and small are interested in promoting their business by supporting the enviroment.

Giving away or selling totes made with Earth-friendly materials are just one of the many ways businesses show their commitment to the environment. Last week The Today Show was giving out eco friendly totes in a NYC grocery store. What a great opportunity for all of us in the promotional products industry.

Suppliers have jumped on the bandwagon providing green marketing solutions.
A savvy promotional professional should be suggesting several green ideas on every sales call! Many of our top suppliers have entire sections of their catalogs devoted to green marketing items.

One of my favorite suppliers, The Platform Group Gallery, has great green marketing options. They also provide you with free green marketing self promotions and free links to a green marketing web site that you can personalize with your company logo.

One more thing...
Can your business use a jump-start and fresh perspecitive?

Check out my New Distributor Fast Track and my Women Working Smarter programs today!

All new members get a bonus teleconference this month: 7 BIG Mistakes Promotional Professionals Make and How To Easily Fix Them!

Plus, all new members get hundreds of dollars in supplier discounts.

What do you think?

Is green marketing helping you sell more? What are the best green products you've seen? All thoughtful replies are welcome - and will receive a free special report, "How To Attract Business in 30 Seconds or Less" just hit the "comment" button below and remember to leave your email address.

Here's to a great selling week!

Rosalie Marcus

Rosalie@promobizcoach.com

877-570-6766

Two Magical Questions

By Rosalie Marcus
http://www.promobizcoach.com/

Do you know what your customers really think about your products and service? Understanding what your customers value and then seeking to provide it can make a dramatic difference in your sales and income. Here’s a simple way to do that: ask for feedback.

Getting feedback can be scary. Sometimes you learn things that you may not want to hear, but not asking for and receiving valuable feedback you risk loosing your most valuable asset, your customers.

The most successful business people consistently look for ways to improve their products and service and you should too.

So…with a big thank you to Jack Canfield, and his thought provoking book, The Success Principles, where I first read these, I would like to share two magical questions
that will have a dramatic impact on your success:

On a scale of 1 to 10 how would rate the quality of our service?

Any answer less than a 10 gets the following follow-up question:

2. What would it take to make it a 10?

It’s that simple.

Once you understand what your clients really value you can tailor your service to meet their needs. This is a sure-fire way to stand out from the competition and get more and better sales.

Take Action Challenge:

Make a list of your top ten current customers and send them the
two magical questions. Use the information to upgrade your product
or service and watch your business soar!

I value your thoughtful opinions and encourage
you to make a comment on this or any other entry on this blog.

One more thing...
Can your business use a jump-start and a new perspective in 2008?
Check out my New Distributor FAST Track and Women Working Smarter programs today.

An Endosement From Oprah

I've always loved the Post-it Flag/Highlighter combo and now I know one of my favorite people, Oprah, the person you most want to endorse your product, loves them too!

Today on her "My Favorite Things" show she waxed on about how she uses the Flag/Highlighter combo to highlight and bookmark the passages she likes in the books she reads.

You can view the segment here.
http://www2.oprah.com/tows/slide/200801/20080115/slide_20080115_350_113.jhtml

Here's a Tip: The next time you're on a sales call, carry a few Flag/Highlighter combos with you, mention that Oprah loves them, and you just may get an order.

Today's question: What organizations or businesses that you call on could make great use this product? Click on the comments bar to answer.

Here's to more endorsements by Oprah!

Rosalie Marcus
The Promo Biz Coach
http://www.promobizcoach.com/

5 Powerful Business Questions for 2008

5 Powerful Business Questions For 2008

By Rosalie Marcus
http://www.promobizcoach.com/


In my mastermind and coaching groups we spend time every month asking and answering powerful questions. To achieve outstanding business growth and stay on track you need to consistently be evaluating what you’re doing and how you can do it better.

These 5 questions are a great starting point for the New Year.

1. What’s working really well in your business that you can repeat in 2008?

2. What’s not working in your business that you need to stop doing in 2008?

3. What can you delegate that someone else could do better?

4. Who are your top ten most profitable customers? What can you do to encourage more sales from them?

5. What are the top five reasons a customer should do business with you rather than your competitors?

Take Action:
Spend some quiet time this week honestly answering these questions. Look for areas where you can improve and start implementing the necessary changes.

Ready to jump-start your sales and income in 2008?

Check out my New Distributor FAST Track and Women Working Smarter Programs today.

Here’s to happy, healthy and prosperous 2008!


Rosalie Marcus
Rosalie@promobizcoach.com
877-570-6766

Introducing The Promo Biz Learning Center

http://www.promobizcoach.com/learning.htm

I don’t know about you, but I’m a life-long learner. I’m always seeking information and inspiration to improve my skills. That’s why I am excited to give you a sneak peak of The Promo Biz Learning Center. I’ve been working on this project for months and although I’ll be adding more to it, I couldn’t wait to give you a preview.

The Promo Biz Learning Center is the easy and inexpensive way to get top-notch sales training and expert resources from the convenience of your home or office. You can check out our list of business-building audio resources here. Each class is certified for one CAS/MAS credit and available for immediate download.


Speaking of the Promo Biz Learning Center, that’s sales and marketing expert, C.J. Hayden with me in the photo. C.J. is the best selling author of Get Clients Now!™. Her work has been a real inspiration to me. If you’re ready to sell more and sell faster, you’ll want to listen to my audio class where C.J. shares with you What Really Motivates People To Buy. If you think it's just having better closing techniques, think again! This audio is just one of the many available for you today.

I want to thank you for being a loyal newsletter reader. Stay tuned. I'm working on many new things to make your promotional products business even more successful in 2008.

Here’s wishing you a bountiful Thanksgiving holiday.








Rosalie Marcus
The Promo Biz Coach TM
http://www.promobizcoach.com/
Rosalie@promobizcoach.com

How To Create Word-of-Mouth Marketing

By: Rosalie Marcus

Rosalie@promobizcoach.com
http://www.promobizcoach.com/


This past weekend I saw an incredible movie, Into The Wild. I thought the film was so well done and so moving that I promptly called or emailed my close friends to tell them it’s a must see.

Chances are you’ve done the same thing. You’ve had a great experience that you couldn't wait to share with your friends. This is the essence of word-of-mouth marketing, a powerful way to promote a product or service.

Today's feature article will give you some great tips for creating positive word-of-mouth marketing for your own business.

Speaking of word-of-mouth marketing. Do you have a favorite promotional products industry supplier that is worthy of mention ? I'm compiling a list and would love to know who you absolutely love working with. Just respond to this blog with your favorite supplier and why you love working with them.

How To Create Word-of-Mouth Marketing
By Rosalie Marcus, The Promo Biz Coach™
http://www.promobizcoach.com/

Wouldn’t it be great if all your customers loved you so much they couldn’t stop singing your praises? Here are some things you can do today to make that happen.

1. Do something different. Give free marketing tips, special packing, special reports and valuable information without being asked; something that your competitors aren’t doing.

2. Find out what they want. Ask your current customers if there is any service you’re not currently providing that they would want. Then seek to provide it!

3. Perform damage control. When something goes wrong, accept responsibility and get it fixed quickly. People are much more likely to remember how you handled the situation rather than what happened.

4. Have a contest. People love contests. A trivia contest, a puzzle, a “help me name this” contest will get your customers engaged and talking about you.

5. Give more to get more. Make a list of your favorite business resources and give it to your best clients. Chances are your clients will be so impressed and grateful they’ll be thinking about what they can do for you.

6. Get testimonials. Chances are your customers do love you, and they probably say great things about you. The next time you hear something favorable about your business, ask if you can use it as a testimonial. You can even save your client time, but writing what they said, and getting their permission to use it. Testimonials establish credibility and trust , a great way to drive business to you.

Would you like to use this article above in your newsletter or website? You're welcome to, but you MUST include the information below. Please send me an email and let me know where it will appear.

About Rosalie: Promotional products business coach, speaker and author Rosalie Marcus, The Promo Biz Coach™ shortens the learning curve for people in the promotional products industry helping them make more money with less effort in less time. To learn how Rosalie can help catapult your success or inspire your sales team, contact her at: Rosalie@promobizcoach.com or 215-572-6766.

What's Your Niche?

WHAT'S YOUR NICHE?

By: Rosalie Marcus

http://www.promobizcoach.com/

Rosalie@promobizcoach.com

Many years ago, when I first started working in the promotional products industry, I thought my prospects included any business—from small, mom and pop operations to large corporations. But it wasn’t until I choose a niche market—healthcare—that my business started to take off and I quickly doubled my revenue.

Focusing on healthcare in my promotional products business, something I thoroughly enjoyed and felt passionate about, enabled my “best self” to shine. It made me look forward to making sales calls and seeing my clients regularly.

In today’s featured article, I’ll share with you how to find your perfect niche.

In case you’re wondering about the photo, that’s me hiking in Alaska. I love being outdoors and I'm in awe of the natural beauty that makes up so much of our amazing planet! That’s why, I am excited to see many of our promotional products suppliers starting to provide organic, recycled and "eco friendly" products.

Since today’s subject is niche marketing, here’s a tip; a savvy promotional products advisor could develop a profitable niche providing "eco friendly" promotions.

Here’s to finding your perfect niche!



Rosalie Marcus
The Promo Biz Coach™
http://www.promobizcoach.com/



Featured Article:
HOW TO DOUBLE YOUR SALES

I don’t have to tell you how competitive promotional products sales are these days. If you want to stand out and attract more and better business, developing niche market expertise makes dollars and sense. Your clients want to do business with experts. Specialists earn more than generalists in every industry.


Concentrating your selling efforts on one or more niche markets can dramatically increase your sales.


Use these guidelines to find your perfect niche:


- Pick an industry or area of specialization that you’re familiar with and that you enjoy working in.
- Look for industries and areas of specialization that have large budgets for promotional items.
- Define your niche by the types of programs in which you specialize: examples- safety programs, client retention programs, awards and gifts.
- Define your niche by the type of service you provide: examples- fast turnaround, company store specialist, design or event planning.
- Define your niche by the geographic markets you serve: examples- New York City, global markets, resorts.
- Define your niche by the types of companies you serve: examples- financial, healthcare, hospitality.
- Define your niche by the causes you believe in: examples- environmentally friendly products,


Having a niche does not mean you will not sell outside of your niche market. This just means this is where you will primarily focus your time and marketing energy.

You can have more than one niche market. Most experts recommend having no more than three. The main advantage is that if you have two or three niche markets--if one is slowing down, you can stay busy and make money in the others.

Once you’ve decided on a niche market learn as much as possible about it. Do an Internet search, visit related web sites, subscribe to magazines and read books. Research the trade shows and the organizations that people in your niche market attend-- and be there. The more visible you are, the more opportunities you’ll have to make more money!




ABOUT ROSALIE


Want to use the article above in your newsletter or website? You're welcome to, but you MUST include the information below. Please send me an email and let me know where it will appear.

Promotional products business coach, speaker and author Rosalie Marcus, The Promo Biz Coach™ shortens the learning curve for people in the promotional products industry helping them make more money with less effort in less time. To learn how Rosalie can help catapult your success or inspire your sales team, contact her at: Rosalie@promobizcoach.com or 215-572-6766.

Who Is Your Choice Client?

By Rosalie Marcus
Rosalie@promobizcoach.com
http://www.promobizcoach.com/


That’s me on the right with Susan Kissinger of Kissinger Promotions in Ft. Lauderdale, Florida. Susan is my choice client. She’s smart, motivated and loves to learn and share ideas. She’s been part of my coaching group for two years. Since joining the group her sales have dramatically increased. This year her sales are up 25%. What she likes best about the group is being able to hear what others, just like her, are doing to increase their sales. She also enjoys having access to top notch resources and support at the click of her mouse.

Do You Know Your Choice Client?

Knowing whom you want to work with and whom you don’t is the first step in marketing your business and increasing your sales.

In today's featured article I'll share with you easy steps to identify your choice clients

You Get To Choose!

One of the best things about the promotional products industry is that just about any business cans you your services, but savvy promotional professionals know that they don’t want to do business with just anyone. They pick and choose whom they want to work with and whom they don’t base on a choice client profile.

1. Write a crystal clear description of your choice client:
Hint: The easiest way to do this is to look at your current top 10 clients.
What do you know about them? What do they have in common?

Here are some things you can include in the description:

What industries do they work in?
What challenges do they have?
What is their job title?
What products do they typically buy?
How often to the purchase?
What do you like most about doing business with them?
What do they like about working with you?
How do they treat you?
How many follow-up calls do you typically make before you get the order.
How much money do they spend with you monthly, yearly?

Once you have the answers to these questions, you’ve created your choice client profile. Look for more clients that fit this profile. Be willing to walk away from those that don’t.

2. List five things you absolutely require before you’ll begin working
with a client. Here are five things I believe the following are important to know.

1. Who is the decision maker?
2. How are decisions made?
3. If you give your client an original idea, will it be put out for bid?
4. What is the client’s objective?
5. Does the client treat you with respect and value your ideas?

Knowing who your choice client is will be a big help in deciding which projects you want to work on, and what to walk away from.

Your opinion counts.

What is your criteria for choosing clients? How do you decide?
Just click on the link on the bottom of this post to share your answer.
Leave your name and email address and I'll send you a FREE special report.

Here's to your success!


Rosalie Marcus, The Promo Biz Coach
http://www.promobizcoach.com/



PS. Are you a motivated woman in promotional products sales? Ready to grow your sales and get to the next level in a supportive, fun, women's only group? Check out the Women’s Selling Advantage Program. The group starts May 17th and is just what you need to make this year your best ever! http://www.promobizcoach.com/WomensGroup.htm

PPS. Looking to easily increase your sales?
Get free leads, free samples, free self-promotions and free branded catalogs from our supplier sponsor The Platform Group? Just send an email to
MENCILY@theplatformgroupgallery.com to get started today. Visit their web site
www.theplatformgroupgallery.com

About Rosalie: Promotional products business coach and popular speaker, Rosalie Marcus, The Promo Biz Coach™ shortens the learning curve for people in the promotional products industry helping them make more money with less effort in less time. To see how Rosalie can help catapult your success, inspire your sales team or your group contact her at Rosalie@promobizcoach.com or 215-572-6766.

Still Paying For Samples?

By Rosalie Marcus
The Promo Biz Coach(tm)
http://www.promobizcoach.com/
Rosalie@promobizcoach.com


I know a great deal when I see it, which is why I am so excited to share the following resource with you. In the best of all worlds, promotional products samples would be free… including free shipping. Self- promotions and web sites would also be free AND suppliers would be sending leads to us!

We’ll I’ve got great news for you…you’re living in the best of all possible worlds. This supplier is a dream come true.

The Platform Group http://www.theplatformgroupgallery.com/
does all that and more!

They’re an innovative supplier that creates unique packaging that can be used for a multitude of purposes. From product launches, to corporate meetings, to gift boxes, to sales kits and binders, you name it and they can do it! And best of all, they’ll help you get sales with free samples, free self- promotions, free web sites, great case histories and more.

Since I never recommend anything I haven’t tried myself, I received my free sample kit and just this week got my first lead.

Check them out today at http://www.theplatformgroupgallery.com/
You’ll be glad you did! Ask their customer service rep about the free samples, leads and referral programs they have set up for people in the promotional products industry.

Got a supplier you love doing business with? Are they doing something special to make it fun and easy to do business with them? Respond to this post, by clicking on the comments button at the bottom. Let our readers know who they are and what they are doing and I’ll send you a FREE special report: 7 Proven, Easy Steps For Working Smarter, Not Harder and Making More Money in Promotional Products Sales.


Have a great day!


Rosalie
Rosalie Marcus, The Promo Biz Coach (tm)

P.S. Want to double your sales this year? Meet Allison Gower, principal at the Platform Group, when she is my special guest on the Promo Biz Success Circle teleconference this month. Learn how to present special packaging to your promotional products clients and dramatically increase your income. Hear case histories and learn what to say to get the sale. You can attend at a very special introductory price of just $29.00 plus, get an MP3 recording of the call you can listen to 24/7.

The date is Tuesday, Feb 27th, 2007. Time: 2:00 PM Eastern, 1:00 Central, 12 Noon Mountain, 11:00 Pacific. Click here to learn more and reserve your spot today!
The telephone will be sent when you reserve your space.

Rosalie Marcus, The Promo Biz Coach (tm) shortens the learning curve for people in the promotional products industry... helping them make more money with less effort in less time.

For FREE monthly sales tips and a FREE audio program,
visit her web site http://www.promobizcoach.com/ or contact her at Rosalie@Rosalie@promobizcoach.com

What's Your Most Successful Marketing Strategy?

By Rosalie Marcus, The Promo Biz Coach (TM)
Rosalie@promobizcoach.com
http://www.promobizcoach.com

The end of the year is a great time to evaluate what has worked well in your promotional products business and what hasn't-- and what you need to do to move forward and prosper in 2007.

One of the keys to a successful promotional products business is having a consistent marketing strategy. Here's the good news; it doesn't have to cost a lot of money. In fact, some of the smartest marketing strategies cost very little or nothing to implement.

A great first step to your marketing plan is to keep track of where your business is coming from. Just asking yourself this simple question will be a start in the right direction:

What was your most successful marketing strategy for gaining
new business this year?

There are numerous great ways to market your promotional products business.
Here's what Theresa Gonzalez, a member of my Promo Biz Success Circle, did to dramatically increase her sales this year.

In her own words:

"Most of our business comes from referrals and repeat business. What I have found that worked very well this year, was building alliances with area printers. I just started working with two fairly large companies in our local area that were a direct referral from the printer - he had already worked with them printing business cards and letterhead.

I have found it's great getting business by s