Should You Offer Guarantees?

One of the biggest challenges in the promotional products industry is how to differentiate what you offer from all your competitors.

After all, you don't want to be viewed as just another "me too" promotional products business!

And... you certainly don’t want to be viewed as a commodity seller!

Today's article focuses on just one of the many things you can do to stand out and sell more.

Here's a novel idea; provide guarantees.

In the business world this is called risk-reversal.

But...how can you guarantee promotional products orders?

Here are some suggestions:

-- You can guarantee that you only work with the highest rated suppliers in the industry and that you have carefully screened them for quality and service.

-- You can guarantee that you will meet or exceed the event date or the shipping is free. I know of one supplier that makes this guarantee. Ask your suppliers if they offer this service. This is a tricky one. If your supplier offers this, let your prospects know.

--You can guarantee that the product your customer receives will directly match the pre-production proof provided. We're in a custom business. Providing a pre-production proof on all new orders makes sense. Check with your suppliers, ask them what their proof-matching guarantee is.

--You can guarantee the product will get their company noticed and keep their company name in front of their best prospects. Isn't that the implied promise of many of our orders?

-- You can guarantee that you will track and follow the order and provide complete order status information on a weekly basis. Providing this type of information gives your customer peace of mind.

-- You can guarantee that you will personally make your customer's order your highest priority.

Many of you are already doing these things, so why not put the guarantees in writing and send it with your next proposal?

Providing written and verbal guarantees with your work may be what separates you from your competitors and closes your next big order!

Quick Tip: When providing quality and delivery guarantees make sure you’re working with quality suppliers who stand behind your guarantee. Never promise anything you can’t deliver. If a customer insists on a rush order or an order without a proof it may be necessary to waive the guarantee.

By the way, the FAST TRACK program includes a sample of a written guarantee that you can easily duplicate for your own business.

What do you think?

Should you provide guarantees?

What has been your experience?

Have any of your customers ever asked for a guarantee?

Post your comment by clicking on the comments button at the bottom of this post.

Here's my guarantee to you:

Have you checked out the FAST TRACK program yet? I guarantee that if you read the chapters in the manual, do the suggested action steps, listen to the audio and use all the resources your sales and income will definitely increase.

Plus, you'll get exclusive savings from industry suppliers that are worth 5 to 10 times the cost of your investment.

But, don't just take my word for it. Click here to read the great results other promotional products distributors, just like you , are getting using all the resources in the FAST TRACK.

Special Offer: From now until June 30th newsletter and blog readers can get 15% off. Get all the details here.

Rosalie Marcus, The Promo Biz Coach(tm) teaches promotional products professionals how to get more sales, choice clients and make more money. Get a free special report: 10 Proven Ways to Thrive in Promotional Products Sales (In Any Economy!) at http://www.promobizcoach.com/ Reach her at 877-570-6766.

Are You Wasting Your Time With The WRONG Prospects...?

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

Your goal as a promotional products sales professional is to always keep your sales pipeline full, but like it or not, some people will be a poor prospects for you and a complete waste of your time.

Your job on a first contact or meeting is to weed out the good prospects from the "tire kickers."

Here are some characteristics of quality prospects:

1. The prospect is the decision maker or is involved in the decision making process.

2. The prospect has an immediate or future need to promote their business or service.

3. The prospect understands the value of promotional products and the results they can achieve.
4. The prospect treats you with respect and values your time.

5. The prospect is not just looking for the lowest price.

6. The prospect has the ability to give you repeat orders or referrals.

7. The prospect is someone with whom you would enjoy working.

Make a list of the characteristics of your ideal prospects and keep that in mind the next time you make a sales call. It will help you quickly move on from people that are not the right fit for what you offer.

Finding great prospects early in the sales process will help you to increase your sales, your income and your work enjoyment.

Once you've qualified your prospects your next job is to build long term relationships, not just one time sales.

Relationships are built by asking great questions, listening and then presenting solutions.

Want to know the RIGHT QUESTIONS TO ASK build relationships and get more sales?

I recommend The FAST TRACK to Promotional Products Sales Success!

When you invest in The FAST TRACK program you'll get as a bonus a Sales Call Planning Guide with The TOP 50 Powerful Questions to open more doors and close more sales.

The FAST TRACK includes a 156 page How To Make More Money In Promotional Products Sales Manual, plus hours of sales-training audios, business operation forms, sales letters and hundreds of dollars in bonuses from top suppliers.

The FAST TRACK to Promotional Products Sales Success is available instantly online and in printed copy. You can start using the FAST TRACK in the next 10 minutes.

SPECIAL OFFER:
Newsletter and blog readers enjoy a 15% discount until June 30th when you invest in the FAST TRACK.
Just enter the promotion code "newsletter" in the shopping cart when you check out.


Rosalie Marcus, The Promo Biz Coach, teaches promotional products professionals how to get more business, choice clients and earn a higher income.Get a FREE Special Report: 10 Proven Ways To Thrive In Promotional Products Sales In Any Economy! at http://www.promobizcoach.com/

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

What Are You REALLY Selling?

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

Your customers may be buying T-shirts, pens and mugs from you, but what they are really purchasing are solutions to their business challenges.

You're job is to find out what your customers greatest business challenges are and then show them how using a promotional product can help them meet those challenges.

Instead of selling giveaways, which get discarded easily, sell them a promotion that will get the results they are trying to achieve.

Remember, customers buy RESULTS, not just products. When working with a customer, here are three important questions to ask:

1. Why are you doing this promotion?

2. Who will be receiving the promotion?

3. What results do you want to achieve?

Combine the perfect product with the right message and let them work together to bring in the results your customers want.

Want to get better results in your own promotional products business?

I recommend the Promo Biz FAST TRACK program.

When you invest in the FAST TRACK program you'll get a 156 page How To Make More Money In Promotional Products Sales Manual, plus hours of sales-training audios, business operation forms, sales letters and hundreds of dollars in bonuses from top suppliers.

All this business building material is available online and in hard copy instantly here: The FAST TRACK to Promotional Products Sales Success! You can start using the program in the next 10 minutes.

Rosalie Marcus, The Promo Biz Coach, teaches promotional products professionals how to get more business, choice clients and earn a higher income.

Get a FREE Special Report: 10 Proven Ways To Thrive In Promotional Products Sales In Any Economy! at http://www.promobizcoach.com/

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

Here's How To Get Promotional Products Sales Now! Audio Download

Posted by Rosalie Marcus
Rosalie@promobizcoach.com

Looking for a few new ideas to increase your sales in the spring selling season and beyond?
Download the call below to get started.

You'll get new selling ideas, case histories that you can duplicate and expert advice for boosting your promotional products sales from industry experts.

Plus, you can download hundreds of dollars in savings from our supplier experts.

Click here to download the call, save it to your computer, or listen on your MP3 player.

Click here to open the Power Point presentation and follow along with our guest experts.

The supplier contact information is available in the presentation.

Click here to download the supplier savings coupons worth hundreds.

Click below to listen at your computer.

Tip: As you listen to the call, make a list of your current top customers. Next to each customer, write an idea from the call that you can present to them.

10 Tips From "The Get Sales Now!" Presentation.

1. Leading edge technology and green energy companies are good prospects for sales now.
2. Ask questions, listen carefully and present ideas to solve your customers challenges.
3. Get samples made with your company logo, show that you believe in what you do.
4. Upload your favorite customers logo and do a free virtual presentation.
5. Get an actual product sample with your customer's logo for even more impact.
6. Consider a gift for referral program and watch your sales grow.
7. Stay top of the mind by keeping in touch (even if they are not buying now.) Send interesting articles and marketing tips to provide value.
8. Evaluate your current customer base. Look for markets that are growing or have potential for growth. Rank your customers as to potential for sales in the future. Concentrate on your best prospects.
9. Build on your strengths. What can you do a little better or different than your competitors?
10. Continue learning and always look to upgrade your skills and knowledge.

What did you think about the ideas presented on this call? What product or idea was your favorite? All thoughtful replies are welcome. Just hit the comments button below.

____________________________________________________

Ready to Kick-Start Your Promotional Products Sales? This is for you!
The FAST TRACK to Promotional Products Sales Success:
The Proven Shortcut, Instantly Available Program for Making Money in Promotional Products Sales (Even if You're Starting From Scratch!)

When you invest in the FAST TRACK program by April 30th you'll get proven strategies for getting business fast, hours of sales-boosting audio, business operation forms, expert sales letters and a complete manual for success!

All of this promotional products money-making information, and hundreds of dollars in bonuses, plus a free one-on-one coaching session where I will personally answer your questions (if you order by April 30th!) is available instantly here: The FAST TRACK to Promotional Products Sales Success!

Rosalie Marcus, The Promo Biz Coach, teaches promotional products professionals how to get more business, choice clients and earn a higher income. Get a FREE Special Report: 10 Proven Ways To Thrive in Promotional Products Sales In Any Economy! at
http://www.promobizcoach.com/ --Reach her at Rosalie@promobizcoach.com or 877-570-6766.

3 Easy Ways To Boost Your Sales...

By Rosalie Marcus
http://www.promobizcoach.com/
If you're like many promotional products sales people, you're always looking for new and creative ideas or products to present to your customers. Sometimes it can be a real challenge.

Here are 3 tips to get your creative juices flowing:

1. Take a Break:
This may seem counter-intuitive, but sometimes the most productive
thing to do is step away from the problem in order to move
closer to a solution. Go for a long walk; read a book; work out at
the gym; take a shower; do something that takes you away from
the challenging task. Anything to clear your head and get a fresh
perspective.

2. Keep An Idea Journal
I like to carry a notepad with me at all times. Some of my most
creative ideas come at times when I’m miles from the office, both
literally and figuratively. I may be sitting in the dentist’s waiting
room or stuck in traffic, but when inspiration hits, I have my
notepad and pen with me to record my thoughts. I also keep a
notepad on my night table for middle-of-the-night inspirations.

3. Contact Your Favorite Suppliers
Your suppliers can be a great source of creative ideas.
Most suppliers have case histories that you can duplicate at their web sites. Many will brainstorm ideas with you and will send you product samples to present. Your suppliers are your partners for success. They are there to help you.

Speaking of favorite suppliers and great ideas...don't miss this!

FREE Get Sales Now! teleconference on Tuesday, April 21st.

Register even if you can't attend the live call, you'll get the MP3 audio to listen to anytime and supplier special offers that will put more money in your pocket.

You'll also get new product ideas, great selling tips, and exclusive discounts from top industry suppliers and promotional products business experts.

Get all the details and grab your spot here: You must register to attend. All this great sales-boosting information is free!

Enjoy the weekend and I hope to hear you on the call.

Rosalie

Rosalie Marcus, The Promo Biz Coach (tm) teaches people in promotional products sales how to get more sales, choice clients and a higher income. Get a free special report: 10 Proven Ways to Thrive In Promotional Products Sales at http://www.promobizcoach.com/

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

My #1 Sales Strategy

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

If you're anything like I am, some days you feel chained to your computer and your desk!
There just seems to be a never ending stream of emails to answer and phone calls to catch up on.

That's why, this week, I vowed to make personal visits to my clients.

What a pleasure to be away from my office and relaxing over a delicious lunch at a downtown Philly French Bistro.

Here's the lesson I learned.

Nothing beats personal contact for getting new business.

Why? Personal contact increases the know, like and trust factor. It gives you an opportunity to relate and get details that would be missed through emails, phone calls and other non face-to-face communication.

As a result of my meetings, I have many new opportunities that would not have been open to me if I didn't show up.

As and added bonus, the manager of the restaurant where I was dinning this week is going to become a client.

Not only that, my client introduced me to new people in her office who have potential for much new business.

It's amazing what's happens when you show up! You can be sure I'll be doing more of this in the coming months. How are you showing up? Do you make time to visit your prospects and clients on a regular basis?

What's working for you? What's your # 1 sales strategy? I would love to get your thoughts. Just hit the comments button below.

Want more promotional products success strategies to boost your sales and income?

When you invest in the FAST TRACK program you'll get proven strategies for boosting your promotional products sales. You'll get templates, scripts, sales letters and more that you can easily duplicate.

You'll have step-by step instructions for what to say before, during and after a sales call, and how to stay motivated no matter what!

All of this promotional products money-making information, plus hours of sales-training audios and hundreds of dollars in bonuses is available instantly here: The FAST TRACK to Promotional Products Sales Success!


Rosalie Marcus, The Promo Biz Coach, teaches promotional products professionals how to get more business, choice clients and earn 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 Your Perfect Promotional Products Niche ?

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


Many years ago, when I first start selling promotional products I thought everyone was a good prospect for me, but it wasn't until I concentrated on a niche market that my business quickly doubled and became one of the fastest growing companies in my region.

As a business coach, my niche is working with promotional products distributor owners and sales representatives. I teach them proven strategies to get more business, choice clients and make more money. I encourage the people I coach to develop one or more of their own niche markets and focus their energies there for maximum profitability.

Here are 5 ways to define your promotional products niche market:

1. The industries you serve ( healthcare, education, etc.)
2. The products you most enjoy selling ( apparel, writing instruments, etc.)
3. The problems you solve ( fast service, fulfillment etc.)
4. The programs you market ( safety, motivation etc.)
5. The demographic you target ( seniors, teens etc.)

You can sell outside of your niche market, this is just where you will concentrate the majority of your marketing efforts.

Once you've decided on a niche, learn as much as possible about it by visiting related web sites, subscribing to magazines and joining organizations. The idea is to be as visible as possible in your niche.

What's your opinion?
Do you have a niche market or markets? How has this strategy worked for you? All thoughtful comments are welcome. Just hit the comments button below.

Thinking about a niche marketing, but not sure how to get started? When you invest in the FAST TRACK program by March 31st you'll get proven strategies for finding your perfect niche, learn what the hot niches markets are for promotional products sales professionals and how to consistently attract business in your niche.

All of this promotional products money-making information, plus hours of sales-training audios and hundreds of dollars in bonuses and a free teleconference where I will personally answer your questions about niche marketing is available instantly here: The FAST TRACK to Promotional Products Sales Success!


Rosalie Marcus, The Promo Biz Coach, teaches promotional products professionals how to get more business, choice clients and earn 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.

10 Powerful Questions To Jump-Start Your Promotional Products Sales

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

It's almost the end of March. How have your first quarter sales been?

Regardless of the economic slow down there are certain things you can do now that will jump-start your sales and keep you motivated all year.

The most successful people in any industry have a business plan and work it!

Do you have a business plan and strategies? Having a plan and strategies is the big difference between being successful in promotional products sales and struggling.

If you don't have a plan, it's not too late to get started and it doesn't have to be difficult.

Here's an easy way to begin.
Answer these 10 Questions:

1. Why did you start your promotional products business? What is your vision? Try and answer this in 3 sentences or less.

2. Where is your business now in terms of income and gross profit margins?

3. Where would you like your business to be six months and one year from now?

4. Who are your ideal most profitable clients? How can you find more people like them?

5. What makes your promotional products business different or better than your competitors?

6. What new niche markets or revenue streams can you explore to boost your sales and income?

7. What's your sales process?

8. What powerful questions help you get more business?

9. How can you make more money on every order and get better pricing from suppliers?

10. What marketing methods are you using? What's working? What isn't?

Need help with your plan and answering these questions?

This month I'll be hosting a special one hour teleconference for all my FAST TRACK members.

Let me help you jump-start your sales!

You'll get to ask me anything you want about planning and growing your promotional products business. This teleconference is only for FAST TRACK members.

Not a FAST TRACK member yet?

Get all the details below and attend this special teleconference where you can ask me anything you want to get your promotional products business going the right way.

Want help building your sales and income?

I recommend The FAST TRACK to Promotional Products Sales Success. I've included everything you need to do to jump start your promotional products business fast. Including the latest information on industry trends, social networking and forming alliances.

You can start using the program in the next 10 minutes (the online version and audios are available instantly, with a printed copy on its way.) All the sales-boosting information, audios, templates and case histories are handed to you on a silver platter. You can get yours now at The FAST TRACK web site.

Why struggle when you can just model a program that already works? If you hurry you can still get FREE SHIPPING!

Rosalie Marcus, The Promo Biz Coach, teaches people in the promotional products industry how to get more sales, better clients and a higher income. Get a FREE Special Report, How to Attract Promotional Products Business in 30 Seconds or Less at http://www.promobizcoach.com/. Reach her at Rosalie@promobizcoach.com or 877-570-6766.

What's Your Exit Strategy?

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

Have you ever thought about selling your promotional products business? Wondering what it's worth? Are there steps you can take now to keep the value up, so that if and when you're ready to sell you can get top dollar?

Here are 3 things you can do now to make your business more valuable in the future.

1. Develop an operations manual. Document everything you do and how you do it. This will streamline your processes now and make it much easier for someone else to take over in the future.

2. Be willing to delegate. If you're doing everything the business becomes only you. Without you, what will your business be worth? Focus on the areas in which you shine and hire others to take over the tasks you dislike or don't do well. This will increase your work satisfaction, your income and your business value.

3. Focus on your most profitable accounts. Your business will be valued by the company you keep. Consider creating contracts with your larger accounts. This is a great way to save your customers money and lock in the business. It also makes your business more valuable to a potential buyer.

There's a lot more to making your business saleable than these three tips. Want to learn exactly what you can do now to make your business valuable in the future?

Next week, in my Success Circle teleconference, I'll be interviewing promotional products business exit strategy expert, Mary Kilburn.

Mary will share proven strategies to increase the value of your business now, so that all your hard work pays off . You don't want to miss this informative class. You'll have a chance to get all your questions answered.

FREE participation in 3 of my Success Circle teleconferences is just one of the many benefits you get when you join The FAST TRACK program today.

Read below for all the exciting details:

Want more help building your sales and income? I recommend The FAST TRACK to Promotional Products Sales Success.I've included everything you need to do to jump start your promotional products business fast. Including the latest information on industry trends, social networking and forming alliances.You can start using the program in the next 10 minutes (the online version and audios are available instantly, with a printed copy on its way.)

All the sales-boosting information, audios, templates and case histories are handed to you on a silver platter. You can get yours now at The FAST TRACK web site.

Why struggle when you can just model a program that already works? If you hurry you can still get FREE SHIPPING and attend the Exit Strategy teleclass on 3/12.

Rosalie Marcus, The Promo Biz Coach, teaches people in the promotional products industry how to get more sales, better clients and a higher income. Get a FREE Special Report, How to Attract Promotional Products Business in 30 Seconds or Less at http://www.promobizcoach.com/.

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

New Marketing Tools For Promotional Products Sales Professionals

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

Want some help convincing your prospects and clients that now is the right time to promote their products and services using effective, targeted promotional products and incentive programs?

Here are some well researched marketing tools that may help:

New end user marketing tools were recently posted by Don Mennig, Executive Director, Marketing at ASI. They prove the excellent ROI, (return on investment) of using promotional products. These would make a great addition to any mailing you may do. You could also post a download of these at your web site. Check the tools out at the following link: http://cdn.asicentral.com/MKTGemails/MarketingMicrosite/

Another excellent marketing tool is this “white paper” posted in the PPAI newsletter: Why Incentive Programs Endure Recessions.
Send this to human resource managers and your current clients and prospects. While many companies are not giving raises, incentive programs may work perfectly for them.
http://www.incentivecentral.org/pdf/why_incentive_programs_endure_recessions.pdf

What has worked best to market your business? Your comments are welcome. Just hit the comments button below.


Want more help building your sales and income? I recommend The FAST TRACK to Promotional Products Sales Success.


I've included everything you need to do to jump start your promotional products business fast. Including the latest information on industry trends, social networking and forming alliances.

You can start using the program in the next 10 minutes (the online version and audios are available instantly, with a printed copy on its way.)

All the sales-boosting information, audios, templates and case histories are handed to you on a silver platter. You can get yours now at The FAST TRACK web site. Why struggle when you can just model a program that already works? If you hurry you can still get FREE SHIPPING!

Rosalie Marcus, The Promo Biz Coach, teaches people in the promotional products industry how to get more sales, better clients and a higher income. Get a FREE Special Report, How to Attract Promotional Products Business in 30 Seconds or Less at http://www.promobizcoach.com/. Reach her at Rosalie@promobizcoach.com or 877-570-6766.

Top 3 Prospecting Strategies Without Making Cold Calls

By Rosalie Marcus
Rosalie@promobizcoach.com

Last week, a reader wrote and asked for my recommendations for prospecting that did not involve making cold calls or getting referrals.

Here is what I recommend and what has worked for my coaching clients:

• Form Alliances: Who serves the same target market but is not a direct competitor? Printers, graphic artists and meeting planners are a few suggested alliance partners. How can you both work together and increase your businesses? Consider hosting an open house together or doing a joint direct mailing.

• Targeted Networking: People buy from others they know, like and trust. Target your networking where you are most likely to meet people in your target market or the people who attend can give you referrals to others in your target market. Join organizations that members of your target market belong to. Show up regularly, join committees and be of service and members will want to give you business.

• Social Networking: Online networking can work, but to succeed you need to do more than just have a profile. Join a marketing group at an online site such as Facebook or Linked In. Position yourself as an expert by answering questions and being helpful. The more expertise you show, the more likely you are to get new business.

Have a suggestion that has worked for you to boost your promotional products business without making cold calls? Share it with our readers by posting a comment below.

Want to increase your promotional products sales and income regardless of the economy? I recommend The FAST TRACK to Promotional Products Sales Success.

I've included everything you need to do to jump start your promotional products business fast. Including the latest information on industry trends, social networking and forming alliances.

You can start using the program in the next 10 minutes(the online version and audios are available instantly, with a printed copy on its way.)

All the sales-boosting information, audios, templates and case histories are handed to you on a silver platter. You can get yours now at The FAST TRACK web site. Why struggle when you can just model a program that already works? If you hurry you can still get FREE SHIPPING!

Rosalie Marcus, The Promo Biz Coach, teaches people in the promotional products industry how to get more sales, better clients and a higher income. Get a FREE Special Report, How to Attract Promotional Products Business in 30 Seconds or Less at http://www.promobizcoach.com/. Reach her at Rosalie@promobizcoach.com or 877-570-6766.

Do Cold Calls Get New Business...?

Posted by Rosalie Marcus

http://www.promobizcoach.com/

Yesterday, in my Success Circle Coaching call we had a spirited discussion about the value of making cold calls.

I'll be upfront and say, I believe cold calls are the least effective way to get new promotional products business for the following reasons:

• Voice mail and caller id make it easy to screen all calls



• Gatekeepers are efficient at getting rid of salespeople



• Cold calls close at a much slower rate than almost all other marketing methods



• We live in a permission based era where people are reluctant to speak to strangers



• The know, like and trust factor is missing.

However, one of the participants on the call, Maureen , had a different opinion. She said cold calls have worked very well for her and that she's received a great deal of promotional products business that way.

What's her method? She doesn't just call to introduce herself, she mentions a triggering event such as trade show and how she can help her prospects boost their business at that event.

She takes the time to go to the web sites of the businesses she's calling on so she can have knowledge of their challenges and what events are coming up. The result, she has a much higher success rate when she does cold calls.

The bottom line. If it works keep doing it, if it doesn't try something new.

There are tons of ways to market your business. Focus on what you enjoy and what works for you. Keep track of the results.

The important thing is that you are persistent and consistent with your marketing.

What's your opinion? Have cold calls work for you? What marketing methods have worked best in your business? I'd love to hear your opinion. Just hit the comments button below.

One more thing...

If you hurry you can still enjoy Free shipping and get a proven program for boosting your sales and income (in any economy) when you get on The FAST TRACK to Promotional Products Sales Success.

When you get on The FAST TRACK, I won't leave you without support. You'll get 3 live teleconferences with me, an ongoing email support forum and hundreds of dollars in discounts from top suppliers. Why struggle when you can model a program that works?
Get all the details here.

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

How to Avoid The Big Promotional Products Sales Mistakes...

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

Click on this link to see a video excerpt from the presentation.

I'm just back from the ASI Show in Dallas where I presented a workshop on: The 8 Biggest Mistakes Promotional Products Professionals Make and How To Avoid Them.

(I personally made many mistakes in my own promotional products distributorship, so I really felt qualified to teach this class!) Wow! What a great group of promotional products distributors attended. Many shared their mistakes and what they have learned.

If you missed the workshop, you can watch a short video of some of what I shared by clicking on the link next to the photo above.

Here are the notes from my presentation:

I also presented 3 other workshops and hosted a special Women's Networking Reception.I'll be posting more photos next week.

Here are questions for you:

What mistakes would you tell someone new to the industry to avoid?
What do you know now that you wish you knew when you first started selling?

All thoughtful replies are welcome. Just click the comments button below.

Looking for proven ways to sell in our new economy?
Worried about loosing your current customers?
Want some new, easy to implement ideas and inspiration?

Check out The FAST TRACK to Promotional Products Sales Success and get FREE Shipping when you order today...plus additional live teleconferences with me (Rosalie Marcus) to keep you motivated and on track.

Stop struggling and start boosting your sales and income today.

Rosalie Marcus, The Promo Biz Coach,

teaches promotional products sales professionals how to get more sales, better clients and a higher income. Get a FREE Special Report, How to Attract Promotional Products Business in 30 Seconds or Less at: http://www.promobizcoach.com/

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

Here's Your 2009 Promotional Products Sales Stimulus...

Posted by Rosalie Marcus
Rosalie@promobizcoach.com

I believe all of us in promotional products sales have an important role to play in helping to get our economy back on track. As business promotion advisors we have the resources and knowledge to help stimulate our customers' businesses.

Today I had the pleasure of interviewing top suppliers and promotional products industry experts who shared their take on our new economy and solutions you can use now to stimulate your sales.

If you're looking for new ideas and expert advice you'll want to listen to this call now.

If you missed this informative call you can listen again here.
Click here to download the MP3 and listen to the call again.

Click below to listen on your computer.

Click here to open the presentation and follow along.


Download hundreds of dollars in supplier savings coupons below.
Click here to download the supplier savings coupons.

Contact information for our guest experts:

Bob Hechler, Windbrella, rlh@windbrella.net , http://www.windbrella.net

Julie Nieves, Washington Promotional Group, t4@washpromo.com, http://www.washpromo.com

Glen Hersh, Admints and Zagabor, Glen@admints.com , http://www.admints.com

Viktoria Sokolova, EMT, Viktoria@emteasy.com , http://www.emteasy.com

Allison Gower, The Platform Group Gallery, Allison@theplatformgroupgallery.com
http://www.theplatformgroupgallery.com

Ross Silverstein, iPromoteu. rsilverstein@ipromoteu.com,
http://www.ipromoteu.com


SPECIAL OFFER:
Want to boost your sales and income all year? Check out... The FAST TRACK to Promotional Products Sales Success! When you get the FAST TRACK you'll get NQP and EQP all year from our supplier guest experts.

Order by January 31st and get FREE Fed Ex Ground Shipping and a FREE one-on-one coaching session with Rosalie.

Preview here:
The FAST TRACK to Promotional Products Sales Success!

Rosalie Marcus, The PromoBizCoach, teaches promotional products professionals how to get more sales, better clients and a higher income. Contact her at Rosalie@promobizcoach.com
or 877-570-6766

Can You Keep Promotional Products Sales Up When The Economy is Down?

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

Here's a proven strategy for keeping your sales up in a down economy.

One of the strategies I recommend to all my coaching clients is to offer a "free marketing tune up" or "sales stimulus" to all their current promotional products clients and best prospects. This is an easy, non-pushy way to get your foot in the door.

Go with the attitude what can I do help you, not what can I sell you. This is a great opportunity to see what special events are coming up, what their current business challenges are and how you can be of service.

After these meetings come back with ideas that will help your clients and prospects increase business using a targeted, effective promotional product.

There's a plethora of ways promotional products can be used to boost sales and drive traffic to a business and now is the time to use them. In fact, in a slow economy (or any economy) promotional products beat other forms of advertising in terms of exposure, cost per impression, effectiveness and longevity.

People buy from others they know, like and trust. Personal contact is a great way to build trust and sales in this "new"economy. Even if your clients and prospects are not ready to purchase promotional products now, you'll be top of the mind when they are ready to buy.

One more thought...What are you currently doing to motivate others to give you referrals? Offering a promotional gift for a referral is a great motivator and will show you believe in what you do. It may even encourage your clients to put together a similar gift for referral program. Referral programs are a great way to boost sales in our new economy.

Want more proven strategies for building your promotional products sales, even in a slow economy?

Want to know The 5 Most Profitable Niche Markets are for 2009?

Want expert sales letters you can duplicate and use today?

Want to save hundreds of dollars from top industry suppliers?

You'll get all that and more when you get The FAST TRACK to Promotional Products Sales Success ...All the tools, sales letters, resources and savings are available instantly. You can start using this program in the next 10 minutes. Order today and get FREE FED EX Ground Shipping in the USA. Get started boosting your sales here.

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

Did you find this information helpful? Have a comment about this post? Have a question for Rosalie? All thoughtful comments are welcome. Just hit the comments button below. Make sure you leave your email so that she can get back to you.

How to Turn Your Promotional Products Proposals Into Orders

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


In a difficult economy and highly competitive promotional products market how can you make your proposals stand out and get noticed...so that when your prospects are ready to place an order you get the business?

Here are five quick tips to stand out and sell more:

1. Provide options. Present a three tiered option with low, medium and higher priced promotional products. Studies have shown that most customers will choose the medium priced option.

2. Provide testimonials. In a tight economy people don't want to take chances. Provide testimonials from past "raving fans" about how great it is to work with you.

3. Provide a product proof or virtual proof. Providing an actual or virtual proof with your proposal will position you as someone who goes "the extra mile."

4. Provide quality and event date guarantees. Again, people don't want to take chances. When you work with quality suppliers this shouldn't be hard to do.

5. Provide a company or personal bio. People buy from others they know, like and trust. Giving your company background and accomplishments can go a long way in establishing the know, like and trust factor.

Want more great strategies for building your promotional products sales, even in a slow economy?
Want a quality guarantee you can duplicate and use in all your proposals?
Want to know how to easily get testimonials from your customers?
Want a list of top suppliers that stand behind their products?
When you get The FAST TRACK to Promotional Products Sales Success you get all that and more.

Plus, I'm extended my ASI Show Special to all my blog readers until Jan 16th.
Save $50.00 and and get hundreds of dollars in discounts from top-rated suppliers you won't find anywhere else when you get The FAST TRACK today. Just enter the promotion code "ASI Show" when you check out. Go here to learn more.


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

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

Did you find this information helpful? Have a comment about this post? Have a question for Rosalie? All thoughtful comments are welcome. Just hit the comments button below. Make sure you leave your email so that she can get back to you.

3 Quick and Easy Tips For Selling More in 2009

By Rosalie Marcus

http://www.promobizcoach.com/

Happy New Year!

Like it or not, our economy is changing and will continue to change through 2009.

This can be a great opportunity for you to take a look at your current promotional products business model and make the necessary adjustments to thrive in our "new economy."

Here are three quick and simple tips to get you started:

1. Narrow your focus. You can't be all things to all people, but you can be a star in your target market. Specialists earn more than generalists across the board. That's because your customers value expertise and want to do business with others who understand their unique challenges.

You can specialize by the problems you solve, the products you sell, the industries you work in or the demographic you reach out to. You can sell outside of your target market, this is just where you will focus the majority of your marketing efforts.

In today's highly competitive market with more and more people entering our industry this is a must to stand out and get more sales.

Need help deciding where to focus? The FAST TRACK program includes an entire chapter and step-by-step instructions for Finding Your Perfect Niche. Plus, for 2009 I've included a new Special Report: The Five Most Profitable Niche Markets for Promotional Products Professionals.

2. Be especially choosy about suppliers. If you've been in the promotional products business more than a few months you know that your suppliers are your partners for success. Choosing a supplier based on the lowest price is not a wise strategy. Now more than ever you need to be especially careful.

Poor imprint quality, missed event dates and inferior products can cost your business dearly. The best strategy is the choose a core group of suppliers in each of the top selling promotional products categories and give them the majority of your business. You'll reap the rewards of happier customers, get repeat orders, enjoy better pricing and build stronger relationships.

Not sure how to choose the best suppliers? The FAST TRACK program includes step-by-step instructions for choosing industry suppliers. It also includes my private-A-list of recommended suppliers and over $300.00 in actual dollar discounts from top rated suppliers that you can use immediately. Plus, you'll be part of my private email support forum where you can ask questions, get supplier recommendations from me (Rosalie) and your colleagues.

3. Get the right support: In times like these, it can be easy to get discouraged. One of the best things you can do is to surround yourself with positive influences. Read motivating books, listen to inspiring audio and surround yourself with positive role models. Success in business is not a solo act. Talk to any successful business person, and you'll be talking to someone who has a mentor, coach or business support system.

The FAST TRACK program includes on-going support and close to 100 specific actions you can implement immediately to boost your sales in our "New Economy." Plus, you'll be invited (free of charge) to participate in 3 business-building teleconferences where you can ask questions, hear what others just like you are doing to build their sales, and get cutting edge promotional products sales tips.

Here's to happy, healthy and prosperous 2009! I'm here to help you.

Rosalie Marcus

Rosalie@promobizcoach.com or 877-570-6766

PS Will you be in Orlando at the ASI Show? If so, I would enjoy meeting you. Please stop by one of my workshops and say hello.

10 Top Promotional Products Business Questions

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

No doubt about it, 2008 has been a challenging year. Lots of uncertainty and things changing at record speed. Regardless of the economic slow down there are steps you can take today to insure 2009 will be a better year. Now is the time to work ON your promotional products business.

Ready to get started planning your business success? Spend some time this week answering these questions , look for areas that need to improve, work on strategies to implement and your business will be more successful in 2009.

1. Where are you now in terms of gross revenues and profit margins?
2. Where would you like to be in 6 months and one year from now?
3. Who are your most profitable, choice clients?
4. What can you do to get more business from those clients?
5. What separates your business from the competition?
6. Which promotional products categories generated the highest profits?
7. Which marketing strategies worked best for you this year?
8. Who are your top preferred suppliers?
9. What rebates, preferred pricing or special value do your top suppliers provide?
10.What strategic alliances or referral programs can you set up for 2009?

Want help working on your 2009 promotional products business plan? Not sure how to answer the questions? Check out The FAST TRACK to Promotional Products Sales Success Program. You'll get all the resources and support you need to sell more and get your business going fast.

Plus, when you order by Dec 31st you'll get a one-on-one personal business coaching session with me (Rosalie Marcus) to answer your questions and get you started the right way. Click here to see all that you get with the FAST TRACK.


Rosalie Marcus, The Promo Biz Coach, The Promo Biz Coach, specializes in teaching people in the promotional products industry how to get more sales, better clients and a higher income. Get a free special report : How to Attract Promotional Products Business in 30 Seconds or Less at http://www.promobizcoach.com/
Reach her at Rosalie@promobizcoach.com or 877-570-6766.

Is Social Networking Worth Your Time?

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


Do you think social networking sites are just for kids? Think again! In today's tough economic environment you need to explore every avenue for increasing your promotional products sales, referrals and alliances. Why should you be on Facebook, Linked In or other social networking sites?

The short answer is because many of your clients are using social and professional networking sites to check you out before they agree to a meeting or make a buying decision.

What comes up when you search your name in Google? Since you control your online presence, it makes sense to have an online profile that speaks to your strengths and capabilities.
You already know networking is one of the smartest ways to build your business.

If you're like most people in promotional products sales you're already building sales through in-person networking. What about online social and professional networking sites? Are you using this strategy to gain business and referrals?


Here are five smart reasons to test the waters:

1. You'll boost your credibility and visibility. People do business with other people they know, like and trust. Having a presence on the web increases your visibility and credibility and will help build your promotional products sales and referrals.

2. You'll be searchable on the web. These days everyone is using Google to check out the competition. You can control the profile you create on sites such as Linked In, Facebook and and what your most wanted clients learn about you.

3. You'll make valuable contacts and be able to form joint ventures and alliances. In tough economic times joint ventures and business alliances are a smart way to boost your promotional product sales.

4. You'll attract business without having to leave your home or office. Increased gas prices are here to stay. Social and professional online networking lets you make valuable contacts that can lead to increased business without leaving your home or office.

5. Clients and friends you've lost contact with will be able to easily find you. The web presents a global networking of contacts. You'll make connections with people from your past who can become valuable to building your sales.

Now that you know this is a valuable strategy, here are a few tips for getting started:

• Create an online profile that speaks to your capabilities and strengths. Modify as needed for various sites.

• Start out slowly. If you try and do too much you'll be overwhelmed. Try out one or two sites such as Facebook and Linked In. Set aside 30 minutes every week to connect and answer questions.

• Join an industry social networking sites such as ASI's social network site, to network with your peers, ask questions and stay informed. While your there, search my name. I would like to meet you, answer your promotional products sales questions and get to know you better.

I'd like to hear your thoughts about social networking sites. What sites have you found valuable? All thoughtful replies are welcome.

Wishing you much success!

Rosalie

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/

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 simply just asking for it. I have learned to ask my current (larger) customers that have multiple departments for names of others in the organization. Once I got over feeling funny about asking - it was easy."

What was your most successful marketing strategy this year?
Reply to this post (by clicking on the link at the bottom)
and I'll send you a FREE special report: 7 Proven, Easy Strategies
For Working Smarter, Not Harder!
**************************************
Want to give yourself a great present-- plus, eliminate
the feeling of overwhelm and isolation in your business ?

Check out the NEW Promo Biz Success Circle.
The Succes Circle is the proven, easy and affordable way to
shorten the promotional products learning curve and make more money with less effort in less time. Join now and get two FREE bonuses and a special year end discount (and tax deduction!)
Learn more here: http://www.promobizcoach.com/information_page.htm

Wishing you all the best for 2007!

Rosalie


Rosalie Marcus, The Promo Biz Coach(TM) shortens the promotional products learning curve and helps promotional products consultants make more money with less effort in less time. Contact her at Rosalie@promobizcoach.com or 215-572-6766 http://www.promobizcoach.com

6 Steps To Jumpstart Your Creativity

By Rosalie Marcus, The Promo Biz Coach (tm)
Copyright 2006, Rosalie Marcus
http://www.promobizcoach.com

As a small business coach I specialize in helping people in the promotional products industry shorten the learning curve and boost their sales quickly.

One of the frequent challenges I hear from my coaching clients is "I need some new ideas, I'm stuck and I'm not very creative." If that sounds like you read on...

This is a unique industry in which creativity is a valued part of our everyday existence. Yet, all of us, myself included, sometimes experience those mental blocks where, no matter how hard we try, we can't generate a new or creative solution.

Whether you're working on new ideas for a current client, looking for innovative ways to generate business or facing a challenging workplace problem, fresh creative thinking can help you achieve your objectives more quickly. Studies have shown that all of us have the ability to be creative thinkers. Given the proper stimulation those ideas will flow.

Do you need a break through? Here are six smart ways to jumpstart your creative juices.

1. Take a Break
This may sound counter intuitive, but sometimes the most productive thing to do is step away from the problem in order to move closer to a solution. Go for a long walk, read a book, work out at the gym, take a shower; do something that takes you away from the challenging task. Anything to clear your head and get a fresh perspective.

2. Keep An Idea Journal
I like to carry a notepad with me at all times. Some of my most creative ideas come when I'm miles from the office both literally and figuratively. I may be sitting in the dentists waiting room or stuck in traffic, but when inspiration hits I have my notepad and pen with me to record my thoughts. I also keep a notepad on my night table for middle of the night inspirations.

3. Ask For Help
Just about every morning I start my day going to my local fitness club for exercise. If I'm stuck for a creative solution I share my challenge with a workout buddy. I'm sure you've heard the old adage "Two heads are better than one". Some of my most creative ideas and solutions to my challenges were the result of my morning conversations. You can also get help with your challenges by joining an email support forum, like the one I faciilitate, for promotional products professionals.

4. Sleep On It
This is a technique I learned many years ago. Before I go to bed I focus my attention on a problem I want to solve. This is different than worrying about it. I just say to myself, " I need help with X." This technique allows the challenge to be planted and managed in the subconscious mind.

5. Use Technology
Consult supplier web sites. They're great sources of creative ideas. Many have case histories you can easily duplicate with your own clients. Bookmark your favorites. Viewing them on a regular basis can lead to some very creative ideas. Industry research sites such as ESP, SAGE and PMDM can also help when you're stuck. PPA has a wonderful tool on it's web site called Build A Promotion which can help with ideas. And doing a Google search, with some key words, is bound to turn up some ideas you may have never thought about.

6. Listen To Your Intuition
As we grow older we frequently get further away from what we know is instinctively true or right. If your instincts are telling you something- listen! It could be to "walk away" from a difficult situation or to call a client because you instinctively know they need your help. The important thing is to listen to those inklings, they are giving you some important information.

Need more ways to jumpstart your creativity?
Attend This Month's Master's Success Circle Class.
Date: October 19th, 2006
Time: Noon Eastern, 11:00 Central, 10:00 Mountain, 9:00 Pacific
Topic: The Art of Holiday Gift Giving
Special Guest Speaker: Joel Schaffer
Joel is a creative genius and an industry expert.
Get tons of creative ideas to jumpstart your sales here.
http://www.promobizcoach.com/teleconference.htm

This month's question: What do you do when you're feeling stuck and need some new ideas? Share your ideas with our readers and I'll send you a free special report. Remember to leave your name and email address so that you can get your free report.
Just click the comments bar to answer.


Here's to your success!




Rosalie Marcus

Rosalie Marcus, The Promo Biz Coach (tm) shortens the learning curve for promotional professionals helping them make more money with less effort in less time!
Contact her at Rosalie@promobizcoach.com or 215-572-6766.
Get a FREE preview of her Ultimate Sales Boosting Program at
http://www.promobizcoach.com/information_page.htm

Three Great Tips To Boost Your Promotional Products Sales!

Three Great Tips To Boost Your Promotional Products Sales
By: Rosalie Marcus, The Promo Biz Coach (TM)
Rosalie@promobizcoach.com
http://www.promobizcoach.com

I don't know about you, but I'm a life-long learner. That's why my trip this summer to Alaska and Vancouver was such a joy. Not only did I get to see amazing sites, eat incredible food, bike, hike, raft and see wildlife-- I also learned some great sales lessons!

(That's me on the left with my husband, Bob, floating down a river in Ketchikan, Alaska. Can you tell that I loved this vacation!)


Here are three great tips that I learned that will help to boost your promotional products sales!


1. Go beyond correcting mistakes:
The first day onboard our ship, our room was missing some amenities. We called to have them delivered ASAP. Not only did we get our shampoo and soap, we also got a bowl of fresh fruit and a bottle of wine. We quickly forgot the little oversight and settled into having a wonderful trip.

Tip from Rosalie: The next time you're correcting a business mistake, go beyond just correcting the mistake and add something extra. Leave your clients with a wonderful feeling about your company and they'll soon forget the mistake and become a raving fans!

2. Always carry your business card:
I'm not one to suggest working on vacations, that's no fun-- but, you never know whom you're going to meet and how they can use your services. One day at breakfast I was seated with the marketing director of a Fortune 500 company. We exchanged cards and agreed to keep in touch. Many of my best clients have come from these casual meetings. I've met clients on airplanes, elevators and the beach. You never know where your next great contact is coming from.

Tip from Rosalie: Always have a business card with you. Use a high quality card and put your cards in an attractive case. Additionally, always have a custom imprinted pen or notepad to hand someone with your card. It's a great way to be memorable, promote what you do and increase sales.

3. Survey your clients often. The last day onboard our ship we were given a brief survey to fill in to rate the service. I was happy to do it, since I was so pleased. A friend I met onboard had a constructive criticism about a workshop she had attended. Since this ship is known for impeccable service, you can be sure they'll read all the surveys and correct the situation.

Tip from Rosalie: When was the last time you surveyed your clients? Finding out what your clients like and don't like keeps you in touch, upgrades your service and let's your clients know that you care! Don't skip this step if you want to increase sales.

What's your best sales tip? Share it with our readers and I'll send to you a FREE special report: 10 proven Ways To Sell More With Less Effort. Just click on the comments link below. Make sure you leave your name and email address.

NEW FREE TELECONFERENCE
Register NOW!
7 Big Mistakes Promotional Consultants Make and How To Avoid Them!
Thursday, September 14th at Noon Eastern, 11:00 Central, 10:00 Mountain, 9:00 Pacific
Reserve your spot below: Enrollment is limited! http://www.promobizcoach.com/FreeTeleclass.htm

Here's to your success!


Rosalie

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! Get a FREE sales-boosting special report and tips at: http://www.promobizcoach.com/ . Contact her at Rosalie@promobizcoach.com or 215-572-6766.

How Do You Choose The Right Supplier Every Time?

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

How do you choose suppliers? Do you go by price? What about service? Do you get recommendations? And what makes a really good supplier? What do you do if a supplier makes a mistake? Are there a set of standards that all suppliers should adhere to?

With thousands of suppliers in the promotional products industry and new ones entering every day, how can you make the best choice? These days many suppliers have the same or similar products making it even more challenging, especially if you're a novice.

Choosing the right supplier every time is crucial to your success as a promotional products consultant. Make a mistake here and you can lose valuable customers and revenue!

Here are some guidelines to start with for choosing suppliers wisely:

• How responsive are they? How quickly do they return your calls?
• Can the customer service people answer your questions easily?
• Do they offer quality and event day guarantees?
• Do they offer case histories?
• Do they have a web site with ideas for selling their products?
• How committed are they to the industry?
• Do they have an outside rep to call on you?
• Do they subscribe to ethical business practices?
• What do others in the industry say about them?
• How quickly can you get samples ?
• What is their procedure for handling problems on orders?
• Do they have inventory when you need it?

The best suppliers are partners in your success, the more wisely you choose the more profitable you'll be!

What do you think? How do you select suppliers? What criteria do you use? What makes a great supplier? Just post your thoughts by clicking on the link at the bottom of this blog post. All comments receive a FREE Special Report: 10 Proven Strategies To Sell More! Please remember to include your email address so that I can send the Special Report to you.

Have a great day!

Rosalie

Rosalie@promobizcoach.com

Rosalie Marcus, The Promo Biz Coach(tm) helps motivated promotional products professionals grow their sales, increase their profits and work smarter, not harder!

Contact her at: Rosalie@promobizcoach.com or 215-572-6766

An Easy Way To Increase Referrals

An Easy Way To Increase Referrals
By Rosalie Marcus, The Promo Biz Coach, TM
http://www.promobizcoach.com
http://www.promobizwoman.com
Rosalie@promobizcoach.com

I'm sure you know that referrals are the best way to increase your sales, and you're most likely getting some referrals, but how can you get more?

One of the best ways to increase your referrals is to reach out to referral partners. Referral partners are people who serve the same target market that you do but are not direct competitors. Examples of good referral partners for the promotional products consultants are:

• Meeting Planners
• Printers
• Trade Show Display Companies
• Graphic Designers
• Sign Companies
• Sales Professionals

These are people who routinely come in contact with buyers that need promotional items. Ask your friends, colleagues and relatives if they know anyone in these types of businesses. Then take the time to make contact with the principal people in these companies. Set up a breakfast or lunch meeting. Look for people and companies that share your values and vision. Chances are you can help each other increase sales and referrals.

One savvy promotional professional set up a reciprocal referral business with a digital printer. The results: A twenty percent increase in her sales within six months. She also hosted an open house with her referral partner. The results: more business for everyone and one stop shopping for their clients.

What do you think? Do you have any referral partners? How has this strategy worked for you? Share your comment on this blog and I will send to you a FREE Special Report. Just click on the comments link at the bottom of this page.

Have a great day!

Rosalie

Rosalie@promobizcoach.com

www.promobizcoach.com

www.promobizwoman.com

Are You Doing This Smart Strategy?

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


If you've ever taken a class with me or participated in my Business-Boosting program you know I'm a big believer in the power of handwritten thank you notes.

I know this may sound like your mother talking, but they really do work!

And you can do them in less time than you can imagine. I'll show you how.

First, in case you doubt that they are important, or that they really
make a difference, read on...

Ninety nine percent of the mail we get is computer generated , easy to dismiss and put in the trash, but a handwritten note always gets opened.

Everyone likes to feel appreciated.

Your clients will remember your thoughtfulness and professionalism.
And they'll remember you the next time they are ready to place an order.

Ok, I know this sounds like a great theory, but here's the proof.

I recently sent a short handwritten thank you note to a client. Someone who has very little time to talk to me, you know a busy corporate person, who just wants me to get the job done and do it right.

So you can imagine how I felt when I received this note:

"It was a real treat to get a note card with a personal message written in ink!
There is just nothing like it. It reminds me of my mother-in-law, who was a wonderful woman and who was especially fond of those of us who knew enough to take the moment necessary to put pen to paper.
Thank you very much for your note, Rosalie. I appreciated it."

I got a thank you for my thank you! Plus, two nice size orders and a request to submit a proposal for more items.

Most of your clients won't take the time to acknowledge your note, but don't think they don 't appreciate it.

Here's more proof:

I recently was visiting a client' s office and saw my thank you note tacked to the bulletin board above her computer ( something she looks at every day.) Talk about in your face recognition and free advertising, she liked the note so much she hung it up!

So, have you thanked a client today?

Here's how to get started:

Purchase some nice quality notes with your company name or your name at the top.
Many of our promotional products stationery suppliers may be able to help you with this.

Keep your notes in a convenient place so that they are always available.

Keep your favorite pen next to your notes, you know the one you enjoy writing with, to make this easy and pleasurable.

Ok, so now that you know you should do them, how do you find the time?

Set aside 30 minutes a day to write your notes.

Carry thank you notes with you when you travel. Waiting to see a client? Write a thank you note. On hold for a phone call? Start a thank you note. Use your "down time" constructively.

When should you send a note?

• After you meet a prospect for the first time.
• When an order is complete and shipped. ( For multiple orders from the same client you may wish to send just one note, but always do a thank you phone call no matter how many orders you've sold them! And for really large orders, a hand written note is a must.)
• When you get a referral. (If you want to continue getting referrals!)
• When someone has helped you.
• Anytime someones actions have made a difference in your business or life.

Since we're all in the promotional products business, you may wish to include a small promotional gift item with your thank you note.

What do you say?

Just be yourself and be sincere. I know it's a cliche, but it's the thought that counts.

And if you're still stuck for thank you note ideas... my NEW Ultimate Business-Boosting Program includes thank you ideas you can easily duplicate, plus hundreds of strategies and case histories to increase your sales, hours of audio, an ongoing support forum, monthly teleclasses and a personal coaching session to get you started.

This week's question:

Are thank you notes important? Do you use them? Do you enclose a promotional gift with them?

Respond to this post by clicking on the comments bar below and I'll send you a FREE Special Report to help increase your sales.

Here's to your success!

Rosalie Marcus

Rosalie@promobizcoach.com

Rosalie Marcus, The Promo Biz Coach takes the mystery and struggle out of growing a highly profitable promotional products business. For information about how she can help you grow your sales, increase your profits and work smarter, not harder visit her web site at: http://www.promobizcoach.com ,http://www.promobizwoman.com

Contact her at Rosalie@promobizcoach.com or 215-572-6766

Should You Fire This Client?

Should You Fire This Client?

copyright 2006, Rosalie Marcus

The Promo Biz Coach (tm)

http://www.promobizcoach.com/

http://www.promobizwoman.com/

Rosalie@promobizcoach.com

A reader asked, "I have an immediate question and something that has given me sleepless nights. I'm into keeping all my customers happy, just like you suggest.I'm contemplating firing this customer.

Problem is, in the past they've sent in an awful lot of business. As a
company, the revenue is large, but in the first few months of working
with them, they have not been as profitable as we would like them to
be. They are very difficult and irrational when I try to educate them
on this industry, and I believe they may be shopping my ideas and only looking for the lowest price.

Do I fire this customer, or continue spending most
of my days and nights with a very unhappy group of people?"

Answer: Do you understand why they are so unhappy? Do you know what is most important to them? Is it price, or is there something more that you're not providing? What do they value most in a promotional products consultant?

Without knowing the complete picture it's hard to answer your question but... after you have done everything possible to communicate with them, try answering the questions below.

You can use these questions to evaluate all your promotional product accounts.

--Are they profitable? On average can you make at least a 35% gross
profit margin on the orders that you sell to them?

-- Do they accept the price you give them as a fair value for your services?

-- Do they pay in a timely fashion in 30 days or less?

-- Do they respect your ideas and your input without "shopping it?"

-- Do you enjoy working with them?

-- Do they have the ability to give you larger orders and repeat
business?

-- Will they be a source of referral business for you?

If you answered yes, to most of the above it sounds like you have a good account.

If not, evaluate your relationship. There are times when getting rid of an account makes sense.

As a promotional products consultant, your good health and happiness are directly linked to your sales success. Think about what this customer is costing you in terms of time and aggravation, and then I am sure you'll make the right decision.

What do you think? Have you ever fired a client? How do you evaluate your clients?

Have a great day!

Rosalie Marcus
Rosalie@promobizcoach.com

Professional sales coach and promotional products business expert Rosalie Marcus is the creator of How To Make More Money in Promotional Products Sales the Ultimate Business Boosting Program! For more information about her products and programs reach her at Rosalie@promobizcoach.com or 215-572-6766.

Visit her web sites: http://www.promobizcoach.com/ , http://www.promobizwoman.com/

Six Big Voicemail Mistakes and How To Avoid Them!
Copyright 2006, By Rosalie Marcus Rosalie@promobizcoach.com http://www.promobizcoach.com/
http://www.promobizwoman.com

Those of you that have taken classes with me know that I believe cold calls are one of the least effective ways to get new business, but regardless of whether you make cold calls or not, you'll still need to use the phone to return messages, call suppliers and contact referrals. Below are six things to avoid when leaving a voice mail message and how to easily correct them!

1. Rambling. Decide what you want to say ahead of time. The fastest route for your prospects and clients to hit the the delete key is to leave a long, rambling message. Practice what you want to say before you make that important call, and keep it short and to the point.

2. Talking too fast. This is especially important if you're leaving a telephone number. Speak slowly, but with authority. Leave your telephone number twice; once at the beginning of the message and once at the end.

3. Being self-serving. Here's the cold, hard truth; the prospect you're trying to contact doesn't care about you or your company, but they do care about the RESULTS your company can get for them. Instead of saying: I'm calling to introduce myself and my company say I'm calling because I help companies like yours decrease lost time accidents...Increase trade show traffic...build brand awareness quickly and I've got some great ideas I'd like to share with you. You get the idea!

4. Not asking permission. If, per chance, a live person does pick up the phone, the first thing you need to know is if this is good time to speak. Nothing will turn off a prospect faster than a salesperson calling at a bad time. Always, get permission to proceed first.

5. Being defensive. Not everyone is a good prospect for you. Don't take it personally be polite and move on if you get someone that is clearly not interested. Pushy and aggressive sales techniques went out with the last century!

6. Giving up too soon. Here's another cold, hard truth. Most people won't return your call, but that doesn't mean they're not interested; they're just busy. Use your intuition. When a prospect has good potential there's no reason to stop trying. Just space your calls, and make your messages enticing. And if the phone messages you're leaving aren't getting the results you want, try contacting in a variety of different ways. A personal letter, a spec sample, an interesting article with some useful information may get a better response.

Have a comment about this posting?

What's your biggest voice mail frustration?

How have you gotten past the voice mail barrier?

I'd love to hear from you!

Just comment directly to this blog by clicking on the comment bar at the bottom of this posting as a thank you for responding I'll send you a FREE copy of my best selling e-book: Grow Your Sales: 125 Success Tips For Promotional Products Distributors

All comments are welcome!
-----------------------------------
About ROSALIE MARCUS:
Professional sales coach, speaker and author Rosalie Marcus is the creator of the Ultimate Profit Boosting Program, a comprehensive Program For Making More Money in Promotional Products Sales!

Rosalie specializes in helping new and emerging promotional products sales professionals boost their sales, increase their income and work smarter, not harder!
Reach her at: Rosalie@promobizcoach.com or 215-572-6766

5 Quick Tips For Working ON Your Business!

Best Biz Tips To Increase Promotional Products Sales

5 Quick Tips For Working ON Your Business!
By: Rosalie Marcus
http://www.promobizcoach.com
Rosalie@promobizcoach.com

Have you read Michael Gerber's classic business book, The E-Myth Revisited? If you haven't, I highly recommend it. It's one of the best business books you'll ever read. I regularly re-read it to get ideas and inspiration.

Gerber talks about working ON your business, not just IN it--so your
business can thrive even when you're not there.

But-- how do you get started?

Here's how to easily get started and why it matters!

These 5 quick tips were written by Angee Robertson, (http://www.freedom2focus.com) creator of the program "The Do It Yourself Micropreneur", for entrepreneurs who need help yesterday-- but can't afford to hire an assistant.


To build a successful foundation for your business, you're going to need some documentation. As tedious as it sounds, you've got to write stuff down.

Little things that you take for granted or do on autopilot are critical to your business, and if anything ever happened to you, someone will have to take the reigns. The best way for your business to continue without missing a beat is if you've got stuff in writing

Here are a few of the items you want to document:

Job Descriptions. But wait a minute, I do it all myself, I don't have a staff. That's okay, you can still write up job descriptions. Just think of all the things you do in any given day and write them down as if they were done by someone else. You may even want to write up an org chart, even if your name is in every single slot. Just remember to be as objective as possible

Document Important Information. This is basically going to be the start of an Operations Manual. Step-by-step guidelines for how to run your business will be the most important item you can have should someone have to take over in your absence or if you decide to sell your business.

Make sure you cover all the tasks, even the simplest ones. One of the most common complaints I get is, I don't have enough time to do everything each day. When I probe deeper, I usually find that a lot of time is wasted trying to remember how something was done in the past. Be sure to include any tasks done by employees, subcontractors, or partners.

Prioritize the tasks. Once you've identified all the tasks that are done, make a list of what's most important to the operation of your business (i.e. will it bring in new clients or revenue). Those tasks are the important ones that YOU need to be focusing on. The ones at the bottom of the list are the ones you want to delegate.

Be your own worst critic. Once you identify your tasks and write them down, try to read them as if you didn't know anything to see if a person with no training in your business could follow them. Ideally, get a close friend or relative to review them and see if they can follow the logic. If they can, great, you did it right. If they can't, review and rewrite.

One last word on building a solid foundation. Watch your budget. One of the biggest mistakes I see in new business owners is making spur-of-the-moment purchases (what stores call an impulse buys). Whenever you see new technology or a new gadget on the market, review it carefully and list reasons on how it will help you grow your business. If you can't find rock solid reasons, you're probably better off not buying it. At the very least, sleep on it for 24 hours before making the purchase.
Have a great day!


Rosalie
Rosalie@promobizcoach.com
215-572-6766

Rosalie Marcus, The Promo Biz Coach (tm) helps motivated promotional professionals grow their sales, increase their profits and work smarter not harder!

She is the creator of The Ultimate Promotional Products Business Success Kit and Coaching Program.

For a FREE Special Report: 21 Tips Guaranteed To Boost Your Profits and insider sales secrets visit her FREE information page:
http://www.promobizcoach.com/information_page.htm

Promo Products More Effective Than TV and Internet!

Posted By Rosalie Marcus,

Rosalie@promobizcoach.com

http://www.promobizcoach.com

http://www.promobizwoman.com

You've probably heard the terms: trinkets and trash, tchotchkes, novelties, and worse. You name it, our industry has been called it!

And to paraphrase Rodney Dangerfield , "we don't get no respect".

That is, up until now!

The promotional products industry received a giant boost from an article published in Marketing Sherpa, a well respected newsletter that does research and case studies in the area of marketing.

The basic finding: Promotional Products beat TV and the Internet when it comes to advertising effectiveness! And this study has the numbers to prove it.

This is exciting news for our industry and gives our advertising medium the respect it deserves!

Read this article, post it to your web site, send it to your clients and prospects, include it in your next catalog mailing.

Information such as this can be helpful in increasing your sales.

Click below to read the full article:

Research On The $16.9 Billion Promo Products Industry: Why T-Shirts & Pens Can Out-Do TV & Internet.

Have a great day!

Rosalie Marcus

The Promo Biz Coach (TM)
Rosalie@promobizcoach.com
215-572-6766

Professional Business Coach and popular speaker, Rosalie Marcus, The Promo Biz Coach(tm) specializes in helping promotional professionals grow their sales, increase their profits and work smarter, not harder! Reach her at Rosalie@promobizcoach.com or 215-572-6766.

Here's How To Get Your Foot in The Door of The Big Companies!

Here's How To Get Your Foot in The Door of the Big Companies!

By: Rosalie Marcus, The Promo Biz Coach (TM)

Rosalie@promobizcoach.com

http://www.promobizcoach.com/

http://www.promobizwoman.com/

I don't have to tell you how hard it is to get an appointment in a big company these days. Voice mail is constantly on and your phone message is never returned.

If you're lucky enough to get a live person on the line, it's usually the gatekeeper and she/he tells you they already have a vendor they're working with and to call back next year. And it's only February!

So what's a savvy promotional professional to do?

Read Jill Konrath's book, Selling To Big Companies, that's what!

Jill was my very special guest on this month's Promo Biz Success Circle teleconference call. Judging from the response I got, she really knows her stuff!

Jill's an expert on selling to big companies and she talks from experience. No theory here.
She understands your struggles because she's been there, done that!

In fact, her own sales consulting business crashed a few years back, but rather than give up she picked herself up and discovered what works to get those big company sales. You can benefit from her mistakes and her research!

In this MUST READ book, Jill takes the mystery and struggle out of trying to get your foot in the door of those elusive big company accounts.

It's such a breath of fresh air to read a book that's not a bunch of hype; it's practical, easy to read and gives solid suggestions you can implement immediately.

Here are some key points from Selling
To Big Companies:

• Corporate executives are too busy to listen to the same old elevator speech. What they really want to hear is how your company will make a difference for them. They're not interested in you products; they're interested in the results your products will get for them. They want numbers and quantifiable results.

• Preparation is absolutely essential. You can't wing it. You need to understand the challenges the companies you're calling on are facing. You need a customized approach to separate your company from the competition. Yes, this requires some extra effort, but is well worth the rewards. Jill shares with you step- by- step how to be really prepared.

• Start out small when getting into big companies. Get your foot in the door, perhaps in a smaller division at first with a small order and prove your worth. (That was exactly my experience when selling to a major pharmaceutical company. I did a small order of awards for an obscure department, which eventually led to other bigger departments, and hundreds of thousands of dollars of business!)

• You need an account entry campaign and you need to be patient. It can take anywhere from 7 to 10 contacts on average to set up a meeting. These contacts can include voice mail, email, letters, white papers, articles of interest and more. Each contact needs to focus on issues important to the prospect, not your company. Jill shares with you how to do this.

Yes, it's not always easy to get the big accounts, but it is certainly possible. If you're looking to increase your sales dramatically, read this book!

Want More Help Landing The Big Orders?

Take a look at my newly updated Business-Boosting Program.

You'll get all the tools you need to boost your sales fast!

http://www.promobizcoach.com/fast-track.html

Here's to more big company sales!

Best Regards,

Rosalie

Rosalie Marcus, The Promo Biz Coach (TM)

Rosalie@promobizcoach.com

P. S. What's your experience in selling to big companies? How did your get your foot in the door? Did you find this article helpful?

Rosalie Marcus, The Promo Biz Coach(TM) is a promotional products business expert, popular speaker and professionally trained business coach. She specializes in working with motivated, promotional professionals teaching them better, faster and easier ways to INCREASE their sales and profits!

Reach her at Rosalie@promobizcoach.com or 215-572-6766

Ten Proven Ways To Grow Your Promotional Products Sales Quickly!

Best Biz Tips For Increasing Promotional Products Sales
Published by Rosalie Marcus, The Promo Biz Coach(TM)
http://www.promobizcoach.com/
http://www.promobizwoman.com/
Rosalie@promobizcoach.com

A Message From Rosalie

How can I get more business? That's a question I hear all the time from the promotional professionals I coach.

That's why this month I share with you: 10 Proven Ways to Grow Your Promotional Products Sales Quickly. You'll get some great tips for growing your business without making those dreaded cold calls. ( At least I dread making them!)

By the way, this is an interactive blog. I'd love to hear about your success using the tips in the featured article below. Feel free to post a comment, ask a question or give a tip of your own. If I use your tip in a future post, I'll give you the credit :) and send you a FREE Special Report.

Also, for those of you that are curious about my background and how I got started in the promotional products business, when you click on the link below you'll get the inside scoop.

http://www.promobizcoach.com/Meet%20Rosalie%202006.html.doc

FEATURED ARTICLE:

Ten Proven Ways To Grow Your Promotional Products Sales Quickly!

Copyright 2006 Rosalie Marcus, The Promo Biz Coach (TM)
http://www.promobizcoach.com

http://www.promobizwoman.com/

Rosalie@promobizcoach.com

1. Forget about buying expensive lists. You already have all the contacts you need. Make a list of your friends, colleagues, relatives, neighbors and former employers. Then look for connections between those people and people who purchase promotional items. Let everyone know what you're doing. ( For help with this, see the expert marketing letters that come as a FREE bonus with my programs.)

2. Contact your high school or college alumni association. These are great examples of groups that like to do business with past graduates. One savvy promotional professional increased her business by 30 percent just from sales to the college from which she graduated. Educational institutions are currently the largest buyers of promotional items.

3. Consider forming an alliance with a business association. Many large trade associations are looking for services to offer their membership . (I currently have an alliance with my local convention and visitors bureau.)

4. Start your own referral network. Meet with others who service your same target market but are not direct competitors, such as printers, graphic artists and trade show display companies. Develop ways to refer business to each other.

5. Always put networking on your calendar and make sure you go to one event per week. Visit a group several times before you make a monetary commitment. Make sure the people who attend fit your target market description or can refer you to people in your target market.

6. Prepare a great 30-second commercial and let others know what you do in a memorable way. (For help with this get my FREE special report by clicking on the link on the side bar, above my book cover.)

7. Ask to leave your catalog and business card in businesses and stores you patronize.

8. Make valuable connections by becoming active on committees at your local chamber of commerce. People do business with others they know, like and trust.

9. Look for underserved markets (small or mid-size companies or emerging markets) that may not have as many salespeople calling on them.

10. Dont' go it alone! Team up with a buddy or a sales coaching group. It's amazing how much more you can sell when you have focus and accountability!

READY TO PUT THESE IDEAS INTO ACTION?

Click below to go to my FREE information page and start boosting your sales today.

http://www.promobizcoach.com/fast-track.html

Have a profitable day!



Rosalie Marcus
Rosalie@promobizcoach.com

P. S. Remember, I would love to hear from you. Feel free to post a comment, ask a question or give a tip of your own. If I use your tip in a future post, I'll give you the credit :) and send you a FREE Special Report.

Add your comments at the bottom of this post, or drop me an email at Rosalie@promobizcoach.com

Rosalie Marcus, The Promo Biz Coach(TM) is a promotional products business expert, popular speaker and professionally trained sales coach. She specializes in working with motivated promotional professionals helping them grow their sales, increase their profits and work smarter, not harder!

Contact her at Rosalie@promobizcoach.com or 215-572-6766

Are You A Swamped Sales Professional?

Best Biz Tips to Increase Promotional Products Sales!
Published by Rosalie Marcus, The Promo Biz Coach (TM)
http://www.promobizcoach.com/

http://www.promobizwoman.com/

Dear Promotional Professional:

Did you attend the Orlando or Vegas industry shows? If so, I hope you came back with lots of great ideas you can immediately use to grow your sales. And if we had a chance to meet, fantastic!

(By the way, check out the links to the photos from the shows at the end of this newsletter, you may see yourself!)

If you're trying to keep up with catalogs, samples and client requests you're probably feeling swamped. This week I have some great information to get you back on track.

Traveling as much as I do gives me a chance to catch up on one of my favorite pastimes, reading! Reading is the way I relax at crowded airports and on planes that always seem to run late.

I read at least one business book a month. I'm always looking for creative ideas I can share with my readers and members of my Success Circle.

That's why I was so excited when I learned about a practical and powerful new book, Time Traps: Proven Strategies for Swamped Sales People, by Todd Duncan.

I first became interested in this book while attending Roni Wright's (from supplier, The Book Co.) workshop at the PPAI show in Vegas.

What I liked best was the advice in this book wasn't typical. Forget the conventional wisdom about handling a piece of paper just once and getting in extra early and working late. While this may work for some people, I have found that if can ruin the quality of your life and drive you crazy!

Here are three things that will help you take control of your day:

1. Turn off your email alerts. Only check emails at certain designated times during the day. Just doing this one thing will make a big difference in your productivity.

2. Stop multitasking. Studies have shown it decreases productivity instead of increasing it! Focus on one thing at a time and finish it! Give your complete attention to what you're doing and you'll avoid making mistakes.

3. Evaluate your accounts. Focus on the tweny percent of your customers that appreciate your efforts and give you repeat business and referrals. Survey your top accounts to see how you can serve them better.

Need help staying focused and growing your sales?

I want this to be your best year ever! I invite you to join my Promo Biz FAST TRACK so that you can get the business you want FASTER!

You'll get a complete blueprint for promotional products business success including: creative ideas, selling strategies, easy to use foms, expert sales letters, powerful audio lessons and a business boosting teleconference all designed to help you Grow Your Sales in Record Time! Click below to find out more!

http://www.promobizcoach.com/fast-track.html

Have a profitable day!



Rosalie

The Promo Biz Coach TM

Rosalie@promobizcoach.com

P.S. Here's a link to the photos from the industry shows. http://community.webshots.com/album/537907855LUQsTD

Here's How To Get What You Want in 2006!

Best Biz Tips Blog To Increase Promotional Products Sales!
Published by Rosalie Marcus, The Promo Biz Coach (tm)
http://www.promobizcoach.com/
http://www.promobizwoman.com/
Rosalie@promobizcoach.com

Hello Everyone:

Happy New Year!

This year instead of just starting 2006 with business as usual, give yourself the gift of more success all year long. Spend some quiet time each week working on your business instead of just in it.

Here’s how to begin:

1. Focus on what’s working and do more of it. Taking inventory of positive changes in your business and your life during the past year is a great way to ensure even more success. It will reinforce good habits and increase your confidence.

What did you do well?
What goals did you accomplish?
What new clients did you get?
What projects did you complete?
How can you duplicate and do more of these?

2. Create a crystal clear vision of what you want to achieve in 2006! Imagine ahead to December 2006. Write a list of your wins and accomplishments for the year. Be specific and write them as if they’ve already happened. Look at all aspects of your business and make the list as long as you’d like.

3. Define what success means to you. Success is definitely an individual matter. But if you don’t take the time to define it for yourself you may end up living someone else’s dream. For some it may be a six-figure income, for others it may be freedom and flexibility and not having to answer to anyone. Define success on your own terms! Decide what’s important in your business and your life, and then focus on how to achieve it!

Once you know what success means to you, you can develop goals and action steps to achieve what you want.

Ready to grow your sales, and stay motivated and focused on a daily basis? Check out this powerful program designed to help you have the business you've always wanted.

The NEW 2006 Ultimate Promotional Products Business Success Kit and Coaching Circle has everything you need to grow your sales FAST!

Click on the link below to get a FREE preview, monthly sales tips and a FREE special Report:
http://www.promobizcoach.com/fast-track.html

Here's To Your Success!

Rosalie Marcus
The Promo Biz Coach(tm)
Rosalie@promobizcoach.com

Curious What Others Are Doing To Increase Sales?

Copyright 2005 Rosalie Marcus
http://www.promobizcoach.com/
http://www.promobizwoman.com/

Hello,
I don’t know about you, but I’m always curious about how other successful distributors run their businesses.

There's always something new to learn.

That's why last week, on my monthly Promo Biz Success Circle teleconference, I invited my friend, Vytas Masalaitis, president of Widgets Promotions in Malvern, PA. to be my guest expert.

Vytas is a past recipient of the prestigious ASI Spirit Award for Fastest Growing Company, so I knew he would have great information to share with our group.

Plus, not only are his sales high, he has consistently maintained a 40% or higher gross profit margin while steadily growing his client base.

Here are three important sales-boosting tips from the call and a very special offer for you:

1. Bigger isn't necessarily better! Look to sell to mid to smaller size companies where the competition for their business from other promotional vendors may not be as fierce. You'll be able to maintain higher profit margins.

For example: Vytas has had much success selling to regional hospitals. He thinks of each department in the hospital as it's own entity. He started out small, selling just in one department, and then got leads into other departments. From one small order he got multiple referrals into other departments. Now this regional hospital has become a great revenue stream for him.

Tip From Rosalie: The first order I sold to a major pharmaceutical company was a small order, totaling less than $500.00 , to the corporate communications department. Doing a great job on a small order got my foot in the door with various product managers. One small order turned into an account worth more than one hundred thousand dollars a year.

2. Hire inside people to build your sales. Think you have to hire outside sales reps to grow your company? Think again! Vytas grew his organization by hiring inside people to be his assistants and learn the business. That allowed him more time to sell. Many of those inside assistants have turned into his outside sales people, but only after they worked inside for a year or more.

Tip From Rosalie: Look for college students or young moms to assist in your business. They appreciate the flexible hours and creativity. Put a help wanted sign up in the nearest local college or grade school. The right inside person can be a big help in growing your sales.

3. Increase your profits by adding value. If your customers see the value in doing business with your company you won't have to cut your margins. There are hundreds of ways to add value here are just a few: offer services such as special packaging, order tracking, unique colors and marketing tips. Anything that your competitors aren't doing.

Tip From Rosalie: Ask your current customers what would make their life easier and seek to provide it.

Want more help? Click below to read how you can get year round support to increase your sales.
http://www.promobizcoach.com/fast-track.html

Best wishes for happy, healthy and prosperous 2006!


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

About Rosalie
Professional business coach and promotional products business expert Rosalie Marcus is the creator of The Ultimate Promotional Products Business Success Kit and Learning Circle. If you liked today's article, you'll love her new program.

Need help growing your sales? Looking for an engaging speaker at your next promotional products business event?

Contact: Rosalie@promobizcoach.com or 215-572-6766
http://www.promobizcoach.com/
http://www.promobizwoman.com/

Three Proven Ways to Make More Money!

Posted By: Rosalie Marcus, The Promo Biz Coach
Copyright 2005, Rosalie Marcus
http://www.promobizcoach.com
http://www.promobizwoman.com

I admit it!! I'm hooked on a crazy financial TV program called Mad Money. And judging from the fact it's shown three times a night on CNBC I'm not the only one. The host, Jim Cramer, is a stock market pundit and a real "character."

It's a show about the stock market and making money and it's like nothing else you've ever seen. So what does this have to do with selling promotional products? Plenty!

Whether you like the show or not, there's a lot you can learn about growing your sales from the host's unique approach.

1. Be Unique: Jim took a generally dry topic and one that everyone was presenting the same way and made it fun and interesting. He established a personal brand like no other. With so many people in promotional products sales these days what are you doing that is different, better or unique to stand out and make a name for yourself? You don't need to be outrageous like Jim, but you do need to give your clients a reason to buy from you that separates what you're offering from the competition.

2. Do the Research: Jim tells his listeners to "do their homework" before they buy stock. That's the same thing you need to do before you call on a new account. Research their website; check out their logo. Do an internet search and see what has been written about the company. The more you know ahead of time, the better prepared you'll be to meet a new client's needs. And while you're at it, research your current clients. Go to their web sites, read articles, talk to employees. A little investigative work ahead of time may uncover promotional products opportunities you never thought about!

3. Spot Trends: Jim looks for trends in business so that he can advise his listeners ahead of time where the big money is headed. How good are you at spotting trends? Are you reading the business magazines and newspapers? What are people talking about that can help you grow your sales? Hint: Think new technology like I Pods. What complimentary products can you sell to promote this new technology? Think distance learning and opportunities to promote it. Think baby boomers and adventure travel. What companies can you target to capitalize on these trends?

Want more ideas for growing your sales FAST? Check out the NEW
Promotional Products Business Success Kit and Circle. The only promotional products business-boosting program you can start using instantly to boost sales. Just click on the book cover on the side bar to get a FREE preview of this powerful program!

Are You Selling In This Profitable Market?

Posted By: Rosalie Marcus, The Promo Biz Coach
Copyright 2005, Rosalie Marcus
http://www.promobizcoach.com/
http://www.promobizwoman.com/

How would you like a proven strategy for increasing your sales during the next few months and well into the future? Here's a tip that won't cost you a dime and is guaranteed to catapult your sales.

I'm sure you know to focus your efforts on companies and organizations that have the ability to give your large orders and repeat business. But who are these large purchasers-- and how can you, regardless of your company size, get your foot in the door? Read below to learn how one savvy promotional professional increased her sales by thirty percent just by making one phone call!

Educational institutions, schools, universities and learning companies (those that put on seminars) are currently one of the top purchasers of promotional items. Regardless of where your business is located there's an educational institution that can use your help to promote their services.

Theresa Gonzalez, owner of Stay Visible in New Fairfield, Connecticut, and a member of my Promo Biz Success Team, increased her sales by a hefty thirty percent by contacting the University of which she graduated. In her own words, " One of the best things that you taught, Rosalie, is to work smarter and not harder. I followed your advice and made a list of prospects that I could make a "warm connection" with (the University was at the top of my list.) Since acquiring this customer they have referred me to other departments within the University and my sales are continually growing."

How can you take advantage of this profitable market?

Tip # 1 Contact your high school or college alumni organization. See what special events are coming up that you can help promote. Schools and colleges want to give business to past graduates.


Tip #2 Make a list of colleges and universities that are located in your area. Start by doing a search on Google with the name of your hometown and the word college and university in the search box.

Tip # 3 Look for connections as to whom you may know that works or attends educational institutions in your area. Ask for a referral or a lead into one of the departments at the school.

Tip #4 Start by contacting the office of student affairs, the alumni office, the athletic department, the Deans office, the campus bookstore and fraternities and sororities. Show them how you can help promote their special events and school recognition.

Tip # 5 Grade Schools, middle schools and high schools also represent tremendous opportunities. Many are requiring uniforms for their students. Uniforms are a great profit booster because they can repeat every year. Contact the PTA president, the music department, the office of student affairs, the athletic department and the principal to find out how you can best support their efforts.

Have a profitable month!

Rosalie
Rosalie Marcus,The Promo Biz Coach (TM)
Rosalie@promobizcoach.com

A Message From Rosalie

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

Dear Promotional Professionals:

Like many of you, my husband Bob and I were saddened by the events of Hurricane Katrina and felt the need to take action. ASI and many other organizations and retail establishments are making matching donations. What a great way to make a contribution and double your impact!

As a write this, PPAI ( Promotional Products Association International) has just announced a Promotional Products Business Recovery Plan to aid Katrina victims. Check out their web site at ppa.org for more information.

Don't forget to check out this month's featured article on how to get your foot in the door of a lucrative market and to download your supplier special offers today.

Here's to your success!


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

A Reader Shares A Real Life Promo Biz Success Story!

Ever since Rosalie told us her focus is on the health care industry I've started to pay more attention to that arena. At a Corporate Alliance luncheon I met a woman who worked for an assisted living center and she invited me to participate in their upcoming conference. I honestly do not like being a vendor at a trade show but I'm so glad I did this one! There were probably four or five hundred attendees who ranged from owners to nurses, marketing, HR, chefs etc. It was only one day which was great and I couldn't believe how many people stopped by and were so enthusiastic about what we offer. Many times people were standing in line to talk to me!! One thing I displayed was the Jumbo pen from Calibre. It was so well received! (Someone actually stole my sample!) I emphasized was how great it was for older people to be able to hold on to. The music CD/card was popular, pill dispensers etc. The name you could look for in your area is something like "Utah" (your sate) Assisted Living Association. I know they have a national organization. Since then I've received orders totaling $1700, which included 500 of the jumbo pens. Plus some of my best contacts were the other vendors! There just seems to be no end to the relationships I made there. They have the budget and were unbelievably excited to talk to me. I would totally recommend either joining the association or at least find out when the conferences are in your area.

Great little pool to dive into!

Best to all!

Beth Whitaker
Logo Images
Spanish Fork Utah

Do you have a promotional products success story you'd like to share with our
readers?
Just send your success story to Rosalie@promobizcoach.com with "Success Story" in the subject line. Include a digital picture of yourself if possible. All submissions receive a complimentary Promo Biz Coach Special Report: How To Sell More With Less Effort!

How To Get More Done In Less Time

By: Rosalie Marcus, The Promo Biz Coach™
© Copyright 2005
http://www.promobizcoach.com

Does This Sound Like You?

If you're like most promotional professionals, you find yourself moving in a lot of different directions each day and never having enough time to get everything done you want to accomplish. It seems like there's a never ending flood of e-mails, paperwork and follow-up. You're juggling so many responsibilities you don't know what to do next.

Wouldn't it be great if you could get more done, feel less stressed and put hours back into your day?

You can!

Getting more done in less time is easier than you realize.

Here are five tips that you can use NOW!

1. Keep a time log to see how you’re really spending your time.
You'll be amazed how much time you're wasting on non productive activities. Do this for at least one day; a week would be even better. Look for your biggest time wasters and work on eliminating them. This strategy alone can put hours back in your day.

2. Work on the parts of your business that you’re best at and delegate the rest. You’ll be a lot happier and get a lot more done when you’re playing to your strengths. Get help with the areas you dislike. Can’t afford full time help? Consider part time college students. Many colleges and universities have special intern programs for marketing and advertising majors. Many times a student can work for you for a reduced wage or free and get credits for the semester.

3. Make a “To-Do” list at the end of every business day. I know you’ve heard this before but are you actually doing it? It's incredible how much you can forget if you don't write it down. I like to use the task bar in Outlook® that way I can see what I need to do as soon as I turn on my computer in the morning. I make the list at the end of every business day. Keeping a list and checking it off is also a great way to see how much you’ve accomplished every week.

4. Prioritize the list. Pick the three most important things you need to accomplish and do those first. I decide what’s most important by which things will be my biggest profit boosters. For promotional professionals that’s typically invoicing in a timely manner, meeting and following-up with clients and researching new products.

5. Give yourself a deadline. Have you noticed how much more you get done when you have a deadline? To paraphrase the legendary sales trainer and motivational speaker, Zig Ziglar, treat every day likes it’s the day before a vacation (and you've got to accomplish a lot) and watch your productivity soar.

Are you ready to accomplish more in less time with less stress?

Take the next step:

Contact Rosalie@promobizcoach.com or 215-572-6766 to see how business coaching can INCREASE your income, keep you focused and get you into action.

What To Do When You Lose A Big Account

At sometime or another, it may happen to you. I know it's happened to me. A big order or steady account that you thought was a sure thing went to someone else. Maybe you've gotten complacent and you weren't nurturing the relationship as much as you should. Or… maybe the company changed hands. It could be any one of numerous reasons. Regardless of the cause, the reality is, in today's highly competitive business environment you can't take anything for granted.
So what should you do?

1. Analyze what went wrong. You can't get every sale, but you can learn from the sales you lost. Learn from your mistakes; everyone makes them. Is there anything you could have done differently?

2. If appropriate, ask for some feedback. You may learn something that will help you with the next big sale.

3. Be prepared for rejection. Even sales superstars experience rejection. It comes with the territory. Move on and maintain your perspective.

4. Don't burn bridges. Keep the door open for more sales by always being professional, courteous and upbeat. Keep in touch with the client via newsletters, articles of interest and special offers. You never know when another opportunity will present itself.

5. Motivate yourself with positive messages and inspiring sales tools. I read several new sales books a month and listen to sales boosting recordings on my computer and in my car. It's a great way to get back on track no matter what happens. (Check out my new program in the next section of this newsletter.)

6. Prospect, prospect, prospect! That way your sales pipeline stays full. And when your sales pipeline is full you don't have to worry about each individual sale. Attend networking events, get active in your community, and generate a referral network with people who service the same target market but aren't direct competitors. Plan a mailing. The important thing is to get out there and meet as many people as possible.

How To Stand Out and Sell More

I don’t have to tell you how competitive business is these days. So what can you do to stand out and get noticed?

Your clients are all listening to the same radio station -- WIIFM (What’s in it for me!) The more benefits you can convey that are meaningful to them the more sales you’ll get.

Think Like A Client!

What do your clients really want? What keeps them up at night?
Hint: It’s not the lowest price! Sales are made on an emotional level. What are your clients’ hot buttons?
For example, let’s look at two promotional products professionals: Pat and Chris. Chris presents numerous proposals to his clients at a competitive price and wonders why he doesn’t sell more.

Pat adds value to his proposals by offering quality guarantees, special packaging and faster delivery. He includes testimonials from previous clients, as well as a detailed company and personal profile that highlight what his company does best and why they are the best choice. In addition, he lets the prospect know that he will follow up every step of the way so that the prospect doesn’t have to worry and can focus on more important work.

He clearly differentiates himself and shows why his company is the only logical choice.
Pat understands that his clients’ ultimate need is not just for the product, but also for the reassurance and peace of mind. He knows his clients’ hot buttons.

Until you know exactly what your clients value and their hot buttons, it’s difficult to do any kind of effective selling!
Action Step: Make a list of all the things your company does best. The next time you’re asked to submit a price quote, include all your competitive advantages. Yes, it will take more time, but the additional sales you’ll get will be well worth the effort.

Professional sales coach and promotional products business expert Rosalie Marcus is the creator of How To Make More Money in Promotional Products Sales. A manual and audio program for new promotional sales professionals and those who want a "back to the basics" refresher!

For information on her new program and on how Rosalie can help you or your organization grow your sales, increase your profits and work smarter, not harder, click on the link under the book cover on this Blog site or visit her Web site http://www.promobizcoach.com. Contact her at Rosalie@promobizcoach.com.