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?


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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