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