Turning Proposals Into Orders ...Without Cutting Your Price!

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

How would you like to get more promotional products business without having to cut your price? You can!

The key is to make your proposals stand out by adding benefits and information your competition may neglect.

Here are six quick tips to turn your proposals into orders.

1. Provide options. Present a three tiered option with low, medium and higher priced promotional products. That way no matter what the price point, you've got something to offer. 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.

6. Package your proposal creatively. We're in a creative business. Presenting your proposal in a gift box or other creative medium will highlight what you do best and make you stand out.

What do you do to make your proposals stand out? All thoughtful comments are welcome. Just hit the comments button below.

Want More Ways To Stand Out, Sell More and Make More Money?

--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.

A VERY SPECIAL OFFER FOR MY READERS

Get a FREE 30 minute personal business-breakthrough strategy session with me when you invest in the FAST TRACK program by midnight October 31st.

Questions about the FAST TRACK? Contact me at Rosalie@promobizcoach.com or 877-570-6766 and I'll be glad to answer them.

Rosalie Marcus, The Promo Biz Coach, teaches promotional products sales professionals how to get more sales, better 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.

Should You Offer Promotional Products Discounts?

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

In a challenging economy your customers may have more budget concerns. You may be asked to discount your price. What should you do?

Think before you respond. Giving discounts can put you on a "slippery slope" and give your customers the expectation that you will always discount.

Here are some tips to help you deal with this "sticky situation."

1. Look for ways to stay within your customer's budget without giving a discount. For example: you could sell a smaller amount of the same promotional product, or suggest a less expensive item.

2. Evaluate the value of the customer. Are they repeat buyers? Do they pay on time? Do they have the ability to give you larger orders and referrals? Do you like working with them? Are you helping them in a tight situation, or is this their new expectation?

3. Be aware that some people are trained to always ask for the lowest price, but may not expect it. You may be in a more powerful position than you realize.

4. If you do decide to discount your price, ask for something in return such as: advance payment on the order, a larger quantity order, or a contract for continuous promotional products purchases.

5. Understand how much it costs you to process a promotional products order. Without this information it's hard to make a wise decision. (The FAST TRACK To Promotional Products Sales Success comes with a Plug Up Your Profit Holes audio class and the proven formula to analyze your costs.)

6. Provide value beyond the item you're selling such as free marketing and distribution tips. This enables your customer to see you as a valuable resource instead of a commodity seller, which puts you in the position to make a higher profit.

The bottom line: Evaluate each situation individually. Understand that some orders may not be worth your time and effort and be willing to walk away.

What have you done when asked to discount? All thoughtful replies are welcome. Just hit the comments button below.

August FREE Teleconference:

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To Sell Smarter and Make More Money!
Date: Wednesday, August 26.
Time: 2:00 ET/ 11:00 PT
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Rosalie Marcus, The Promo Biz Coach teaches promotional products sales professionals how to get more sales, 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 877-570-6766.

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.

Rosalie Marcus, The Promo Biz Coach teaches promotional products professionals quick and easy strategies to get more sales, choice clients and make more money. http://www.promobizcoach.com/ Reach her at 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.

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.

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.

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

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