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MAS+

Beyond Words

By Rebecca Kollmann, MAS+

About Rebecca

Rebecca Kollmann, MAS+, director of business development for AIA Corporation, offers up marketing tips for everyday life.
 

Selling Smarter

Rosalie Marcus
Whatever You Do, Don't ...
Sep 30, 2014

There are many things not to do as a promotional products sales professional, but there's one that's worth remembering that...



Kiwi's Coaching Corner

Paul  Kiewiet
When All Things Are Equal
Sep 25, 2014

When all things are equal, you better change the equation. You gotta have a competitive advantage. You need to stand...



Be Bold, Be Different, Be Memorable

Rick Greene, MAS
Setting Annual Sales Goals are a Waste of Time
Sep 24, 2014

How about that shocking headline? Did it grab you? Well, there is some meat behind the sensationalism. Buckle in and...



Not So Technically Speaking

Dale Denham
Who Has the Best Price?
Sep 23, 2014

It's a fair question despite all the arguments against it. Distributors ask it privately nearly every day, whether on a...



Quick Thoughts by Cliff Quicksell, MAS

Cliff Quicksell, MAS
Playing the Price Game: It’s a Choice. Choose Wisely
Sep 22, 2014

The Internet, the obvious low barrier to entry, unskilled salespeople, the economy—each of these drive price wars and ultimately erode...



Compliance Chat

Jeff Jacobs
Let Me Google That For You
Sep 19, 2014

On more than one occasion I have taken the easy road and asked a question of a colleague rather than...



Jeff's Rant

Jeff Solomon, MAS
ADD…on an (A)
Sep 18, 2014

In the promotional marketing industry, we know what an (A) represents. If we compare an (A) to ADD, (Attention Deficit...



Million Dollar Mindset with Greg Muzzillo

Greg Muzzillo
"You Don't Have to be Great"
Sep 8, 2014

That's right. "You don't have to be great to start, but you have to start to be great." I love...



Embellished

Kyle Richardson
The Best Laid Plans
Jul 11, 2014

Why it's always smart to keep a planner with your schedule and important documents, and why it's never smart to...



Promotional Fashionista

Colleen McKenna
5 Soccer Promotions for After the World Cup
Jul 1, 2014

Studies show that Americans prefer soccer to NASCAR. Here are five items to sell to soccer fans....



Mike's Blog

Michael Cornnell
Interview with Jason Black, CEO of Top Distributor Boundless Network
May 19, 2014

Ranking #19 on the Top 50 List, Black shares his thoughts on the future of the industry and what has...



The Hot Button

Mary Ellen Sokalski, MAS
"How It's Made" Can Make You More
Jun 11, 2014

The show "How Its Made" is celebrating its 22nd season on television. How can we be a hit, season after season,...



Be Dazzled

Elise Hacking Carr
Got Control Issues?
May 14, 2014

Does chaos define you? How you respond to certain situations says a lot about your character. Here are five quotes...



Guest Blogs

Guest Contributor
The Anatomy of Emotional Marketing
Apr 11, 2014

You've probably heard the old adage: "It's the thought that counts." This could not be any truer, especially in business. When...



Big Picture Promo

Matt Kaspari, CAS
Meeting Clients Where They Are
Oct 24, 2013

Promotional marketing is at its best when it empowers a client’s brand, meets his or her objectives and fits within...



My Two Cents

Rick Brenner
For Promotional Product Sales, Protect Your Client's Brand
Jun 3, 2013

Whether you are selling to a global brand like Nike or to your local YMCA, no single asset is more...



Friday Sales-thought of the Week!

Dale Limes, MAS
Reverse Engineer Your Sales Success
Mar 18, 2013

Steven Covey reminds us that when setting goals ... "Start with the end in mind." That is to visualize the...



Editor's Notes

Nichole Stella
The Perfect Match
Mar 5, 2013

The Super Bowl has also become the Ad Bowl, where brands duke it out to see who has the funniest,...



The Sales Challenge

Bill Farquharson
Think and Succeed
May 29, 2012

What would happen if you woke up in the morning and your first thought was, "I am never going to...



Creating More Purposeful Sales Conversations

Lisa Leitch, CSP, MAS
Under 100 Days to Achieve 2011 Goals
Oct 20, 2011

It's hard to believe, but there are fewer than 100 days left to achieve 2011 goals! Are you on track...



Communication Lessons from a Teenager

 

I've always loved using a variety of communication methods with people, and adapting to what they use—and what the situation calls for. We are warned about the Gen Y buyer who is telephone-adverse and wants the quick, non-personal communication found digitally. Every day, customers have decisions to make. These decisions vary in magnitude. When spending a large amount of money and hoping for a strong return on investment, it's tough for the buyer to make a confident, informed decision when left to nothing but their mobile devices.

Enter my daughter, Emily. She's a typical 15-year-old whose favorite communication method is texting. She is also a quietly competitive athlete. A volleyball player, she recently tried out for two programs in our area. Good news: she received offers from both volleyball clubs. Bad news: she had to decide between the two within a 48-hour deadline. The offers were communicated differently. Club A's coach called her, telling Emily they'd love to have her play on their team, and provided her phone number for a call back with questions and, hopefully, an acceptance. Club B's coach sent an email of congratulations, offer and instructions on what she needed to do to accept or decline, which was to go online and complete a confirmation.

The emailed information from Club B was clear and efficient, and had that been her only offer, she would have been happy to accept. However, Emily had a choice between two suppliers offering a similar product: a reputable team to play on with coaches to help her develop as a player and a person. Time and physical investment would be high—the ideal ROI equaled fun, new friendships and perhaps catching the eye of a college scout in the future.

After a day of consideration, Emily picked up the phone and called the Club A coach, asking questions to better understand why she should "buy" from them, and how their product (program) could benefit her. After a brief conversation, Emily was sold and promptly accepted Club A's offer. In her online response to Club B, declining their offer, she relayed that she'd had the opportunity to speak on the phone with the coach of another club and felt that they would be right for her. While Club B's process was efficient and clean for seller and buyer, had they encouraged a simple conversation with their prospect, the outcome may have been different.

Picking up the phone to connect with a vendor, or a customer, isn't dying. For a maintenance purchase or low value/low return product, never having a human touch the buying process—including the buyer, sometimes—is easy. For anything with a larger investment and needed (or hoped) return, inserting a human voice with its upbeat yet reassuring tone, can result in a confident customer and sale.

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