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Coach

Selling Smarter

By Rosalie Marcus

About Rosalie

Speaker, author and sales coach Rosalie Marcus, The Promo Biz Coach provides proven tools, tips and strategies for selling smarter, working less and making more!
 

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...



Beyond Words

Rebecca Kollmann, MAS+
Create an Experience
Sep 15, 2014

There are times when we do everything we can to reach our goal as quickly and as effortlessly as possible....



Kiwi's Coaching Corner

Paul  Kiewiet
Focus or Discipline?
Sep 11, 2014

A great many of my coaching clients ask for help with focus. They are easily distracted and stray from doing...



Not So Technically Speaking

Dale Denham
3 Reasons Promotional Products Work Better Than Most Online Advertising
Sep 9, 2014

Promotional products cannot be blocked but online advertising can and is. In fact, the blocking of ads on websites is...



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...



Quick Thoughts by Cliff Quicksell, MAS

Cliff Quicksell, MAS
What Clients Really Want—It’s Not the Best Price!
Aug 25, 2014

A few years back I was speaking at Fruit of the Loom’s national sales meeting, I had the pleasure of...



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...



Be Bold, Be Different, Be Memorable

Rick Greene, MAS
Source Your Inner Iron Man
Jun 11, 2014

Be a hero. Look for opportunities to swoop in and save the day. Source your inner Thor or Wonder Woman....



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...



How to Rock Your Referrals

 

In the world of sales, referrals are your secret weapon, as they give you instant credibility. Referrals are the fastest and easiest way to grow your sales, because referral sales close at a much higher rate than any other prospecting method.

Want more referrals?  Who doesn't these days? Follow these easy tips to an endless stream of referral business.

  • Look to Your Current Clients. Your current clients are your best source of referrals and new business. If you're doing a good job they'll want to refer business to you. The best time to ask is always when they're very pleased with an order. Be specific about who you would like to meet. Just saying we appreciate your referrals doesn't work nearly as well as asking to be introduced to a specific person. The more specific you are, the easier it will be for them to refer you. For example, if you're doing business with the marketing director, ask if your contact can help you with an introduction to the head of HR or the Safety director.
  • Mine Your Contacts. We all know approximately 250 people. Those people know people they can refer to you. One savvy and motivated promotional professional sent postcards to all the people on his contact list asking for the name of just one potential referral. He also followed up and asked if they would be willing to make an introductory call. This powerful, but easy tactic was the start of his burgeoning promotional business.
  • Form Your Own Referral Network. Who serves the same target market but is not a direct competitor? Printers, meeting planners, graphic designers and trade show display companies can make great referral partners for promotional products sales professionals. 
  • Create a Gift for Referral Program. Thank all your referral sources with a small promotional gift. Contact your favorite suppliers to see what items would most appeal to your referral sources. This is a great strategy because you're modeling for your clients a strategy they can use to get more referrals and you can get more business.
  • Give More Referrals. Take the time to ask all your current clients and contacts, who would be a good referral for them? When you reach out to help others the favor will be returned.
I would like to hear from you. What have you done to encourage more referrals in your own promotional products business? What's working best?

Want expert help growing your promotional products sales? This week, I'm presenting a FREE Webinar on Thursday 1/24 at 2:00 pm ET, Online Search Secrets that Get Results and Get Business.  If you're wondering how to get qualified leads these days (without buying expensive lists) and connect with them and get more business, don't miss this opportunity. Sign up here.

Rosalie Marcus, The Promo Biz Coach, teaches people in promotional products sales how to sell smarter, attract choice clients and increase their sales quickly and easily. She is the creator of The FAST TRACK to Making Money in Promotional Products Sales, Niche to Be Rich Secrets and the Women Selling Smarter Program. Get a free special report: 10 Big Mistakes Promotional Products Professionals Make and How to Avoid Them and  a Skyrocket Your Sales Audio download at http://www.promobizcoach.com. Reach her at Rosalie@promobizcoach.com or 215-572-6766.

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