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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!
 

Promotional Fashionista

Colleen McKenna
3 Ways to Style an Imprinted Tee
Apr 15, 2014

Imprinted T-shirts are in with the fashion elite. Here's how they are styling the tees....



Beyond Words

Rebecca Kollmann, MAS+
Adapting Your Style
Apr 14, 2014

Many of us have taken a behavioral style inventory at some point in our careers. While the intent of these...



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...



Kiwi's Coaching Corner

Paul  Kiewiet
Without People, Brands Have No Meaning
Apr 10, 2014

Brands are built over time but can be destroyed in an instant. This is why is it critically important to...



The Hot Button

Mary Ellen Sokalski, MAS
Even Retirees Are Doing It
Apr 9, 2014

Even older clients who grew up with the "one-size-fits-all" adult T-shirt as their world are choosing to buy FASHION TEES....



Not So Technically Speaking

Dale Denham
Go Mobile or Go Home
Apr 8, 2014

I am, without a doubt, the most mobile CIO in the USA. Name one other CIO that is so committed...



Million Dollar Mindset with Greg Muzzillo

Greg Muzzillo
"Free Crab Tomorrow"
Apr 7, 2014

Joe's Crab Shack offers free crab tomorrow. That's because it's never tomorrow. All we have is today. I've talked to...



Compliance Chat

Jeff Jacobs
Promotional Products: When Swag Goes Wrong
Apr 4, 2014

We all love swag. From T-shirts to stress balls, free stuff is fun except when it goes awry. Goldman Sachs...



Jeff's Rant

Jeff Solomon, MAS
Discover the Truth About Bad Companies!
Apr 3, 2014

Responding to a need in our industry, a group of savvy distributors and suppliers have come together to create a...



Quick Thoughts by Cliff Quicksell, MAS

Cliff Quicksell, MAS
6 Reasons Why Marketing Fails and How to Prevent It
Mar 31, 2014

When it comes to marketing, there are no guarantees. A great marketing idea that is poorly implemented or incorrectly presented...



Be Dazzled

Elise Hacking Carr
Go Green or Go Home
Mar 26, 2014

Earth Day is right around the corner. Need ideas for upcoming promotions? Here are three products that scream "I <3...



Be Bold, Be Different, Be Memorable

Rick Greene, MAS
5 Ways to Use LinkedIn to Land New Business
Feb 26, 2014

LinkedIn is a happening place. It is the unsung hero of social platforms and it can indeed be used to...



Mike's Blog

Michael Cornnell
Ads on NBA Jerseys: An Inevitability?
Feb 24, 2014

The NBA may be stating that they're no closer to on-uniform ads than they were in 2011, but that doesn't...



Embellished

Kyle Richardson
New Year, New Site, New Magazine
Jan 31, 2014

This week, we announced the redesign of our home page and magazine. Let us know what you think about the...



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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