Advertisement
 
External Blogger

Kiwi's Coaching Corner

By Paul Kiewiet

About Paul

Useful tips to help you get from where you are to where you want to go. Paul Kiewiet, MAS is an industry veteran providing business and life coaching, industry consulting and facilitation, and professional development services through BrandKiwi LLC.
 

Lights, Camera, Promotion!

Brittany Hahn
Viral Marketing: The #IceBucketChallenge and How It's Still Relevant
Nov 19, 2014

Many of us have dumped a bucket of ice on ourselves this past summer to raise awareness for ALS. No...



Not So Technically Speaking

Dale Denham
6 Reasons to Move to Microsoft Office 365
Nov 18, 2014

2015 is the right time for you to plan to upgrade to the latest version of Microsoft Office, Office 365....



Beyond Words

Rebecca Kollmann, MAS+
Taming the Monster
Nov 17, 2014

Today, we’re going to look at something very small, but also very important. It’s unseen by many, lurking in the...



Compliance Chat

Jeff Jacobs
The Rules for Beer Pong
Nov 14, 2014

There are lots of recyclables and choices on who takes what. With a little education you can still keep to your...



Jeff's Rant

Jeff Solomon, MAS
Why Should You Do This?
Nov 13, 2014

I'm writing this while recovering from a big race in our town. Sitting here sore in a few places, I...



Selling Smarter

Rosalie Marcus
7 Ways to Get Paid Faster
Nov 11, 2014

Recently, I had a coaching call with a promotional products distributor who was frustrated because some of her clients were...



Million Dollar Mindset with Greg Muzzillo

Greg Muzzillo
Our Real Business Is Not the Promotional Products Business
Nov 3, 2014

Our business is about building the lifestyles of our dreams. And to create the lifestyle you’ve always wanted to live...



Be Bold, Be Different, Be Memorable

Rick Greene, MAS
Setting Annual Sales Goals are a Waste of Time II—Sales Goals Strike Back
Oct 29, 2014

For some people, setting sales goals is not a waste of time. It's all about perceptions, really—perceptions that empower and...



Quick Thoughts by Cliff Quicksell, MAS

Cliff Quicksell, MAS
10 Tips for Creating Testimonials that are Compelling and Useful
Oct 27, 2014

One of the best ways to promote your business is with compelling end-user testimonials. Here are 10 tips for testimonials...



Guest Blogs

Guest Contributor
How Can a 3D Printer Make You Money?
Oct 24, 2014

One of the most difficult parts of getting the sale is showing the customer exactly what they want when they...



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,...



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...



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...



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...



Itʼs Not Your Clientsʼ Job to Remember You. Itʼs Your Job to Make Yourself Unforgettable.

 

So youʼre resourceful and you can find nearly any product. Congratulations. So can Google. So you can deliver on time and within budget. Congratulations. So can about 25,000 other distributors out there. So you really care about your customers and you seriously want to help them. Good. Most of us do, too. What are you doing that is going to make you stand out?

What are you doing to earn from your clients not just loyalty, but enthusiastic evangelism on your behalf? How are you different? If youʼre not asking yourself this question every morning, youʼre going to be just another vendor. If your clients cannot see any difference between you and your competition, they will let price be the deciding factor in their decisions.

If there were a big promotional products trade show where distributors were the exhibitors and end-users were the buyer attendees, how would you stand out? Personally, I believe that this type of show does not exist for exactly that reason. In the days of the Yellow Pages, there were multiple advertisements with the same claims and the the same laundry list of products. If you compare distributor websites, most are using the same templates from the same providers with the same look, feel and value proposition.

One day, one of my coaching clients complained to me that he was walking through a client's office when he saw several boxes of promotional products from a well-known online distributor. He asked his client about them and why he hadnʼt been given an opportunity to quote on them. His client replied, “Oh, you know, I didnʼt think of you.” The distributor was hopping mad that his client hadnʼt thought of him. He thought of all of the on-time, on-budget work he had done in the past. I told him, “Itʼs not your clientsʼ job to remember you. Itʼs your job to be unforgettable.”

Being unforgettable means giving more. It means being more. Being on-time and on-budget and being able to find stuff is the cost of entry today. Being a valuable resource to your customers starts with the hard work of questioning everything, the hard work of reinvention, and the commitment to being remarkable. Be Different. Be Relevant.

 

COMMENTS

Click here to leave a comment...
Comment *
Most Recent Comments: