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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.
 

Not So Technically Speaking

Dale Denham
Top 3 Problems with Artwork
Aug 26, 2014

Unfortunately, artwork is still a major headache for distributors and suppliers alike. We've come a long way and the problems...



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...



Compliance Chat

Jeff Jacobs
No, I Don't Need A Receipt
Aug 22, 2014

just when you think you're out of the woods on an issue, it pops up in a most unexpected place....



Jeff's Rant

Jeff Solomon, MAS
Where Are Trade Shows Going?
Aug 21, 2014

In our first article on What’s Happening with Trade Shows, we covered the SAAC Show, a strong regional association event,...



Selling Smarter

Rosalie Marcus
My Very Personal Connection to the ALS Challenge
Aug 19, 2014

You’ve probably seen the ALS Ice Bucket Challenge all over social media and TV. Perhaps you’ve taken it. For me,...



Beyond Words

Rebecca Kollmann, MAS+
Connecting—Not a New Concept
Aug 11, 2014

We’ve all seen ways to buy and sell—from brick-and-mortar to online shopping; from receiving letters to being deluged with email....



Million Dollar Mindset with Greg Muzzillo

Greg Muzzillo
Live the Charged Life
Aug 4, 2014

Are you caged, comfortable or charged? I believe that if you understand what phase of life you are in—caged, comfortable...



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...



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.

 

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