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About Dale

Dale Limes, MAS, is Senior Vice President of Sales for HALO Branded Solutions. He is an industry veteran of 27 years, a frequent trainer at industry events, and consults with distributors at every level to help increase sales and efficiency. Dale and HALO are committed to helping industry salespeople by openly sharing top producer sales secrets for professional betterment of our industry.

Compliance Chat

Jeff Jacobs
Promotional Products: If It Ain’t Broke, Leave It Be
Apr 18, 2014

I wrote recently in this space about swag that went wrong for Goldman Sachs at a conference for women in...

Jeff's Rant

Jeff Solomon, MAS
A "Condemned" Supplier Shares the Truth!
Apr 17, 2014

There clearly are companies who operate in ways that are contrary to the traditional supplier/distributor model we are comfortable with....

Selling Smarter

Rosalie Marcus
Speak Now and Sell More!
Apr 15, 2014

How would you like a powerful marketing strategy that can position you as a leader in your field, put you...

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...

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...


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...

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...

Prospecting... Are You Hunting or Fishing?


How would you like to add a few BIG fish to your account list?

You know... the type of accounts that are fun and profitable. The type of accounts where the buyers like you, trust you and see you as their promotional advisor?

Wouldn't it be great to find two or three or 50? Well you can do exactly that if you learn how to go Fishing for new accounts instead of Hunting for new accounts!

The first step is to be likeable, and if you are in sales you are probably very likeable. Remember the Law of Attraction? People like you and follow you because of who you are and how you present yourself.

Too many times we feel we have to go out and get people—hunt them down and get them to buy, and too many times we say the wrong thing because we are so eager to make a sale we become very aggressive and scare them away.

When an animal is being hunted it runs away because it thinks it is going to die.

So if we go out and hunt for people—the natural psychological reaction that people have is to run away because they think something bad is going to happen to them.

Don't do this any longer... there is a better way to find new accounts!

Think about how fishing is different from hunting. When you go hunting you hide from the animal so you don't scare them away, and if they show up you blast them. When you go fishing you put out some bait and wait for the fish to come to you.

If your prospects think you are on the hunt they will reject you every time, however, if you put out the right bait your prospects will come to you.

When you use the right bait (something of value) you will catch fish (new accounts) every time.

So how does it work?

Before you go fishing for new accounts there are three things you need to think about:

  1. There have to be fish in the area... go where the fish are! A pond may have fish but they are probably all small fish. Rivers, lakes and streams may have bigger fish, and the ocean probably has the biggest fish of all. The question is... are you fishing in the right place for the size of fish you want as clients?
  2. The fish have to be hungry... talk about what they like to eat! When you start asking questions as you discover their needs, are you making them hungry for what you have?
  3. The bait has to be what the fish are attracted to... find out what they like! Make sure you using the right bait by only presenting what they want, need and are attracted to!

It's all about the presentation!

Some fish are attracted to a shiny lure of some kind, and some fish like live bait; maybe a minnow or a worm.

It works the same for businesses. Some businesses are looking for a few T-shirts and some businesses are looking for a complete merchandising program.

The point is... you need to be very subtle in your approach so you don't scare the fish away before they hear how you can help them.

If you are with a larger company, connect with your sales manager to assist you in determining the most populated lakes and oceans to fish in, and the best bait to use to attract the kind of fish (accounts) you want to work with.

We at HALO Branded Solutions have very knowledgeable regional VPs and an exceptionally qualified marketing department that works with our sales force to develop the tastiest bait and identify the most populated waters to fish.

Fishing for new accounts always works better when you use the right bait and go to the right places to fish.

If you do... the BIG fish will come to you, and you will have a new account!

Best of Success!

Dale Limes, MAS, is Senior Vice President of Sales for HALO Branded Solutions. He is an industry veteran of 27 years, a frequent trainer at industry events, and consults with distributors at every level to help increase sales and efficiency.


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