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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.

Not So Technically Speaking

Dale Denham
7 Pieces of Advice Before Upgrading
Oct 6, 2015

Most everyone wants the latest and greatest upgrade to technology, especially when it’s a free update, like Windows 10 or...

Million Dollar Mindset with Greg Muzzillo

Greg Muzzillo
'Can't' Is a Four-letter Word
Oct 5, 2015

Most of us learned the four-letter words we shouldn’t say when we were in school. We heard the words in...

Ask the Accountant

Harriet Gatter
Do I Have to Collect Sales Tax for Out-of-state Sales?
Oct 2, 2015

Question: Do I have to collect sales tax for out-of-state sales? It depends, and it's complicated. State governments would like...

Jeff's Rant

Jeff Solomon, MAS
What Can We Learn from The Artist Formerly Known as Prince?
Oct 1, 2015

Since I recently wrote a commentary titled 'Are You Too Old To Rock,' I thought I would share another thought from the...

Kiwi's Coaching Corner

Paul  Kiewiet
So What's Holding You Back?
Sep 24, 2015

Are you afraid to fail? Or are you afraid to get started because you might fail? The late TV preacher...

Lights, Camera, Promotion!

Brittany Hahn
The Mayor of Funkytown
Sep 23, 2015

Each Power Box has its own personality. Power Box 1 is really into dubstep music. He raves hard all weekend long. On...

Guest Blogs

Guest Contributor
Ask the Accountant
Jul 24, 2015

Question: I am starting out as an ad specialty distributor. Is it better to set up my books on a...

Selling Smarter

Rosalie Marcus
Gotta Love These Supplier Best Practices
Sep 1, 2015

I’ve been in the promotional products industry for more than 25 years, both selling products and programs, and coaching and...

Be Bold, Be Different, Be Memorable

Rick Greene, MAS
A Cycle Of Engagement
Jun 10, 2015

In 2015, the journey of the promotional products professional in shifting prospects to clients is more challenging than ever. With...

Beyond Words

Rebecca Kollmann, MAS+
Swing All the Way Through
Apr 20, 2015

From time to time, I’ve written about a situation involving one of my kids, and after observing something recently, it’s...

Compliance Chat

Jeff Jacobs
The Exact Cause Was Never Determined
Apr 3, 2015

If you read what normally is in this space, you've seen a lot about the protocol it takes to manufacture...

Quick Thoughts by Cliff Quicksell, MAS

Cliff Quicksell, MAS
Measure the ROI at Trade Shows (Using the Right Mix of Creative and Promotional Products)
Dec 30, 2014

Every year more and more products are being introduced into the market, and after a while it all looks 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,...


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...

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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