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.

Kiwi's Coaching Corner

Paul  Kiewiet
How Much Do You Care?
Dec 18, 2014

If you don’t care enough to figure out their pain, why should they care about you? Are you tired of...

Lights, Camera, Promotion!

Brittany Hahn
New-fashioned Writing Instruments
Dec 17, 2014

Writing helps me remember things way better than typing does. In "Write It Down, Make It Happen," author Henriette Anne...

Not So Technically Speaking

Dale Denham
Top Blogs of 2014
Dec 16, 2014

I have thoroughly enjoyed receiving emails and seeing comments on my different blogs in 2014. Hopefully, I have delivered some...

Compliance Chat

Jeff Jacobs
For Apple, It May Not Be the Money
Dec 12, 2014

You’ve probably heard the buzz created when Apple's attorneys contacted promotional products distributors last week. The issue is aftermarket charging...

Jeff's Rant

Jeff Solomon, MAS
I Could Have Slept In Too
Dec 11, 2014

Sleeping in may not be the most refreshing thing I could do early on a Saturday morning. In my first commentary, I...

Selling Smarter

Rosalie Marcus
Year-end Tips to Increase Sales Now!
Dec 9, 2014

While some may be slacking off this time of year, savvy promotional products sales professionals know that it's not too...

Million Dollar Mindset with Greg Muzzillo

Greg Muzzillo
New Year's Revolutions
Dec 1, 2014

You’ve heard many times that the definition of insanity is to continue to do the same things and expect different...

Quick Thoughts by Cliff Quicksell, MAS

Cliff Quicksell, MAS
Athletics and Business Intertwine to Show Life Lessons: Thoughts from an Athlete Parent
Nov 24, 2014

As I was growing up—and even to this day, I am very involved in athletics. As a high-schooler and through...

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...

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...

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,...


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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