Advertisement
 
CAS

Big Picture Promo

By Matt Kaspari, CAS

About Matt

Kaspo CEO, Matt Kaspari CAS, will elaborate on the big picture of branding and the role of promotional products in creating empowered brands.
 

Jeff's Rant

Jeff Solomon, MAS
Common Characteristics of Businesses That Thrive...
Oct 30, 2014

Lately, I have been thinking about businesses that have had a positive effect on my life. These businesses are thriving....



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...



Selling Smarter

Rosalie Marcus
How Appreciative Are You? 5 Easy Ways to Stand Out and Say Thank You: Part Two
Oct 28, 2014

It’s the time of year when you may be thinking about gifts of appreciation to send to your clients. Rather...



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...



Kiwi's Coaching Corner

Paul  Kiewiet
The Smart Way to Grow Your Business
Oct 23, 2014

How do you step up and begin moving your business to better results? Well, first of all, you need to...



Compliance Chat

Jeff Jacobs
Draw Your Attention to Drawstrings
Oct 17, 2014

I guess it has something to do with the time of year. The weather in much of the U.S. begins...



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,...



Million Dollar Mindset with Greg Muzzillo

Greg Muzzillo
The Dash Between Two Dates
Oct 6, 2014

Let's face it. We're all busier than ever. Most of the busyness is dashing—dashing here, dashing there. Sadly, many people's lives...



Beyond Words

Rebecca Kollmann, MAS+
Going Direct
Oct 13, 2014

I thought that would capture your eyes today because it’s a perennial hot topic in our industry. Today, we’re going...



Not So Technically Speaking

Dale Denham
Yes, We Should Be Scared About Bad USB Drives
Oct 7, 2014

Due to recent USB exploits available online (although not yet proven to cause any damage), sales of USB drives in...



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...



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...



Relationship Advice

 

Well it's Valentine's Day and there is no escaping it, so Happy Valentine's Day! While I am not the best one to ask for romantic advice, I do have a few tips when it come to building relationships with your clients, like the the ABC's of a solution's based sales cycle. In case you missed it, the ABC's are Always Be Connecting.

Relationships these days are so much more complicated. There are so many different channels of communication and so many rules around how to leverage each one. I mean, why is it inappropriate to poke someone you know on Facebook? (Just kidding, but seriously?)

All joking aside, it is inappropriate to poke someone you know on Facebook because you haven't built up report with that person. There has to be some level of courting and the same goes for building relationships with clients.

Now before we go much further I want to make it clear that when I talk about social channels I am not just talking about the online channels. I am talking about all channels, online and offline. Everything from phone calls to tweets, "thank you" notes to blogs and even face-to-face meetings.

The reason I am talking about all these seemingly different channels is that the key to building strong and loyal relationships with your clients is to broadcast a consistent message across multiple touchpoints.

What's a touchpoint, you ask?

A touchpoint is any opportunity you have to reach out to your client, whether it be online or offline. The more touchpoints you are able to have with a client, the stronger your relationship will be. At Kaspo we have a touchpoint goal of 5 touchpoints per client who enters our solutions-based sales cycle and here is how it works.

The Kaspo Courting Process
New Client Meeting
Touchpoint 1: Phone call to set meeting
Touchpoint 2: Connect on LinkedIn and confirm details of the meeting
Touchpoint 3: Face-to-face meeting
Defining Solutions
Touchpoint 4: Email to set up second meeting to present solutions
Touchpoint 5: Connect with brand on Twitter
Presenting Soultions
Touchpoint 5: Face-to-face meeting confirming objectives
Touchpoint 6: Order processing (order confirmation email with expected ship date, email with tracking)
Follow Up
Touchpoint 7: Confirmation phone call
Touchpoint 8: Thank you note

By striving to connect with our clients on at least 5 different channels we are building a rapport that shows we care. Just like in any relationship, the other person wants to know you are thinking of them and that they are your top priority. By committing to consistent connection with your clients throughout every stage of the sales cycle, you are sure to earn their life long brand loyalty. Hey, and who knows, maybe this advice can also help you land the Valentine of your dream!

COMMENTS

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