Promo Marketing

You will be automatically redirected to promomarketing in 20 seconds.
Skip this advertisement.

Advertisement
Advertisement
 
External Blogger

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.
 

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...



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...



Embellished

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...



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...



Tell Your Story by Answering Four Questions

 

Get more opportunities by staying focused on solving problems instead of on selling stuff. We are so "me-too" in this business and then we complain about being price shopped, not given a chance to compete, being ignored, or worst of all—not even noticed.

Your problem may not be that you don't have any value to add. Your problem is more likely that you don't tell your story in a compelling way. If you will concentrate on always answering FOUR questions in all of your marketing and selling communications, you should get more attention, more interest, more opportunities and more respect.

1. What do you do? I'd like you to answer that question without using these words—sell, product, find, price, quality or service. Can you do it? Can you get three words put together without making someone's eyes glaze over? "My promotions helps organizations improve their profits, performance, people and position in the marketplace." Boom! It's what your company does.

2. What problem do you solve? Your job is to solve problems. Period. End of discussion. Find the pain. Be the aspirin. If you don't solve problems, quit wasting other people's time. This takes research into your clients' and prospects' businesses, industries and markets; and it is a never-ending quest on your part to be more relevant. "Organizations are being asked to do more with fewer resources in a changing world. Reaching the right people with the right message at the right place and time requires new thinking and new solutions." Boo-YAH! You've identified a problem that you might be able to solve.

3. How are you different? If you want different results, you better start being different. That means speaking differently, acting differently and setting yourself apart from others who are chasing the same dollars. "Other promotion companies focus on selling you products or distracting you with the shiny object. They focus on finding cheap substitutes to tough problems. We take a different approach. We make recommendations based on what you need to accomplish and building upon successes." YES! You have just pointed out how your approach and world view differs from 20,000 other companies that are chasing an order. Don't chase the order. Chase the solution.

4. Why should I care? This is the most important answer that you must provide. Can you tell someone why what you do, why you do it and how you do it really matters to them? If you don't tell them "what's in it for them?" then you haven't told them any thing that matters. If you only have 10 seconds—make sure that you answer this question. "We create a strong return on investment and powerful results around sales, marketing and engagement challenges. We also like to make our clients look good." UH-HUH! They get it! You're going to help them add good details to their résumé!

Memorize these four question. Think about your answers to them. If you ever have the opportunity to answer one of these, answer all four of them instead. You must remember to set up the problem by going into very clear detail of the pain point. It is up to YOU to set up the problem. You are telling a story. It's a story where you are the hero. You will ride in on your white horse and solve the problem. Remember that no one has a promotional products problem. No one cares about your stuff. People care about solving their problems. Find the pain. Be the aspirin.

What I have described is classical storytelling. Introduce the problem and then reveal yourself as the conquering hero.

COMMENTS

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