Promo Marketing

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

Advertisement
Advertisement
 

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.
 

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...



Compliance Chat

Jeff Jacobs
Promotional Products: When Swag Goes Wrong
Apr 4, 2014

We all love swag. From T-shirts to stress balls, free stuff is fun except when it goes awry. Goldman Sachs...



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...



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...



The Meetings Before The Meeting

 

"It is suggested that you have at least two meetings and one phone call with each potential client as a prerequisite to starting the buying/selling process."

Many times we start presenting and selling before we have paid the price of admission or earned the right to proceed, and this can be a big mistake.

If you don't know anything about the company you are targeting, and don't take the time to get to know the buyer as a person before you start presenting and selling, most likely you will fail.

We first need to start a relationship with our buyer and get to know them and their company before we start the buying/selling process.

We do this to determine whether or not the buyer likes you and wants to do business with you.

We also need to determine if our two companies are a good fit, and in fact, if we can help them with our products and services.

Prospecting Guidelines - First Meeting (chance encounter)
Note: we are looking for people to meet and get to know. This is the first step in relationship building. Finding people and sharing information.

Rule #1: Remember, you are not presenting, you are not selling, and you are only sharing information during your first meeting!

Rule #2: Talk more about the person you are speaking with and less about you and what you do for a living!

The first meeting is complete (5-10 minutes) when the conversation comes to a natural end; you have exchanged information, maybe collected a business card or other contact information and are ready to move on.

Final question: "May I call you later to continue this conversation?"

Phone Call Guidelines - Follow Up to Set Second Meeting
Note: you are just calling to set a meeting to share more information. This is the second step in relationship building. The client gets to hear your voice, renew the acquaintance and interact with you one more time before seeing you at the next meeting.

Phone Call Example: "Hi Jim, this is Bill; we spoke briefly last week at the chamber of commerce business after hour's event. We didn't get a chance to get into much 'Business Talk' but I have a different perspective on corporate branding that I think you would enjoy hearing. What I would like to do is set a time when we can meet for maybe 15-20 minutes to chat and review this information. Would you be open to that? Great, when is a good time for you?"

Meeting Guidelines - Second Meeting (client's office)
Note: we are there to review a different perspective on corporate branding, and not to sell. (See Rule #1) Get to know the client better, and make a friend.

The second meeting is complete (15-20 Minutes) when you have shared the information and asked your final question.

"Our different perspective on corporate branding is how to use promotional products in programs. Safety programs, incentive programs, merchandising programs, etc."

Begin by explaining how promotional products are used in programs, share program examples, answer any questions, and ask the final question.

Final Question: "Where do you think we should go from here?"

Remember... you are not presenting or selling at this meeting and you need to let your buyer make all decisions about next step or when to set the next meeting.

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.

COMMENTS

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