Snack on This

Looking for other ways to broach the topic with clients? Take a tip from Riordan, whose company puts together a presentation covering the benefits of purchasing edibles from distributors. “We customize this storyboard presentation for each account executive, and they can easily email it to their clients as a way of beginning the food gift discussion.”

2. Know your client—and their objective

Your clients need to know you sell edibles—but you also need to know your client in order to pitch the best product for them, and how to wow them with the power of a successful edible.

For Riordan, six types of businesses—banks, financial service companies, insurance companies, hospitals, medical equipment and service companies, and construction-related companies—make up more than 50 percent of orders. Each type has specific preferences, said Riordan, suggesting that insurance companies tend toward edibles that include desk accessories, like a pencil cup.

The education market is another prime seller, specifically when it comes to recruitment and student-based events. “Nothing attracts the younger generation more than edible products,” said DePalma. A need for referral gift programs, birthday gift programs and lobby candy also make small businesses edibles-friendly.

“The key to a successful promotion is true thought about what it should accomplish, and focusing on what it will say about the sender,” said Strong. Use your understanding of the client and their goals to offer an edible that fits their mission so well, they can’t turn you down.

3. Send samples

A common misconception, according to both Riordan and DePalma, is that edibles produced in the promotional products industry aren’t retail quality.

Counter this objection with a simple and delicious solution—samples. Edible samples kick your sales tactics up a notch—showcasing your product’s freshness, taste and potential for branding. For the one-two punch, Riordan recommended sending a spec sample.