Do You Have ID?
5. Put The Product In Their Hands
ML: Definitely show samples. Give them something they can feel and that shows the quality and color.
6. Know The Product's Strengths
ML: They are a necessity for so many markets. Many businesses require identification be worn at work. Trade show attendees and exhibitors all have name badges and that is a market that has been steady.
SL: The versatility of the lanyards is amazing, from giveaways to identification, they are everywhere. The need for people to be identified has not been lost or forgotten.
7. Keep It Fun
EJ: We have noticed that full-color badges and tags are best-sellers. The combination of a fun-looking badge and a cool lanyard are more accepted by younger workers in the marketplace.
ML: UV technology is big right now. We have been printing lanyards with inks that change color in sunlight. They have been very popular this summer for concerts and golf tournaments.
8. Sell Solutions, Not Products
SL: Solution selling is pretty simple, but really it requires doing your homework on the issues your buyer faces. Then contact a supplier who can help you find that solution. Anybody can buy a cheap lanyard and holder, but can they buy the right solution?
9. Be Prepared to Be A Hero
EJ: Make yourself the expert that the end-buyer will depend on for this product line. Many times badges and lanyards are last minute afterthoughts. So many of these orders are at the end of the budget list and have a short time frame to be delivered. Have your resources in place to handle this and be ready. They are going to be a little more work, but it is like an annuity, the ongoing repeat orders are much easier.