I’ve been in the promotional products industry for more than 25 years, both selling products and programs, and coaching and educating distributor sales professionals. I've seen a multitude of changes in that time, but one thing remains the same: our reliance on quality suppliers.
Did you know that April is International Customer Loyalty Month? Think about the businesses you consistently patronize. What have they done to capture your loyalty?
Have you ever felt reluctant to make a sales call, follow up with a client or attend a networking event? I know I have. Here's something to keep in mind.
If you're struggling to increase your sales, perhaps you need to better identify your ideal client. Decide who your ideal client is and focus the majority of your marketing efforts on that potential client population. Ask yourself these questions to better identify an ideal client for you.
While some may be slacking off this time of year, savvy promotional products sales professionals know that it's not too late to bring in year-end sales. Here are five things you can do now to maximize your sales.
Recently, I had a coaching call with a promotional products distributor who was frustrated because some of her clients were taking months to pay their invoices. It was causing her stress-filled days and sleepless nights. Can you relate? Below are seven tips that I shared with her that you too can use to improve cash flow in your business.
It’s the time of year when you may be thinking about gifts of appreciation to send to your clients. Rather than show your appreciation once a year, I believe, in order to stand out in today’s highly competitive business environment, you need to show your gratitude year-round. Remember, it costs far more to acquire a new client than it does to keep an existing client loyal and happy.
In today's highly competitive promotional products business environment, you have to distinguish yourself from the competition. Here are five ways to stand out from the crowd and build your sales by saying "thank you" to clients.
There are many things not to do as a promotional products sales professional, but there's one that's worth remembering that came to mind for me: Whatever you do, don't neglect your current clients.
You’ve probably seen the ALS Ice Bucket Challenge all over social media and TV. Perhaps you’ve taken it. For me, it had special meaning and a very personal connection. My older brother Martin, a natural athlete, prolific writer, creative thinker, baseball aficionado—and the bravest person I’ve ever known; lost a courageous battle to ALS. So, while I generally shy away from fads, I happily took the challenge and donated money to ALS as well.
What do you do when a prospect tells you they can buy the promotional products you're recommending cheaper on the Internet?
The imprinted T-shirts that you keep and wear can tell a lot about your life, your interests and your priorities.
Every once in a while a book for sales professionals comes along which is destined to be a classic. Sales guru and best-selling author Jill Konrath's latest book Agile Selling, Get Up to Speed Quickly in Today's Every Changing Business World is just that.
Recently I saw a movie I loved, "Chef." It's the kind of movie that had the audience clapping at the end. I thought the film was really enjoyable and good story, so I promptly recommended it to all my friends.
I'm sure you've heard the expression "timing is everything." When selling promotional products, very often it's the person that calls at just the right time that gets the sale. Want to be that salesperson?