Are You Selling What They Are Buying?
You must remember this: Your customer is not buying a promotional product. They are buying the benefits that promotional products deliver. They are buying the thrill of sharing their company’s brand, image and stories with their audiences. They are buying a gift that will share their values and promises with people they want to have a deeper and stronger relationship with.
Promotional products are a commodity. If you don’t attach meaning and emotion to what you have to offer, you cannot fault your customers for buying at the cheapest price possible. Get excited about the ability you have to change behaviors, to generate loyalty, to get people excited (remember the video of Sir Paul McCartney, jumping up and down and waving his arms for an imprinted tee shirt?).
Get to know our medium. It’s much more than stuff. It’s the only advertising media for which people will say “thank you.” It’s the original medium of engagement. It signals the beginning of a relationship. Don’t sell stuff. Sell the stories that your customers can tell with a well-chosen item branded with their messages.
Why do they need you, your product, your services? Tell your customers your story about how you can make them a hero. Break through the status quo and do it better than anyone else. You have an amazing story to tell and all the right props and supporting elements anyone could want. Get excited. Get enthusiastic. When you do, you’ll be selling something anyone will want to buy.