Picking a Winner
AL: One of the major advantages of selling recognition awards is the fact that many recognition occasions repeat on a regular basis. Some organizations operate recognition programs that reward employees annually. Others recognize their employees more frequently.
It is very common for distributors to lock up repeat business using recognition programs. Generally, recognition programs repeat for 3-5 years. Seventy-three percent of existing programs at Crystal D repeat annually.
The most important tactic that a distributor can use to ensure repeat business is to understand the purpose of the recognition program. By understanding and internalizing the clients' business objective the distributor can provide meaningful advice and timely product recommendations.
Experience has shown us that the distributors that secure the most repeat business from a recognition program understand the purpose of the program and then ask for the business.