Whatever You Do, Don't ...
How would you finish that statement if you were speaking to people in the promotional products industry? There are many things not to do as a promotional products sales professional, but here's one that's worth remembering and what came to mind for me.
Whatever you do, don't neglect your current clients. Your current clients will always be your best source of new business. That's because the like and trust factor is already there. What can you do to cement the relationship and increase your sales with your current clients?
Here are three things:
1. Understand their business needs as well as you understand your own business. Know what's important to them, who their end users are and what their marketing message conveys. Become a partner in their success. Focus all your energies on how you can help them achieve results that are meaningful to them.
2. Show appreciation. Send them handwritten thank you notes and small gifts when they least expect it, such as birthdays, Valentine's Day, Thanksgiving, etc. Consider hosting a customer appreciation day. Invite them to events outside of business. Pick up the phone and call them with a great marketing tip or idea.
3. Consistently Keep in Touch. Out of sight means out of mind. Send interesting articles that relate to their field of business. Send marketing tips. Providing them fresh ideas they can't get by shopping an Internet site. Consider using a turn-key, keep-in-touch service designed for the promotional products industry such as Outbound Engine. Consistently stay on their radar screen and you'll be the first person your customer thinks about when they want to market their business
Are you looking for new ideas to get more sales from your current clients and best prospects? Attend my FREE Skyrocket Your Q4 Sales Webinar on Tuesday, Oct. 7 at 2:00 p.m. ET. You'll discover dozens of fresh ideas and proven selling tips you can easily use to increase your sales and make more money. Sign up, even if you're busy that day, and get the audio download, special offers and a cool FREE gift from me. Learn more here.
What's your opinion? How would you have answered the question, "Whatever You Do, Don't ..." if you were giving advice to people in the promotional products industry? Your comments are appreciated.
Rosalie Marcus, The Promo Biz Coach, is a promotional products business expert, coach and speaker. Combining her skills and years of experience in promotional sales, she helps her clients sell more at higher profit margins and dramatically increase their incomes! Get a FREE special report: 10 Big Mistakes Promotional Professionals Make and How to Avoid Them and a FREE Skyrocket Your Sales audio download at www.promobizcoach.com. Reach her at Rosalie@promobizcoach.com or (215) 572-6766.