Posted by: Rosalie Marcus, Rosalie@promobizcoach.com

I don’t know about you, but I dislike making cold calls. They just don’t work in today’s new economy. Voice mail, Caller ID and well trained gatekeepers are all converging to keep you out.   

Besides, it can take fifty or more cold calls to get one appointment, and the chance of that one appointment resulting in a sale isn’t great.   

What’s the alternative ?

I recently hosted a teleconference where I shared 7 Proven Strategies to Grow Your Sales (Without Ever Making a Cold Call!)

 Here’s just one of the strategies that I shared: 

Consider speaking on the topic of business promotion. I can tell you from experience, the more you speak, the more your sales will increase.

Why does this marketing strategy work so well? When you speak in front of a group you’re remembered. Prospects get to know you, like you and trust you. You’ll also be perceived as an expert. People want to do business with experts.  

Tips for standing out when you speak:

1. Have a catchy title: How to Promote Your Business is boring, 5 Proven Ways  Drive Traffic to Your Trade Show Booth is better. You get the idea. 

2.  Be part of a panel of speakers on the topic of marketing. If you’re just starting out, being part of a panel is a lot less threatening than speaking to an audience alone.  Look for related businesses to share the spotlight with such as: meeting planners,  graphic designers and trade show display companies.   

3. Share stories. Sharing true stories of how you’ve helped your clients is so much easier than memorizing a speech.  While you’re at it,  unless you’re a graphics expert, ditch the Power Point. People will be a lot more interested in what you have to say, than a bunch of boring slides.

4. Bring fun giveaways.  Bring promotional items with your company logo to distribute to the audience. It’s a great way to get people to remember you and see the value in what you do.

5. Get the audience engaged in your topic. Have them describe  their favorite promotional item. Better yet, have them pull out a promotional item in their pocket or briefcase. It will get everyone engaged in the topic and having fun.

6. Practice. Practice what you’re going to say before you get out there. Consider joining a local Toastmaster’s group to brush up on your speaking skills.  

Where can you speak? Chambers of Commerce, networking groups and service clubs are frequently looking for speakers.

What do you think? Has speaking worked to grow your business? Would you be willing to give it a try? I would like to know your thoughts.

Leave a comment below.

Rosalie Recommends…

Just starting your promotional products business? Established but stuck at sales plateau?  Check out the Promo Biz FAST TRACK program. It’s got everything you need to get started making money in promotional products sales quickly.  

By Rosalie Marcus
http://www.promobizcoach.com/
Rosalie@promobizcoach.com

How would you like to get more promotional products business without having to cut your price? You can!

The key is to make your proposals stand out by adding benefits and information your competition may neglect.

Here are six quick tips to turn your proposals into orders.

1. Provide options. Present a three tiered option with low, medium and higher priced promotional products. That way no matter what the price point, you’ve got something to offer. Studies have shown that most customers will choose the medium priced option.

2. Provide testimonials. In a tight economy people don’t want to take chances. Provide testimonials from past “raving fans” about how great it is to work with you.

3. Provide a product proof or virtual proof. Providing an actual or virtual proof with your proposal will position you as someone who goes “the extra mile.”

4. Provide quality and event date guarantees. Again, people don’t want to take chances. When you work with quality suppliers this shouldn’t be hard to do.

5. Provide a company or personal bio. People buy from others they know, like and trust. Giving your company background and accomplishments can go a long way in establishing the know, like and trust factor.

6. Package your proposal creatively. We’re in a creative business. Presenting your proposal in a gift box or other creative medium will highlight what you do best and make you stand out.

What do you do to make your proposals stand out? All thoughtful comments are welcome. Just hit the comments button below.

Want More Ways To Stand Out, Sell More and Make More Money?

–Want a quality guarantee you can duplicate and use in all your proposals?
–Want to know how to easily get testimonials from your customers?
–Want a list of top suppliers that stand behind their products?

When you get The FAST TRACK to Promotional Products Sales Success you get all that and more.

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Questions about the FAST TRACK? Contact me at Rosalie@promobizcoach.com or 877-570-6766 and I’ll be glad to answer them.

Rosalie Marcus, The Promo Biz Coach, teaches promotional products sales professionals how to get more sales, better clients and earn a higher income ! Get a free special report: 10 Proven Ways to Thrive in Promotional Products Sales in Any Economy! at
http://www.promobizcoach.com/

Reach her at Rosalie@promobizcoach.com or 877-570-6766.

By Rosalie Marcus
http://www.promobizcoach.com/

In a challenging economy your customers may have more budget concerns. You may be asked to discount your price. What should you do?

Think before you respond. Giving discounts can put you on a “slippery slope” and give your customers the expectation that you will always discount.

Here are some tips to help you deal with this “sticky situation.”

1. Look for ways to stay within your customer’s budget without giving a discount. For example: you could sell a smaller amount of the same promotional product, or suggest a less expensive item.

2. Evaluate the value of the customer. Are they repeat buyers? Do they pay on time? Do they have the ability to give you larger orders and referrals? Do you like working with them? Are you helping them in a tight situation, or is this their new expectation?

3. Be aware that some people are trained to always ask for the lowest price, but may not expect it. You may be in a more powerful position than you realize.

4. If you do decide to discount your price, ask for something in return such as: advance payment on the order, a larger quantity order, or a contract for continuous promotional products purchases.

5. Understand how much it costs you to process a promotional products order. Without this information it’s hard to make a wise decision. (The FAST TRACK To Promotional Products Sales Success comes with a Plug Up Your Profit Holes audio class and the proven formula to analyze your costs.)

6. Provide value beyond the item you’re selling such as free marketing and distribution tips. This enables your customer to see you as a valuable resource instead of a commodity seller, which puts you in the position to make a higher profit.

The bottom line: Evaluate each situation individually. Understand that some orders may not be worth your time and effort and be willing to walk away.

What have you done when asked to discount? All thoughtful replies are welcome. Just hit the comments button below.

August FREE Teleconference:

5 Insider Sales Secrets Every Woman Needs to Know
To Sell Smarter and Make More Money!
Date: Wednesday, August 26.
Time: 2:00 ET/ 11:00 PT
Register even if you can’t attend the live call. You’ll get the audio link.
Get all the details here.

Rosalie Marcus, The Promo Biz Coach teaches promotional products sales professionals how to get more sales, choice clients and earn a higher income. Get a FREE special report: 10 Proven Ways To Thrive in Promotional Products Sales in Any Economy at http://www.promobizcoach.com-/Reach her at 877-570-6766.