Click on the links below to download the Power Point Slides and the Audio.

You’re going to get fresh new ideas, hundreds in supplier savings, free samples and proven sales tips to dramatically increase your promotional products sales.

Make sure you listen to the entire call.Each supplier and I have a very special offer you don’t want to miss.

Enjoy all this great information!

Go here to download the Power Point Slides

Click here to download the MP3 audio

The supplier contact information is in the Power Point  Slide presentation.

I welcome your feedback. Please let me know how you enjoyed the presentation.

Post a comment below or send an email to Rosalie@promobizcoach.com

As a business coach, my niche is working with promotional products distributor owners and sales representatives. I teach them strategies to sell smarter and make more money with less time and effort. I help my coaching clients identify ideal, profitable niche markets (that speak to their strength, skills and passions) and then show them how to become the go-to person in those markets.

Why develop niche market expertise? Whether you’re new or established in the promotional products industry, you may have noticed that things are shifting dramatically in our industry.

Many of the traditional ways of selling promotional products are no longer working. In fact, many are obsolete. To prosper in promotional products sales today, you need to work differently. You need to position yourself as an expert, target your marketing and be invaluable. Your clients want to do business with experts.

Many people fear having a niche market will limit their business. Actually, the opposite is true. When you establish niche market expertise you’ll get more referrals, your reputation will grow, and clients will seek you out. As an added benefit, you’ll enjoy your work more.

There are many ways to establish a niche. You can niche by the industries you serve, the products you sell or the services you provide, and these are just the tip of the iceberg when it comes to niche marketing.

One thing to keep in mind, having a niche or niche markets does not mean you can’t sell outside of that market. It just means this is where you will concentrate the majority of your marketing efforts.

In my own promotional products business, the year I decided to concentrate my efforts on a lucrative niche market my sales doubled and continue to grow rapidly. Shortly thereafter my company made the “100 Fastest Growing Companies” list in the Philadelphia Business Journal, and I had clients seeking me out for my expertise.

The same niche marketing strategy I used to grow my own promotional products business, I have been able to share with many of my coaching clients who got equally great results.

Remember the more expertise you have in your niche, the more opportunities become available to you and that translates into a more profitable business.

Want help finding your ideal, profitable niche market? On Tuesday, October 25 at 2:00 p.m. Eastern time I’ll be hosting a FREE Niche to Be Rich Secrets Webinar.

You can listen on the web or your telephone. If you’re ready to attract more business, double your sales and enjoy your work more I invite you to join me.

Reserve your spot even if you’re busy that day, I’ll send you the replay to listen to again.

Reserve your spot here.

If you have any problems with the registration link or have questions contact me at Rosalie@promobizcoach.com

Plus, I have a special bonus for you, but you’ll have to listen to the  MP3 audio download first.

FREE: Skyrocket Your 4th Quarter Promotional Products Sales Audio Download and BONUS Gift.  Read below… 

HERE’S YOUR BONUS

Listen to the entire call. Contact at least 2 suppliers for free samples or catalogs and tell them you heard them on the call with Rosalie.

Send me CC of the email and I’ll send you a bonus gift. Special Report: “How to Outsmart the Bidding Process and Make More Money in Promotional Products Sales.”

Click on the purple link to download the Skyrocket Your Sales audio.

Click on the purple link to download the Power Point Pdf notes.

Click on the purple link to download hundreds in cost savings Special Offers.

Did you enjoy the call? Post a comment at the blog. Comment button below.

SUPPLIER CONTACT INFORMATION

1. Roni Wright: The Book Company. roni@thebookco.com

2. Allison Gower: The Platform Group Gallery allison@theplatformgroupgallery.com

3. Glen Straughan, Ash City: gstraugh@ashcity.com

4. Steve Weinstein steve.weinstein@emteasy.com

5. Daniel  Townes, Shepenco, daniel@shepenco.com

6. Mary Crug, Direct Connections, mary@directconnectionsus.com

7. Glen Hersh glen@admints.com

8. Rebecca Kollmann: AIA, rkollmann@aiacorporation.com

AIA Website: www.aiagearedforgrowth.com
– and click on ‘Contact Us)

Today’s blog post will give you five proven strategies to get more done in less time and avoid being overwhelmed.

Overwhelmed by clutter? If you’re buried knee deep in samples, catalogs and piles of paper, here’s a quick organizing tip. Pick one area to start with. If it’s your follow-up list, prioritize the calls and emails. If it’s the top of your desk, work on one small area at a time. Set a timer for 10-20 minutes and just take action. It’s amazing how much you can get done in a short amount of time. To keep the momentum going put on your favorite music while you’re getting organized. It will energize you and help you stay on task. To eliminate even more paper clutter consider paying invoices online and accessing your supplier catalogs digitally.

Overwhelmed by email? Turn off the email alerts and vow to check your email at ONLY certain times during the day, such first thing in the morning, lunch and at the end of the day. For questions that you get asked frequently, set up an FAQ page you can refer customers to. Consider setting up an additional email address for non-urgent emails.

Overwhelmed by social media? And who isn’t these days? Set a time limit for yourself. I recommend no more than 30 minutes a day during business hours. If you post to more than one social media site, use a social media management tool such as Hoot Suite. Save the socializing for the evenings when you’re not working.

Overwhelmed with small orders and smaller profits that take up too much time? Do a client profitability analysis. Some customers and their orders may not be worth the time they take. Consider setting a minimum order limit and turning down business that doesn’t meet your profit goals. In the long run this will free your time for more profitable orders and customers.

Overwhelmed trying to choose the best supplier? Choose two to three suppliers in each of the top selling categories. Give those suppliers the bulk of your business. You’ll get better pricing and service when you’re loyal to a core group of suppliers.

The real secret to dealing with overwhelm is to block time on your calendar every day for your most important revenue generating activities. Schedule and prioritize your day ahead of time. Work ONLY on revenue generating activities first. These are the things that directly relate to bringing money into your promotional products business such as client meetings, follow up and proposals.

What are your best tips for eliminating overwhelm and dealing with the day-to-day operations in your promotional products business? Please comment below.

Looking for more ideas to easily increase your promotional products sales? Get a free Skyrocket Your Spring Sales audio download with non-stop ideas to increase your promotional sales, plus supplier discounts and my new special report “10 Big Mistakes Promotional Professionals Make and How to Avoid Them and Double Your Sales” at www.promobizcoach.com

At one time or another, it may happen to you. I know it has  happened to me.

A big order or steady promotional products buyer that you thought was a sure thing went to someone else. Maybe you’ve gotten complacent and you weren’t nurturing the relationship as much as you should. Or… maybe the company changed hands. It could be any one of numerous reasons. Regardless of the cause, the reality is, in today’s highly competitive promotional products business environment you can’t take anything for granted.

Here are 7 things you can do now to get back on track and win more sales.

1. Analyze what went wrong. You can’t get every sale, but you can learn from the sales you lost. Learn from your mistakes; everyone makes them. Is there anything you could have done differently?

2. Ask for feedback.
You may learn something that will help you with the next big sale. Asking questions such as: Is there anything I could have done differently that would have helped me keep your account? What went into your promotional products buying decision? You may wish to schedule an in person meeting at a future date.

3. If appropriate, apologize.
You may get feedback that you acting inappropriately or made a major blunder. Accepting responsibility and a sincere apology can go a long way in winning your customer back.

4. Provide value that is meaningful to your customer. This goes with tip # 2. Without an understanding of what is truly valuable to your customer you will always have a hard time winning sales. Promotional products buyers  needs change over time, stay on top of what is most important to your most wanted customers and you’re sure to win more sales.

5. Make your customer aware of all the services you can provide. It’s not uncommon to lose a sale because a customer didn’t know you could provide an additional service they were seeking. List your services in all your marketing materials. And when you can’t provide a service, seek to form alliances with businesses that can.

6.  Don’t burn bridges.
Keep the door open for more sales by always being professional, courteous and upbeat. Keep in touch with the client via newsletters, articles of interest  special offers and virtual and spec samples. You never know when another opportunity will present itself. Companies change hands frequently, the next person in line may give you another opportunity, or your lost account may get back in touch with you.

7  Upgrade your selling skills. Work with a business coach or mentor or join a coaching group. Attend sales training classes at industry trade shows. Stay current with the latest trends in promotional products sales. The top sales professionals are always learning and upgrading their skills.

Above all, never give up. Learn from your mistakes and keep on selling. Instead of feeling discouraged because you lost a sale, follow these 7 tips and get back on track. Your next big sale is around the corner!

What have you done when you lost a big account? Have you ever gotten the account back? Comment below.

Ready to upgrade your promotional product selling skills the fast and easy way? Want to stay motivated no matter what?  Want a mentor that really cares about your success?

I recommend the FAST TRACK to Promotional Products Sales Success. You’ll get instant access to everything you need to succeed in promotional products sales. Why reinvent the wheel? I’ve done the work for you.

Get a 1-1 sales-strategy session to catapult your success AND Free shipping when you invest in your success this week.  Learn more at http://www.promobizfast.com

Questions? Contact: Rosalie@promobizcoach.com

• Meeting Planners
• Printers
• Trade Show Display Companies
• Graphic Designers
• Sign Companies
• Sales Professionals

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.  

If you’re like most promotional products sales professionals, you help your client’s brand their businesses and services  with effective, targeted promotional products. But what about you? What’s your personal brand and how does it show up in your ad specialty business?   

You don’t have to be Oprah or Donald Trump to be a brand, in fact, like it or not, you’re already a brand. Your brand is simply the total experience that someone has when they do business with you. It is so much more than your logo and website. Those are just elements of your brand.

What words do you want to come to mind when someone thinks about you and your company? Here are some ways to make your brand memorable and to attract more of the clients you want.

Be clear. Your brand is communicated in everything you do.  How do you regularly communicate with your clients and most wanted prospects? Is your website targeted to entice your most wanted prospects?  When people meet you at a networking event, or visit your website, do they understand why they should do business with you?   

 Be consistent.  People buy from others they know like and trust. When you always show up the same way, you build the  know, like and trust factor and will get more business.  Returning phone calls within a short amount of time, answering emails promptly, apologizing for any mistakes in a timely manner, sending your email newsletter the same day every month, using a consistent logo and letterhead and slogan are all ways you can provide brand consistency. Consistency over time gets results.

 Be Current: When was the last time you updated your marketing materials? Do your clients know all the ways you can help them? Does your business card reflect the image you want to project?  Do you regularly update your social media status and posts?   

Be highly visible. What publications do your most wanted clients regularly read? What trade shows do they attend? What email support forums do they post in? Because I specialize in coaching promotional products sales professionals I regularly write for publications that people in the promotional industry read, I speak at industry trade shows and I post on email forums for the promotional industry. How can you apply these strategies to your business and brand?

 Be YOU!  The interesting thing about creating a brand is that you don’t have to change anything; you just have to show more of who you already are. Do you have a favorite color? Reflect it in your logo and they way you dress. Are you high energy, or are you more laid back? Reflect that on your website and how you communicate. What are your core values and how are they reflected in your business? Are you fun-loving, creative, deligent? Let your values show in all you do.   

 Need help finding your authentic brand and standing out from the competition? When you invest in your success by with either of my top selling programs by March 31  you’ll get a personal 1-1 “Brand Strategy Session”  with me  to find your uniqueness , attract your most wanted clients and make more money.

Click on the links below to learn more:

The FAST TRACK for new distributors

Women Selling Smarter

 This may be contrary to what you’ve been thinking, but here’s my #1 proven strategy for increasing promotional products/advertising specialty sales this year– Sell More to Existing Accounts.

Your current client’s are worth their weight in gold.  What are your doing to get more sales and encourage their loyalty?

Here are some tips to sell more to existing clients.

• More in-person meetings.  It’s easy to hide behind your computer, but not wise.  There’s synergy with in person contact.  In a recent meeting in a current client’s office I secured a very large  order that would not have come my way if I had not been there in person, not only that, that same client introduced me to someone else in her company that became a client. Coincidence? I don’t think so, these types of things happen all the time when you show up!
• Reward Them.  Incentives encourage more sales and customer loyalty.  Show that you believe in what you sell by rewarding your top tier accounts with a special promotional gift when you get a nice size order, a referral or when they reach a certain level of sales. Clients njoy receiving gifts. Not only will this spotlight your promotional products business,  your client may be so impressed they will want to set up their own  . In my own business, as well as my coaching clients, I have seen this happen many times.
• Provide added value. What’s most important to your clients? If you don’t know ask?  Value you added services such as:  free marketing tips,  white papers, special packaging, faster shipping, weekly order status updates, branding help, product safety information and ROI tracking  are just a few of the ways you can provide added value.  In today’s highly competitive promotional products business  environment it’s the value added provider that get’s the sale and stands out from the competitors!

Here’s my request for you.  Contact all your current clients in the next week. Tell them you would like to give them a free promotional marketing check up.  Watch the orders roll in!   

What are you doing to get more promotional products business  from current clients?  All thoughtful comments are welcome. Please comment below.

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MEET ME AT PPAI EXPO AND ATTEND MY FREE WORKSHOPS

 Want more proven, easy strategies for increasing your sales this year? Attend my sales-success  workshops in January at the PPAI Expo in Las Vegas  on January 11. I would really enjoy meeting you. Please stop by and introduce yourself.

I often get asked, who my preferred  promotional products suppliers are. These are the suppliers I know I can count on and you can too.    Here’s my list of preferred suppliers at EXPO.  Make sure you stop by their booths. They have very special offers for you.

Rosalie Marcus, The Promo Biz Coach, mentors promotional products sales professionals to sell smarter, and make more money with less effort. She  is the creator of the FAST TRACK to Promotional Products Sales Success and the Promo Women Selling Smarter Program.

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