Promo Biz Coach Blog:Promo Biz Coach Blog
Promotional products business coach and sales trainer, Rosalie Marcus, "ThePromo Biz Coach",  shortens the learning curve for people in the promotional products industry, helping them make more money with less effort in less time! To sign up for free monthly sales-boosting tips and a free FREE Promo Biz Sales-Boost Kit visit her web site:
http://www.promobizcoach.com

July 28th, 2011

Lost a Big Promotional Products Account…? 7 Steps to Get Back on Track…

By: Rosalie Marcus, Rosalie@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

 

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Posted in 3 Sales Tips, Business Planning, Rosalie Marcus, Uncategorized | No Comments »

July 13th, 2011

An Easy Way To Increase Referrals

An Easy Way To Increase Referrals
By Rosalie Marcus, The Promo Biz Coach, TM
http://www.promobizcoach.com
http://www.promobizwoman.com
Rosalie@promobizcoach.com
I’m sure you know that referrals are the best way to increase your sales, and you’re most likely getting some referrals, but how can you get more?
One of the best ways to increase your referrals is to reach out to referral partners. Referral partners are people who serve the same target market that you do but are not direct competitors. Examples of good referral partners for the promotional products consultants are:
  • Meeting Planners
  • Printers
  • Trade Show Display Companies
  • Graphic Designers
  • Sign Companies
  • Sales Professionals
These are people who routinely come in contact with buyers that need promotional items. Ask your friends, colleagues and relatives if they know anyone in these types of businesses. Then take the time to make contact with the principal people in these companies. Set up a breakfast or lunch meeting. Look for people and companies that share your values and vision. Chances are you can help each other increase sales and referrals.
One savvy promotional professional set up a reciprocal referral business with a digital printer. The results: A twenty percent increase in her sales within six months. She also hosted an open house with her referral partner. The results: more business for everyone and one stop shopping for their clients.
What do you think? Do you have any referral partners? How has this strategy worked for you? Share your comment on this blog and I will send to you a FREE Special Report. Just click on the comments link at the bottom of this page.
Have a great day!
Rosalie
Rosalie@promobizcoach.com
www.promobizcoach.com
www.promobizwoman.com

Posted in Uncategorized | 1 Comment »

April 28th, 2011

Promotional Sales Pros:Forget Cold Calls! Do This Instead…

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.  

 

Posted in Promotional Products Sales Tips | 2 Comments »

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