FollowIt’s the beginning of a new year. So what’s your game plan for increasing your promotional products sales?
Here is an easy way to begin. Start with the end in mind. Imagine ahead to December 2011. What do you want to accomplish in your business this year?
This may be contrary to what you’ve been thinking, but here’s my #1 proven strategy for increasing promotional products and advertising specialty sales this year: sell more to existing accounts.
Your current clients are worth their weight in gold. What are you 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 it’s 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, but then that same client introduced me to someone else in her company who ultimately 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 or when they reach a certain level of sales. Clients enjoy receiving gifts (who doesn’t?). Not only will this spotlight your promotional products business, your client may be so impressed that they will want to set up their own. In my own business, as well as with 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-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 gets 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. And then 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!
© 2010 – 2013 Rosalie Marcus
Want expert help growing your promotional products business? Click the link to preview the programs and products created to quickly and easily grow your promotional products sales.
Not sure which program or product is right for you? Contact Rosalie for a brief, no obligation, personal consultation. Reach her at Rosalie@promobizcoach.com
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 http://www.promobizcoach.
Reach her at Rosalie@promobizcoach.com or 215-572-6766.
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