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What do you do when a prospect tells you they can buy the promotional products you’re recommending cheaper on the Internet?
These days, Internet sites abound with promotional products, frequently at discounted prices. But can a website provide the level of service, creativity and product knowledge that you, a promotional products sales professional, can?
Every promotional products sales professional needs a really good way to compete with this all-too-frequent problem. Here’s something to do and say when this problem arises. It should address:
The Problem: These days, searching the Internet can be very time-consuming and incredibly hit-or-miss. Plus, when problems arise (and they inevitably will!), there will likely not be the level of customer service or knowledge you expect and, more importantly, need.
The Solution: The good news is that I’m a promotional products marketing expert. I can find the perfect item to meet your objectives, at the right price, faster than you can—and I guarantee product quality, safety and on-time delivery. My vast knowledge, experience and supplier resources will ultimately save you time and money.
A Way to Stay In the Front of Their Mind: If your prospect is still not interested in your service, ask permission to send them periodic free business promotion tips or interesting articles. Demonstrate your expertise. The prospects you most want will come to realize the value you provide and see you and your service as a way to make them look good, as well as be a proven time and money saver.
The Extra Touches Only You Provide: Ultimately, YOU are the real difference. What are you doing to create a “wow” experience for your clients? Extra touches, no matter how small, such as real time order tracking, spec and virtual samples, hand-written thank-you notes, trend reports, marketing tips and resources, are just a few of the ways you can stand out and get your prospects and clients thinking of only you when they have a need to promote their product or service.
In case you think this strategy doesn’t work, here is part of an email I received yesterday from a new client.
“Thank you for your help – it is so much easier going through a professional as opposed to sorting through a promotions website myself!!!”
What do you say when a prospect or client says “I found it cheaper on the Internet.”? I would enjoy hearing your opinion! Please post your comment below.
Looking for a coach/mentor who truly understands the promotional products industry? Want expert help growing your sales from someone who has “been there, done that” and knows what really works to increase your sales in today’s economy? Get inspired, get next steps and get more business! Contact me today to learn how my coaching, training and sales-building products can dramatically increase your business! Rosalie@promobizcoach.com or 215-572-6766
© 2014 Rosalie Marcus
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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