Follow

As you approach the busy 4th Quarter promotional products selling season , I’d like to share strategies to deal with an all too common dilemma. Perhaps you can identify. Have you ever shared a marketing idea (that incorporates the use of promotional products) only to have your idea and the sale go to another vendor?

It’s a frustrating situation and all too common in our industry! 

Today I’m going to share six strategies to help you protect your promotional product marketing ideas and sell more! 

1) Ask good questions before you move ahead with a presentation. Use your instincts to decide whether or not it makes sense to work with a prospect. In my experience, some companies are required to get three proposals but already have a vendor in mind for the order.

Here are some suggested questions to ask:

• Can you please share with me the decision-making process at your company?

• If I give you a unique promotional marketing idea are you required to share it with other vendors?

• Is this an order that’s going to be put out on bid? If so, how will you decide?

2) Use proprietary wording on all your presentations. Here’s a suggestion…

“The ideas presented here are the intellectual property of ______________ and may not be shared with other vendors.”

(Note: I am not lawyer. You may wish to wish to consult an attorney for proper wording and legal protection.)

3) Present custom options. Custom options such as special packaging or a custom design or shape will be hard for another vendor to duplicate. Many suppliers have started to offer custom solutions. For example, top-rated supplier iClick, recently started offering a custom program with low minimum quantities.

4) Charge for creative services. Your time and expertise is valuable and you deserve to be compensated. When designing a marketing campaign, send an invoice for Creative Services with a note that says, the charges will be waived if an order results. You’ll separate the “tire-kickers” from the serious prospects and position yourself as a marketing professional.

5) Wow them! Make the service you provide so exceptional your clients and prospects wouldn’t dream of going with another vendor. These days your clients can purchase promotional products from a plethora of places, but they can’t duplicate the service and knowledge only you have. Think about the suppliers you love and how they are separating themselves from the pack. For example, supplier, GMG Pen offers free vector art services and free virtual presentations. Small gestures that can make a big difference to a distributor. What extra touches can you add that your clients will love?

6) Provide value. This may be the most important tip of all. When you consistently provide value such as fresh marketing tips and expert knowledge of your client’s industry and challenges and you provide solutions to their challenges – your clients will view you as a valuable resource not another commodity vendor.

 How have you handled this situation? Would you add anything to my list?  Please comment below.

Need more ideas to grow a highly profitable promotional products business?  Check out my newly updated FAST TRACK program. It’s got everything you need to grow your sales quickly and easily! Questions? Contact me anytime at Rosalie@promobizcoach.com