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Wouldn’t it be great if you could avoid the big mistakes when you’re first starting out and learn from established promotional products industry sales professionals? This post will help!
Some time ago, I posted a question in a Facebook group for promotional product professionals. I asked them what they wished they knew when they first started out that they know now.
I don’t know about you, but I’m a big believer in learning from others. Read on and see if you agree with their comments and what you would add to their advice.
Below are just a few of some of the insightful responses I received.
Find a network of suppliers & mentors – be loyal and honest and the clients will come. My mother told me repeatedly that she didn’t see me as a salesperson-I told her, I’m a fixer – I try to take away my clients’ problems by applying the magic of promo products. Submitted by Judy Sharp.
Build relationships in addition to selling products. All the electronics, email, voice mail, virtual samples and proofs reduce the sales function to the lowest common denominator and it becomes all about price. Submitted by Lew Ginsburg.
Make sure you understand all the aspects of pricing from set-up, more-than-one color, shipping, etc. Always send a sample to the client. Make sure the logo will fit on the product before sending sample to client. There are SO many! It’s definitely a learning experience. Submitted by Barb Lea Fuller.
Don’t be afraid to talk to your clients (they won’t bite). Don’t let them tell you how a project is supposed to be produced (you’re the expert in your field). Always get explicit approval on each step of the process (been burned too many times for my comfort). And do get prepayment because these are custom manufactured/decorated items (I wish I had started that policy years ago). Submitted by Denise Dahl Bromberger.
In the beginning …at the trade shows I would say, I love email blasts so I know what specials you have so I’d can be put on the supplier’s email list. Now all these years later, I regret EVERY day not having a separate email address for this. My email is so full of clutter. Every two minutes more comes through. My email is a highly stressful space and needs an intervention. Submitted by Sarah Burgers.
Create a marketing/sales model based on making a livable business from the start and then follow it. If you need a 50% markup, from the start build your business to make that happen. That makes it easier to walk away from business, that doesn’t support your business. Not only do we sell products. we sell our time. Time is what enables us to find profitable orders, markets and niches that give us the profit we need to build a strong business. Submitted by Leta B Roberts.
What is my time worth! If I’m not generating profitable business from the clients I work with or the networking events I attend it means it’s time to fire the client & stop going to those networking events. Submitted by Roe Monetta
Here’s my advice. Don’t be afraid of competing with the internet giants. These days technology has leveled the playing field. You can build an amazing website and provide many of the same services they do. Instead of competing on price, compete by being different and capitalizing on what you do best, such as personalized and prompt service, niche market knowledge, industry and product expertise, graphic design help and a local presence. For more information on how to do this you can view my free webinar at
What would you add to the advice here? Please post your comments below.
