FollowAt 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’d gotten complacent and you weren’t nurturing the relationship as much as you should. Or maybe the company changed hands. It could be any number of reasons. Regardless of the cause, the reality is that, in today’s highly competitive promotional products business environment, you can’t take anything for granted.
Here are 7 things you can do right 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?” or “What went into your promotional products buying decision?” may help you gain some valuable insight. You could also consider scheduling an in-person meeting at a future date.
3. If appropriate, apologize. You may get feedback that you acted 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 along 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 buyer’s 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/or 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? I’d love to hear your comments below.
© 2011 – 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.
WANT TO USE THIS ARTICLE IN YOUR EZINE OR WEB SITE? You may provided it is unedited, and that the copyright, bio blurb, and contact information above appears with each article. Articles appearing on the web must provide a hyperlink to our web site. Please provide us with a courtesy copy of the print or email issue containing the article, or the URL of any article posted to the web.
