I was in Florida years ago at a sales meeting for a large print company. One salesperson was talking about selling to big accounts; Big fish. She worked with a healthcare company and their annual purchase amount was close to $5 million. Out of curiosity I asked, “What’s the origin story? That is, how did you first get in the door?” Almost apologetically she replied, “I dropped off a calendar and some pens with our name on it and it just so happened they were looking for a new vendor.”
What’s the value of selling promo? In this case, $5,000,000.
That is obviously an extreme case. But there’s no question the right promotional product keeps your name top of mind. For you as the salesperson, selling promo helps you gain greater share of customer. For your clients, promo works as a lead-generator and supports their brand. Companies welcome new employees with swag, delighting them in a way “Happy to have you with us” cannot.
Read the rest of this article on Printing Impressions, a publication of PRINTING United Alliance, ASI’s strategic partner.
