The lowest common sales denominator in our industry is the product-based sales person, i.e., promo-peddler, trunk-slammer, tchotchke-chucker, ad nauseam. The mere fact that you are reading and digesting this means you most likely aren’t one of those. I’m addressing this article to you—the thinking sales person, the promotional partner, the extension of your client’s marketing department. You Think, Therefore, You Am. (I gotta stop talking like I’m Popeye.)
Read MoreDuality. Utility. Form meets fashion. Isn’t that how many of our sportswear trends are developing these days? Shirts that work. Jackets that move. And now we have colors that captivate and catapult us out of harm’s way.
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Many of us hold the mistaken belief that the more clients we have the more money we make. That is a myth that does not serve us well. My first great breakthrough on my quest to become a multimillion dollar producer was that to get to the next level, I needed to fire the deadwood out of my client list.
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I’m just back from last week’s incredible SAAC Show, and it got me thinking about all the great people I worked with there and an article I wrote years ago, for the now-defunct Corporate Logo Magazine, about appreciating the important staffers all around us. Here is that article.
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You’re not still asking why or whether you need to have a social media presence, are you? You need a social media presence because that’s where your new customers are and it’s how they will find you, trust you and try you.
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This is the second half of an article that covers my Bullseye method of pursing and landing large accounts as PART of your account prospecting effort. If you are just coming to the party, go back into Blog Historyville and read up on Part One before continuing here. Otherwise, you’ll just be half-effective—and Bold, Different and Memorable-type Peeps don’t do things by halfsies.
Read MoreA month or two from now, many of us will be delivering orders for this year’s back-to-school programs. As we’re selling those programs, we need to keep that feeling of what it’s like to be the new kid on the block in the back of our minds.
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If you want better answers, ask better questions. It is impossible to serve your clients and create value for them unless you have a thorough understanding of their organization.
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I’ve made reference in previous installments of this Blog to Bullseye Account prospecting and several of you have asked for more information about this unique and effective way of targeting and LANDING large accounts.
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This week we’re going to do an exercise that will define your Three-Word Promo Identity. It’s going to be fun, unless we end up with three silly words, like Wonky Water Wedgie. But I don’t see that happening…
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