Have you ever thought long and hard about what it would be like to be a buyer of promotional products? Put yourself in your customer’s shoes for a while and think about what it would be like to be them. Why would they want to partner with you? When you can answer that question in terms of the benefit to them, you will be well on your way to having a unique value statement and differentiating benefit.
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Every year more and more products are being introduced into the market, and after a while it all looks the same. What if a program was developed that helped generate a true (ROI) return on a trade show investment? During my tenure as a promotional products consultant, I was absolutely amazed at how ineffective most marketing managers were at effectively managing the results of their trade shows.
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Dear promotional product supplier: That video you made has a great soundtrack. The special effects? Nice touch. I even like the way you demo the product. It makes me want to sell the item. I want to feature your video on our website and social media channels, which reach thousands of people every week. Unfortunately …
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We are warned about the Gen Y buyer who is telephone-adverse and wants the quick, non-personal communication found digitally. But when spending a large amount of money and hoping for a strong return on investment, it’s tough for the buyer to make a confident, informed decision when left to nothing but their mobile devices.
Read MoreMany times we start presenting and selling before we have paid the price of admission or earned the right to proceed, and this can be a big mistake.If you don’t know anything about the company you are targeting, and don’t take the time to get to know the buyer as a person before you start presenting and selling, most likely you will fail.
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What does it REALLY mean if a potential customer turns down your offer? Is it a cue for persistent follow-up calls or time to move on?
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In my last post, I discussed the four generations that are now occupying the buyer’s chair. Because they are the newest workers and more and more are becoming your buyers, I’ll discuss Gen Y’ers in more detail.
Read MoreWhat’s the biggest challenge facing salespeople these days? We hear it all the time—setting up an initial meeting with a prospective client is getting tougher and tougher.
Read MoreFor more than 10 years, I have committed my Friday mornings to making 10 phone calls to grow my business. This has proven to be one of my secret business growth strategies, and it has worked extremely well … until recently.
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