In 20 years of sales I've read a lot of sales books. I've attended a lot of seminars, webinars and teleconferences. For a little bit of money (or sometimes a whole lot) someone will share with you the secret of how to increase your sales, "close the deal", "find the client's pain" or empathize with the client.
20 years ago when I graduated from college with degrees in marketing, management and psychology I was ready to try my hand at anything with the exception of sales. Sales is where I drew the line the one thing I wouldn't do. Life is kind of funny that way most of the companies coming to interview on campus were hiring for sales positions. The rest is history and now I'm sitting here with 20 years of sales experience under my belt.
Well what has 20 years of sales experience taught me? I've narrowed it down to 5 tips that have certainly have helped me throughout my career.
1. Be Yourself! I've never had any success with trying to be anything other than who I am. I think people value genuineness and honesty.
2. Be picky! Everyone I've talked to who deals with the public always talks about their nightmare client. The one who complains about everything, doesn't pay their bills and wastes hours of your time. I'm going to let you in on a big secret. You can choose your own clients. You can even say no to someone. Most of my clients I would consider good friends. Many of them I've worked with for over 10 years.
3. Customer Service is not optional! No joke here what can I say if you are not providing your clients with excellent customer service someone else will. If you give more value than your clients expect or are used to only good things can happen.
4. Integrity above all else! I wish this just went without saying but sadly not everybody does business or lives their life with integrity. Stand behind your product, your people and most importantly your word and you will seldom be disappointed in the results.
5. Ask for referrals! There are lots of ways you can build a book of business. Cold calling (for those who enjoy it or don't), networking, direct mail and on and on. However, the most successful way I have found is through the power of referrals. If you provide excellent value, service and integrity to your clients why wouldn't they want to share your name with their friends and associates?
Monday, July 11, 2011
Friday, July 8, 2011
Shuffle up and Deal!
I have loved playing poker ever since college. I love watching the World Series of Poker and would really enjoy playing in it if it weren't for the $10,000 entry fee and my lousy poker faces. A poker tournament can be a great addition to any incentive trip or company meeting.
One client just recently held a sales incentive trip aboard a cruise ship and one of the events was a Texas Hold'em Poker tournament. We made up clay poker chips from Beyond Manufacturing with the clients logo for their group and decks of poker cards from Liberty Playing Cards. The event was wildly successful and each participant received their own deck of cards and some of the poker chips to commemorate the game and trip. Decks of cards can be printed in 4 color process for under $3.00/ deck and the chips can be printed for under $0.20 apiece. Keep poker in mind for your next big meeting or corporate event.
Playing cards provide a huge imprint area for up to 4 color process art. Another client was looking for a giveaway for their conference in Las Vegas and wanted to be able to include the event logo as well as the sponsor's logo. The resulting product is something people will keep and use.
Thursday, July 7, 2011
If it Squeaks or Moves
Every once in awhile a great promotional product comes along that really excites me. I've already talked about this once but now that I have samples in my office I like it even more. As a man there are two items I always have in my garage and in my car. They are duct tape and WD-40.
If it squeaks it get's WD-40 and if it moves and shouldn't it gets duct tape. Seriously, they are the answers to at least 75% of the world's problems. Both have been around for a very long time so why I am I so excited?
Natural Trends one of my favorite suppliers of lotions and sanitizers now has two different products: the mini fix-all kit and the Ultimate Fix-All kit that both combine duct tape, WD-40 and your logo. I can't imagine two better products to associate with your logo or that will be better received by your clients and prospects.
Tuesday, July 5, 2011
Why Print Your Calendars in July?
What a great 4 day weekend! Ran my first 5 mile run took my first Pilates class and cooked for a big 4th of July party yesterday. The Pilates class taught me once again that I'm not very flexible. We won't go into graphic detail about what the instructor made me do to my body but let's just say I'll be feeling it for days. That may be lesson we can all derive from Pilates that we should learn to be a little more flexible in life.
It's actually nice to be back in the office today where I can rest up a little. It seems life is just always so busy what with meetings, appointments, sports and classes. If you have kids the list grows exponentially. That's why today I thought we would take a moment and talk about calendars. Calendar's in July you have got to be nuts!! (I am but that's a whole other story!)
In my opinion calendars remain one of the best promotional products you can provide to a client. I know some of you might be thinking who uses calendars now with everything stored in i-Phones or Droids? The answer---- lots of us! I have one calendar on the fridge where my daughter keeps her schedule for her two jobs and her first term of college classes. This way dad knows when he has to provide dinner or might be able to work a minute or two into her busy social calendar. I have another calendar on the wall where I keep track of all of the bootcamps, spin classes, runs, yoga and anything else workout related. Another one is on my office wall to track client deadlines and another is on my desk so I can work backwards to figure out if we can meet the rush requests of many of our clients.
Here's the secret though. The first few people who get me calendars are usually the ones I keep. Why else should you order calendars in the summer? Many suppliers offer discounts for placing your orders early. They would love to work on your project before the rush season gets under way.
I use two companies Norwood and PCA for all my clients calendar needs. They have both done amazing jobs for me and my clients and they offer tons of ideas to make the calendars more successful. Over the years I have learned a few tips to make calendars more successful and be sure they get placed where you clients will see them every day.
1. Don't start with January. Perhaps do a 16 month calendar and start with September. This will ensure your client gets your calendar up on the wall first.
2. Coop the cost of the calendar. Want to do calendars but don't want to pay for them all by yourself. Go to a few of your bigger suppliers and sell them advertising space on your calendar. I have several clients who have never paid for the cost of the marketing benefits they reap.
3. Make sure it is visually appealing. The calendar manufacturer's have great stock art or you can use custom shots of your products, facilities or people. Just make sure that the finished product is something people will want to put on their wall. A puppy calendar seldom gets thrown away but a calendar showing the different stages of infection might. Just be sure to tailor it to your audience.
It's actually nice to be back in the office today where I can rest up a little. It seems life is just always so busy what with meetings, appointments, sports and classes. If you have kids the list grows exponentially. That's why today I thought we would take a moment and talk about calendars. Calendar's in July you have got to be nuts!! (I am but that's a whole other story!)
In my opinion calendars remain one of the best promotional products you can provide to a client. I know some of you might be thinking who uses calendars now with everything stored in i-Phones or Droids? The answer---- lots of us! I have one calendar on the fridge where my daughter keeps her schedule for her two jobs and her first term of college classes. This way dad knows when he has to provide dinner or might be able to work a minute or two into her busy social calendar. I have another calendar on the wall where I keep track of all of the bootcamps, spin classes, runs, yoga and anything else workout related. Another one is on my office wall to track client deadlines and another is on my desk so I can work backwards to figure out if we can meet the rush requests of many of our clients.
Here's the secret though. The first few people who get me calendars are usually the ones I keep. Why else should you order calendars in the summer? Many suppliers offer discounts for placing your orders early. They would love to work on your project before the rush season gets under way.
I use two companies Norwood and PCA for all my clients calendar needs. They have both done amazing jobs for me and my clients and they offer tons of ideas to make the calendars more successful. Over the years I have learned a few tips to make calendars more successful and be sure they get placed where you clients will see them every day.
1. Don't start with January. Perhaps do a 16 month calendar and start with September. This will ensure your client gets your calendar up on the wall first.
2. Coop the cost of the calendar. Want to do calendars but don't want to pay for them all by yourself. Go to a few of your bigger suppliers and sell them advertising space on your calendar. I have several clients who have never paid for the cost of the marketing benefits they reap.
3. Make sure it is visually appealing. The calendar manufacturer's have great stock art or you can use custom shots of your products, facilities or people. Just make sure that the finished product is something people will want to put on their wall. A puppy calendar seldom gets thrown away but a calendar showing the different stages of infection might. Just be sure to tailor it to your audience.
Thursday, June 30, 2011
Reaching Your Goals
After finishing up my bootcamp last night at the Y I jumped on the scale (never one of my favorite things to do for fun). Much to my joy I was down another 5 pounds this week bringing my total weight loss to 44 lbs. since I started doing all the bootcamps, spin, yoga and running. I love the sense of accomplishment when I start to feel that I'm reaching the goals I've set. What I really want is to figure out what is working and translate that to all the other areas of my life. Each year I set goals in all of the following areas: career, financial, personal development, social, physical and family. If I'm honest with myself I find that focusing too much energy on one area causes something to suffer in another. It's very much like spinning plates you have to keep running around spinning them again. However, there are some things that can really aid you in achieving your goals.
1. Choose the right Mentor. When it comes to my physical fitness goals I have Katie. Katie is an incredible coach. She is the fittest woman I know. She is a world class speed walker and extraordinary athlete. I know that if I slack off in my training or binge on junk food I have to answer to Katie. I find that I really don't want to disappoint her or as a result myself. She is there when I need someone to tell me to quit whining and get my butt in gear. She's there when I think I can't lift one more rep but she knows I can. She's there to ask the hard questions like "Do you want to be a loser forever"? "Did you forget to put on your big girl panties? (As a man that's enough to get me to do at least an extra 20 sets right there.) She has a heart of gold and is there to be the first one to congratulate you when you succeed. It's important to find your Katie in every aspect of your life.
2. Build a team. I don't care if your goal is to run a marathon, get out of debt or sell that million dollar account you've been working on. If you want to be successful you have to have a good team around you. Again, I have been blessed in the fitness arena to be surrounded by a team of friends who help me reach my goals. They are there to encourage me when I need to be lifted up. They are there to challenge me when I need to be motivated and they are there to celebrate with me when I have an accomplishment. Recently while running my first 4 mile run they all held back and encouraged me even though they all could have run much faster and been back home enjoying a cold tasty beverage before I finished. I wouldn't trade these friends for the world and will be there for them whenever they need me. I have another team at the office who I would entrust any of my clients with because I know they have my back and are the best at what they do. Develop your team for each area of your life.
3. Reward Yourself. I try to always have rewards set up for when I accomplish a goal. They might be something very simple like a massage after finishing a race or a beach vacation after losing 20 lbs. It doesn't have to be big or expensive but enough to reward you and encourage you to strive and achieve your goals.
4. Raise the bar. Don't be satisfied once you achieve a goal. You need to raise the bar and set new goals something that will be difficult but possible. Now that I've completed a couple 5k's I've set a goal to finish a 10k. Each week I'm adding a half mile to my run. A great teacher once told me "When you are green you grow, when you are ripe you rot". I've always taken this to mean you must constantly strive to be better and to enjoy the journey along the way.
1. Choose the right Mentor. When it comes to my physical fitness goals I have Katie. Katie is an incredible coach. She is the fittest woman I know. She is a world class speed walker and extraordinary athlete. I know that if I slack off in my training or binge on junk food I have to answer to Katie. I find that I really don't want to disappoint her or as a result myself. She is there when I need someone to tell me to quit whining and get my butt in gear. She's there when I think I can't lift one more rep but she knows I can. She's there to ask the hard questions like "Do you want to be a loser forever"? "Did you forget to put on your big girl panties? (As a man that's enough to get me to do at least an extra 20 sets right there.) She has a heart of gold and is there to be the first one to congratulate you when you succeed. It's important to find your Katie in every aspect of your life.
2. Build a team. I don't care if your goal is to run a marathon, get out of debt or sell that million dollar account you've been working on. If you want to be successful you have to have a good team around you. Again, I have been blessed in the fitness arena to be surrounded by a team of friends who help me reach my goals. They are there to encourage me when I need to be lifted up. They are there to challenge me when I need to be motivated and they are there to celebrate with me when I have an accomplishment. Recently while running my first 4 mile run they all held back and encouraged me even though they all could have run much faster and been back home enjoying a cold tasty beverage before I finished. I wouldn't trade these friends for the world and will be there for them whenever they need me. I have another team at the office who I would entrust any of my clients with because I know they have my back and are the best at what they do. Develop your team for each area of your life.
3. Reward Yourself. I try to always have rewards set up for when I accomplish a goal. They might be something very simple like a massage after finishing a race or a beach vacation after losing 20 lbs. It doesn't have to be big or expensive but enough to reward you and encourage you to strive and achieve your goals.
4. Raise the bar. Don't be satisfied once you achieve a goal. You need to raise the bar and set new goals something that will be difficult but possible. Now that I've completed a couple 5k's I've set a goal to finish a 10k. Each week I'm adding a half mile to my run. A great teacher once told me "When you are green you grow, when you are ripe you rot". I've always taken this to mean you must constantly strive to be better and to enjoy the journey along the way.
Tuesday, June 28, 2011
Sales and Clearance Lists Provide Great Bang for Your Buck
Everybody likes a good deal. Coupons, discount websites and sales have a way of enticing people to buy what they might otherwise put off. My clients are no different they want to know they have gotten a good deal. They want to be able to purchase the greatest amount of marketing bang for their promotional dollar.
One way to save some money is too look for manufacturer's specials. The maker's of promotional products have sales just like anyone else. By planning your promotions ahead of time and buying products when on sale you can often get 25-30% off, a two for one specials or any host of great product savings.
One of my favorite ways to get clients great deals is to purchase discontinued items. A huge warning note thought some things are discontinued for a reason. However, companies like Leeds regularly update new products and have a special spot on their website for clearance items. What are the advantages of clearance items? In the case of Leeds regardless of what the catalog minimums are normally with clearance items you can order as few as 12 pieces with decoration. Prices are discounted anywhere from 10 to 90% as shown on the site. You can also click on the inventory button to make sure they have enough stock for your needs.
For example the Quest Aluminum Water Bottle to the right is marked down 41% to $3.98 (a great price for an aluminum water bottle). I typed in 500 under requested quantity and it says they have enough to cover my order.
Another example is the High Sierra Backbeat Compu Messenger Bag that is available for $29.98 which is 80% off the original price. Take a few minutes to look at all the great deals to be had.
One way to save some money is too look for manufacturer's specials. The maker's of promotional products have sales just like anyone else. By planning your promotions ahead of time and buying products when on sale you can often get 25-30% off, a two for one specials or any host of great product savings.
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| 1621-83sl |
For example the Quest Aluminum Water Bottle to the right is marked down 41% to $3.98 (a great price for an aluminum water bottle). I typed in 500 under requested quantity and it says they have enough to cover my order.
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| 8050-79BK |
Monday, June 27, 2011
Countermats and other POP
Finished a 5k twilight run this weekend for the Hot Air Balloon Festival. Not sure what was more amazing the fact that I am getting faster or that I am actually starting to enjoy running. Either way it was as great event and very well managed. I really like the free swag that comes with the race. I received a very nice Nike drifit shirt, free samples of food bars and energy drinks, coupons etc. There were signage and sponsorship messages everywhere.
Today I thought we would talk just a little bit about POP (point of purchase materials). What better way to get your name or retail brand out there than through the strategic use of POP. I work with a lot of clients who sell through dealer networks so we are constantly looking for the best ways to advertise my client's products in the dealer's shops. One of the most effective products is counter mats. I like to use Digispec for all my domestic countermats. Digispec has always come through for me when I need a quality piece with full color and have a tight timeline (which is most of the time). Overseas production can be another way to get countermats done economically if you have the time.
Stay tuned over the next few week and we will have more on POP including signage, tents, flags and even blimps.
Today I thought we would talk just a little bit about POP (point of purchase materials). What better way to get your name or retail brand out there than through the strategic use of POP. I work with a lot of clients who sell through dealer networks so we are constantly looking for the best ways to advertise my client's products in the dealer's shops. One of the most effective products is counter mats. I like to use Digispec for all my domestic countermats. Digispec has always come through for me when I need a quality piece with full color and have a tight timeline (which is most of the time). Overseas production can be another way to get countermats done economically if you have the time.Stay tuned over the next few week and we will have more on POP including signage, tents, flags and even blimps.
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