Most distributors don’t realize that there is a unique network of suppliers who operate with an important mission in mind–to make real money for distributors who use their services. The distributors who use this ‘secret’ group of suppliers, experience higher profits than their competitors and enjoy a distinct advantage when calling on new prospects. If you are serious about making some real money, seek out products from suppliers who are new to you, as well as new products offered by suppliers with whom you are familiar. If you are interested in knowing more, send us an email and we will tell you about some of the “new kids on the block,” plus some seasoned suppliers whose products and services put more money in our pocket.
Attempting to close a sale when two buyers are in the room can make for a very difficult situation. Since each person has a different opinion, you may not be able to easily tell what each buyer is really thinking. The best way to let them figure out exactly what they want is to take a brief restroom break. After presenting your products and ideas, excuse yourself in order to give the buyers some time alone together. That way they can visit privately and decide exactly what they both want to purchase. Upon your return, your sales presentation should proceed in an even more agreeable manner.
Moral of the story: Give buyers a chance to agree.
Every year at this time, we have customers wanting to place last-minute rush orders. We are thrilled to meet the short ship dates for two reasons: (1) we charge more for rush orders, and (2) we can close orders more quickly when they have shorter in-hands dates. To make sure we can deliver orders on time, we only sell products from suppliers that we know can deliver.
Moral of the story: There is profit in chaos.
To build credibility with prospects and customers, make sure that written proposals are concise and well organized. Keep the following key elements in mind when preparing any proposal:
1. Central idea: Each paragraph should develop a single idea or topic.
2. Choice of words: The tone should reflect the desired relationship with the reader.
3. Grammar and punctuation: The text must be free of errors in these areas. Always have someone else review your work.
You don’t have to be a professional writer to prepare good proposals. By adhering to a few simple writing principles, you will impress prospects and customers with your sales “literacy.”
Moral of the story: Knowledge is a beautiful thing.
The most effective way to make a successful sales presentation is to prepare what to say
before you say it. Plan and organize your thoughts by traveling to your appointment in SILENCE. If you are in
your vehicle, turn off the radio and cell phone. Don’t let either one distract you in the minutes leading up to the time you are about to deliver a money-making pitch. Use the silence to “hear” yourself think about innovative ways to connect with your prospect. Very few things heard on the radio or on your cell phone will make you better prepared for your presentation than your own creative and focused thoughts.
Moral of the story: Silence is both golden and profitable!
If you want to have fun and do business at the same time, have a party for your neighbors. Each year in December, we invite the people living on our street to a Holiday Open House. Every year we look forward to seeing old friends, as well as meeting new neighbors. Plus, we have never failed to pick up at least one new customer during this annual party.
Moral of the story: Look for treasure right under your nose!
Since we advocated walking away from most bidding situations, then it is essential that you perfect the art of negotiation when discussing price. Using proper body language, as well as choosing the right words, is key to making everyone feel like a “winner.” Remember to do these simple things:
Maintain direct eye contact. Looking down at the ground when you are trying to close a sale makes you appear weak.
Smile. Nothing sends a stronger message of friendliness and confidence than a smile; it also encourages openness.
With the holiday season rapidly approaching, it’s time to start suggesting gift-giving ideas to your customers. The aggressive distributor is already out showing unique items to everyone on his or her account list. Sales made at this time of the year tend to develop into long-term sales relationships. To help you get a jump start on this selling season, here are some very unique offerings that can put you ahead of the competition and make your customers and prospects happy.
Moral of the story: The early bird gets the worm.
Show customers that you are “on the ball” by keeping your voice mail message current and topical. It’s a good idea to change your initial phone greeting on a monthly basis. Tailor your message toward what is happening in the current marketplace. With the holiday season not too far around the corner, now is a wonderful time to include something in your message about gift giving.
Moral of the story: Never underestimate the power of a message.
Most people feel that promotional products are sold only as commodity items. Because of this attitude, it is imperative that you help customers realize the value of paying a higher price in order to get better service. Stand out from your competitors by providing faster responses to questions or more thorough follow-up on orders or both. Develop a selling style that shows you are different by adding a personal touch.
Moral of the story: Treat others the way you want to be treated!
One of the best ways to stand out from your competitors is to show unique and/or hard-to-find products. Sometimes, new suppliers come into the industry and it can takequite a while before they become known to most distributors. Exclusive Brand, the exclusive provider of Nike products to the industry, is one such supplier. Exclusive Brand makes it possible for you to have your customer’s logo imprinted on a variety of current Nike branded items. By showing the line to your prospects and customers, you will be providing them with very unique and sought-after garments and sports-oriented products. Click here to preview the selection, so that you can begin offering items that can put you a step ahead of your competitors.
Moral of the story: The early bird gets the worm.
If you are new to the promotional products industry and are unsure about what to ask prospects, always begin conversations with open-ended questions.
Here are two suggested greetings: “Could you help me with something?” or “Could you answer a question for me?” Most people will respond to both of these questions in an affirmative way, thus preventing “shutdown” responses which end conversations.
Moral of the story: Every action has a consequence!
Salespeople frequently lose their prospect’s focus during a presentation. Avoid this dilema by maintaining constant eye contact while talking and listening to your prospect. Never let your eyes dart around the room. Look the person in the eye, begin talking, and never take your eyes off him or her. If you do, you increase the chances of your prospect not focusing 100% of his or her attention on what you are saying.
Moral of the story: Keep your eye on the “ball” to get the sale!
The one mistake that salespeople tend to make most frequently is limiting the number of times they follow up with a given prospect. In today’s business world, there is an endless amount of competition for the prospect’s attention. After an initial visit, always make more than one attempt at connecting with the person in order to increase your chances of closing a sale. Always call or visit at least twice, or in some instances three times, before you move on. The fact that someone does not get back to you after only one follow-up attempt is probably due to distractions beyond your control.
Moral of the story: The value is in the worth, not the number.
Each December, for the past nine years, we have sold a nice holiday order to a local law firm. To insure that this customer will order from us again next year, we are doing everything possible to make sure that things go according to schedule. The holidays are filled with so many obligations and activities, that it is easy to get distracted and miss deadlines. Nothing upsets customers more than not getting their orders on time, especially if their items are holiday gifts!
Of course, your objective should be to always take care of your orders. But by putting extra attention on your “end of the year” orders, you will build long-term annuities that will pay off year after year.
Moral of the story: Industry pays unexpected dividends!
Last week while out making sales calls, I discovered that I had left my cell phone back at the office. My first reaction was one of horror–how would I make it through the day without it? I relaxed and decided to try something different. It turned out to be a refreshing and productive experience, because I did not spend time focusing on making phone calls and retrieving messages. During my sales calls, I made an unexpected sale when I dropped by to visit a former customer. I doubt that I would have even thought to stop by her office if I had been chatting on my cell phone!
Moral of the story: Increase your sales by focusing on the task at hand.
A prospect called our office requesting catalogs. He stated that he was referred to us by one of our customers, and he, too, was in need of promotional items. When I tried to set a time for a personal meeting, he claimed that he only wanted the information sent by mail.
Since his office was nearby, we decided to hand-deliver the materials that he had requested. When we arrived at 12:30, there was no one at the front desk or anywhere else in the office. But we did find something quite interesting. Evidently, some of our competitors had also been referred to this prospect. Several of their company catalogs were laying on the front desk. Since we now know this, we will not spend too much time with this new prospect.
Moral of the story: You must know who you are dealing with!
Many distributors feel that the only way to be successful is to bid on orders. When customers tell you that they are taking bids for a project, run the other way as fast as you can. Instead of wasting time preparing paperwork and cutting prices, invest your time more wisely by looking for customers who want quality and service, not just a cheaper price. Once you establish a reputation as being the cheapest vendor around, you will have a hard time selling at prices you deserve. Have the courage to walk away from sales that make you so little money; they just aren’t worth the effort.
Moral of the story: Look before you leap into a bidding situation!
When the baseball and football seasons roll around, you need to be ready with the appropriate product mix to show your customers.
The most profitable athletic selling seasons are the ones aimed at tailgating and sports promotions, and American Zebra produces a large selection of products that are great sellers to these markets.
Their “Crazy Frios” are great beverage holders, while their bottle wraps and selection of plastic drink items are tailgating favorites. In addition to sports marketing groups, schools and groups of all types use them for fundraising items.
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There is nothing to prepare for since you should never change your selling strategy based on politics! No matter who is elected, there are always buyers and non-buyers and your job is to differentiate between the two. I have seen many distributors fail because they blame their problems on the current administration. Politics do not have a thing to do with the selling process and people who think that it does are not suited for this profession. To be successful, always look at each day the same and don’t worry about what takes place in November!
