Follow these steps to learn how to successfully sell promotional products:
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1. Contact these seven respected promotional products suppliers and tell them about your business. Ask them to send you catalogs and a credit application. By focusing on a these product categories, you'll be able to offer your customers a full array of promotional items.
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Pens and Pencils
Shepenco
(Dan Townes--931.684.7700)
Food Products
Sweet Nut Tree
(Larry Robbins--800.477.6887)
Emblematic Jewelry
Avaline
(Len Hornstein--800.932.8256)
Cloth Bags, Table Covers and Banners
Neely Manufacturing
(Eric Fitzhugh--800.247.1785)
| Plastic Drinkware
The Dooley Company
(Jim Knecht--800.647.2462)
Paper and Plastic Bags
Metropak
(Edward Hanson--800.950.8089)
Umbrellas
Windbrella
(Bob Hechler--561.734.5222)
Physical Advertising
Quikey Manufacturing
(Mike Burns--877.901.1200)
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2. Familiarize yourself with their products and charges. Each supplier has a different set-up charge; most will charge additionally for each imprint color. Some will also assess a run charge per piece. Production times vary, as do shipping and drop-ship charges, fax and online artwork proof capabilities and charges. By getting to know what each supplier is going to charge you for an order, you can be better prepared at knowing what to charge your own customer.
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3. Attend a large regional promotional products trade show. Since they take place every year in all parts of the country, make plans to attend one in your area. Two major industry organizations (PPAI and ASI) host shows. Visit www.ppa.org to learn about its two regional shows, as well as the shows presented by many of its regional associations, such as HPPA or SAAC. At www.asicentral.com, you can get information about ASI’s five regional shows. By seeing suppliers’ products in person and visiting with their booth personnel, you’ll quickly learn how to sell their products in the best possible way.
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4. Resist temptation to over commit resources. There are many companies and organizations that will try to get you to part with your money. Many offer order entry systems and search engine products, but none of them actually show you how to get started in the industry. There will be a time when these services will be of help to you, but don’t purchase them until you have more knowledge and are ready to commit yourself to selling more promotional products on a regular basis.
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5. Remain independent. There are several franchise operations that claim they can help you increase your promotional product sales. For a hefty fee, they will promise to provide you with all the tools needed for you to be successful; but in most instances, they fail to give you the necessary long-term training most new promotional products salespeople need. Too many people borrow large amounts of money early in their quest for success and fail to do enough sales volume to justify the financial risk.
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6. Talk to your customers. When someone places an order with you, politely ask if they currently buy other types of imprinted items. If they reply “yes,” say that you would like to talk to them about the possibility of your providing them. If they say they aren't currently buying other imprinted items, suggest that they consider doing so to further market their company/organization/message. You’ll be pleasantly surprised by their responses when you start being more inquisitive.
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7. Think outside the box. By carefully examining the buying habits of your current customers, you’ll be able to suggest other products that can compliment their line of business. When one of your customers places a new order, suggest to them that you have found an item that would make a nice companion piece to what they are already buying from you. Example: If you’re frequently imprinting signs for realtors, suggest to them that they would improve their business if they purchased client move-in gifts from you. Food gifts and umbrellas are two perfect items to suggest.
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8. Avoid price-based selling. The biggest mistake you can make is presenting yourself as the “go-to” person for the cheapest price. If you start out selling this way, not only will you not improve your sales but you will run the risk of destroying the business you currently have. When someone asks why you have chosen to enter this market, tell them you are doing so to offer people a quality and convenient alternative to their current buying situation.
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9. Network to benefit your business. Join your local chamber of commerce or a community organization and regularly attend meetings to meet new people. It will give you the opportunity to tell them about your business, as well as find out if any of them are in the market for promotional products. Prospecting for new business is key to the success of any business and networking in this way is one of the more enjoyable ways to do it.
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10. Establish excellent credit by paying suppliers on time. Nothing builds faster, stronger relationships with suppliers than prompt payment on orders. It will cause them to consistently give you better service and be willing to help you with rush orders and spec samples when you need them. Having solid rapport with dependable suppliers will make all the difference in your ability to successfully sell promotional products.
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