Silently Sell: The Wisdom Behind Promo Products
The novice salesman or woman is hungry, and they begin selling by talking about their products, their brands, their experience… before long, the potential client is overwhelmed with information. The message is lost. The impression of the person becomes the foundation for the interaction. This can be fantastic in some situations, but relying solely on the charismatic nature of your sales team is something of a gamble.
The wiser sales team member starts by asking questions from the client, and learns invaluable information regarding the client’s needs, peeves, and goals. The client was really disappointed with the invoicing, or the follow-up, of their last provider. The client wants to have everything done on Thursday; Friday is reserved for golfing. This information is coveted, but you still need to convey the message of your brand.
How do you find time for everything in your discussion? You don’t. The promotional product sells the brand, while you make a personal connection.
Promotional products can’t learn intimate details about your client. How did you hear about the client’s promotion in their company, or your client’s baby on the way? It was from calling the client and building a relationship. The promotional product says Congratulations for these life events, with your logo, your contact information, and your brand’s message. In this scenario it performs two functions. It lets the client know you were listening and you care about him or her. It has also reminded the client that you are providing a service or product.
Jackpot! Branded relationship building!
Think: You can’t buy the information you’ve learned about the client, but you can invest money into promotional products.
I can’t stress enough how important it is to not fall into negative opinions of promotional products and their results. Do promotional products cost money? Of course. You’re budgeting for them, and they are returning at least DOUBLE what you’ve invested into them. Is it easy to track results? Yes, watch your business grow. If one client pays for your investment, then by the fourth client you’ve witness a significant return. Consider this when creating your marketing budget.