One of the biggest challenges to promotional products sales professionals is how not to be viewed as “just another commodity vendor!” After all, if everyone is selling the same or similar products how can your company stand out and sell more?
I’d like to share a story with you and some tips that exemplify how, even if you’re selling the same products, your company can stand out and attract more sales.
I don’t know about you, but I’m a chocolate addict. I love just about everything chocolate. My latest favorite thing is a chocolate frozen yogurt bar dipped in mouth-watering dark chocolate. And trust me, if you like chocolate, you’ll love this tasty treat.
One of the places to purchase this item is in my neighborhood is at the local Whole Foods Market, so you can imagine how disappointed I was when, on a recent trip to the market, there were none on the freezer case. I was resigned to going home without my new favorite thing when the checkout person very pleasantly asked if I had found everything I wanted. When I told her about not finding my latest favorite thing, she had the manager check in the back. Much to my surprise, he appeared with a box of them.
But here was the even bigger surprise: the young woman at the checkout counter told me it was free – just a little thank you for being a loyal customer!
It’s not a high priced item, so it wasn’t a big deal money-wise for such a large supermarket chain, but the gesture will certainly be remembered. I’ve already spread the word to my husband and friends and I will certainly be coming back for more!
Whole Foods prices are very often higher than other supermarkets, yet they continue to flourish in a competitive market. I believe part of the reason is their outstanding service, well trained staff and little touches.
With that in mind, what little surprises can you “wow” your clients with to encourage repeat business, promote loyalty and keep your clients coming back?
Here are some suggestions that will help you stand out from the competition:
• Send a handwritten thank-you note with every order.
• Fill a coffee mug with candy or flowers and send it on your loyal clients with a big “THANK YOU!” imprinted on the mug and a handwritten note about how much you appreciate their continued business.
• Send little gifts on unexpected holidays like Halloween, Thanksgiving or Valentine’s Day.
• Give them an unexpected thank you for being a loyal client, such as a free screen charge on their next order, next quantity pricing or a free spec sample with their company logo on it.
• Drop off donuts and coffee for you client’s staff on a regular basis. You can even get imprinted donut boxes from many of our vendors with your logo on it.
• Invite your client to join you for breakfast, lunch, or a sporting event.
• Send special reports, white papers or interesting articles that will be of value to your client.
• Donate promotional products to your client’s favorite charity.
• Have a unique understanding of your client’s niche and provide insight and fresh ideas.
• Create a client loyalty program that encourages repeat business when the client reaches a certain level of sales.
Always be thinking about how you can add value and “wow” your clients by going above and beyond what’s expected. It’s the little touches that will make you and your company memorable, build client loyalty and increase sales in 2017!
What little touches do you provide that make your clients feel appreciated? I’d love to hear your comments.
Rosalie Marcus, The Promo Biz Coach, is a promotional products business expert, coach and speaker. Combining her skills and years of experience in promotional sales, she helps her clients sell more at higher profit margins and dramatically increase their incomes. Download a FREE Special Report 10 Proven Ways to Thrive in Promotional Products Sales and Get Exclusive Discounts from Top-Rated Suppliers to help you make more money at www.PromoBizCoach.com – Reach her at Rosalie@promobizcoach.com or 215-572-6766.