Happy New Year! If you’re like most promotional products sales professionals you’re always looking for ways to increase your sales and run a more profitable business without working longer hours! Today I’m sharing ten tips that can help you significantly boost your sales and enjoy your work more! Little tweaks can make a big difference!
1. Focus on more “right fit” clients: Have an organized sales process that focuses on the people and companies that you most enjoy working with, that are in growth industries and that have the ability to give you larger orders and repeat business. Let go of clients that don’t meet your criteria.
2. Know your numbers. Be aware of your cash position at all times. This includes your receivables, your payables as well as the money in your business banking account. Staying on top of money that is owed to you, getting deposits or pre-payments on orders and collecting faster can be a tremendous help in boosting your bottom line.
3. Look for opportunities to up-sell. Suggest adding complementary products to every order. McDonald's does it when the server asks if you want fries with your burger. This one habit can add thousands of dollars to your bottom line.
4. Establish an order minimum: Be willing to let go of clients that give you small orders, and take up an inordinate amount of time for very little profit. Free up your time to work with more lucrative clients.
5. Get the details right. Check that you have accurate information, the correct format for artwork and current pricing before you submit an order. The fewer times you have to “touch” an order, the more profitable it will be.
6. Keep the special pricing. You don’t have to pass on EQP and the special offers you get from your suppliers to all your clients. In competitive situations you may have to, but you are in business to make a profit first and foremost.
7. Know your regional supplier reps. Many suppliers have regional representatives that are there to help you. They can help you with ideas, special pricing and samples and troubleshooting sticky situations. They may also be available to do a joint client visit with you.
8. Specialize. You can’t be all things to all people, but you can be a star in your target market. Focus on a profitable niche market and become an expert in it and clients will seek you out.
9. Add additional marketing services. Add services such as graphic design or trade show consulting or additional print services, anything that will make it easier for your clients to work with you. When you use the marketing agency sales model you can sell more at higher price points and you become invaluable to your clients. You can partner with others to do this or do it yourself.
10. Become a life-long learner. Take advantage of the many educational opportunities for promotional products sales professionals at industry trade shows and online. Become a life-long learner and consistently seek to upgrade your skills and stay current. The highest achieving sales professionals are the best educated. Speaking of educational opportunities, I’ll be presenting three sales-building sessions at EXPO in Vegas on January 14 and I would enjoy meeting you. Here’s where you can find my sessions. When you get to the page put Rosalie Marcus in the search bar and my sessions will be displayed.
Here's wishing you a stellar 2019 filled with more sales, better clients and higher profits!
Speaker, Educator, and Promo Biz Coach, Rosalie Marcus, teaches promotional products sales professionals how to quickly, easily and profitably grow their sales without the overwhelm. Get a FREE E-Book: 10 Proven Ways to Thrive in Promotional Products Sales at her website www.promobizcoach.com Reach her at Rosalie@promobizcoach.com or 215-572-6766.