Best-In-Show Sales Strategies

     The key to growing your promotional sales is by providing your customers with ideas and solutions designed to help them stand out and get noticed. Introducing your customers to some of the new decorating options available today and selling them based on proven sales techniques will help get you on the road to higher profits.

     There are a variety of techniques and ways to decorate and personalize apparel such as screen printing, embroidery and direct-to-garment printing. This week, Promotional Consultant Today is introducing you to a technique you may not be as familiar with - heat printing. Monday we looked at decorating headwear and Tuesday nylon bags. Wednesday we discussed apparel and how to cash in on the market. Yesterday, we reviewed techniques for add-on sales and hard to decorate items. Today, we wrap it all up by focusing on three creative sales strategies to help you boost your promotional products business.

sponsored by:
STAHLS' ID DIRECT

TOP SHELF TIP NO. 114

"Courage is being scared to death but saddling up anyway."

John Wayne, American actor, director, producer 1907-1979

Know Your Customer's Business

     Who are their main competitors?  What are they trying to achieve? Study your customer's industry and get to know their needs as well as they do. Then, consider creating a personalized item reflecting not only their company, but something that gets their attention. Perhaps they are a wine distributor. Think about sending them a carrying bag that features a full-color digital printed logo on one side and their monogrammed initials on the other?

Upsell

     Anytime you sell a piece of apparel such as a shirt, be sure to create additional pieces that demonstrate the wide variety of products available. For example, if a customer orders 32 button-down shirts for a golf outing, include a logoed jacket, duffle bag or cap for the person who is your contact. Take the time to find out his or her size and send something personalized that is selected specifically for him or her. This gives your client an additional product idea and demonstrates your appreciation for the sale.

Differentiate Your Product

     Heat printing digital transfers allow for an unlimited number of colors with no quantity minimums. Educate your customers and show them the opportunities and the convenience that comes with heat applied products.

     How do you help your customers stand out? By selling custom decorated promotional products. Adding heat printed decorating technology to a comprehensive sales strategy should help you establish a successful partnership.

     Source: Cara Cherry is a PR specialist with Stahls' ID Direct. She has written articles for a variety of industry publications. Follow her on twitter @PRgirl704.