Okay guys, here's the plan. I am going to launch a promotional service printing business, targeting schools, local businesses, churches, sporting events, and other events. I want to go on the offensive and try to build as many customer relations, and find as many new clients as I can. This is where I need some help. I have been doing retail for so long, it's in my blood, but when you throw the service portion of this plan into action, it's all a bit new to me.
What I want to establish is this:
What are the best ways to approach new potential clients?
What types of sales methods work best in the promotional sector?
What are the best ways to market a promotional t-shirt company?
Do clients pay a deposit on orders before they are shipped, and if so, what percentage is the standard? / Or do they pay in full in advance?
I'm sure I will think of more, I am researching like crazy right now, and I have a long way to go, still. Any of you that have experience working with custom jobs or group events, any and all advice you have to give is appreciated.
What I want to establish is this: I would create a brochure, a post card or something to hand the client telling them what you would do. However I would not just mail them I would walk to the potential customer introduce yourself explain what you are looking to do and what YOU can do for THEM. Then shake their hand and say here is some information about my company contact me with any questions. mailing them they will put them in the trash, introducing yourself and Selling yourself will make you stick out in their mind when they need something.
Think about it when you want something done do you say ooh I got that junk mail in the other day or do you say well that guy who came buy talked to me about promotion I wonder if he could do this for me? Then you would look on your desk (which is probably a mess, which is a good thing seeing as you havent thrown it away yet) and give them a call.
What are the best ways to approach new potential clients? Read above I might have combined these two questions but oh well....
What types of sales methods work best in the promotional sector? Probably word of mouth and a catchy slogan or something to grab attention
What are the best ways to market a promotional t-shirt company? Cant help you there not to big in this field.
Do clients pay a deposit on orders before they are shipped, and if so, what percentage is the standard? / Or do they pay in full in advance? I would get a 50% deposit prior to design and on a sign proposal then when the product is finished I would deliver it and expect to get the remainder.
Thanks, that sounds about right...I had originally thought it would be best to call the client first and try to set up an appointment, as opposed to just dropping in, what do you think would be the best way to go there?
I know when I am in the middle of a hectic work day, I hate for salespeople to drop in unannounced, but if I am expecting them, I look forward to finding out what they have to offer and what it means to me and my company.
I'm not the world's best salesperson, but I was a champion "gatekeeper" for many years. If I felt my boss would not want to see you or we didn't want or need your product, you'd better not call because I could think of a million excuses to not be able to set an appointment. Actually I hated it when sales people just walked in the door. My boss was a great salesman and as a result was an impulse buyer. If you hit our door during my lunch hour, you had a better than 75% chance of selling to him. Now if I was there, the odds probably dropped to 25%. I was a much harder "sell" than he was. So, if you run into one of those hard nosed gatekeepers, do whatever you can to get her (usually the gatekeeper is a woman still) on your side and over half the battle is won.
Haha, thanks, I hadn't considered that. I know what it's like to have to protect your boss's best interests, and help guard their cash, it can be a full time job in itself.
I am going threw this same process right now trying to figure my approach and sales pitches. i was thinking of accually making a shirt for the person i will go meet or send it in the mail with a letter. maybe for a school send one with there school name and logo, i think if i got a free shirt in the mail i will want to no why and read the letter. what do you guys think good idea bad idea.
I am going threw this same process right now trying to figure my approach and sales pitches. i was thinking of accually making a shirt for the person i will go meet or send it in the mail with a letter. maybe for a school send one with there school name and logo, i think if i got a free shirt in the mail i will want to no why and read the letter. what do you guys think good idea bad idea.
I plan to launch my new biz in February and have thought about sending a promotional shirt with a brochure also. I will be moonlighting and will not have the time to make personal visits during 9 to 5 workday. I was wondering, would it be better to send out the shirt with the company's logo or my logo instead?
I plan to launch my new biz in February and have thought about sending a promotional shirt with a brochure also. I will be moonlighting and will not have the time to make personal visits during 9 to 5 workday. I was wondering, would it be better to send out the shirt with the company's logo or my logo instead?
I was contimplating that same thing but i think something with there logo on it will get them more excited. only thing is how do they remember who sent it. i was going threw this also i was thinking of printing my name and number on the inside somewhere but i dont know how that will turn out. so i think i just will keep log of who i send them to and send a follow up letter. something like how are you doing just checking in to see if you are in need of any promotional items. by the way how's that shirt hold up. not going to be my exact words but you get the point.
One thing to consider, as I thought the same thing: If you send a shirt with their logo on it, and you don't get it ABSOLUTELY PERFECT, you may lose the job on that alone. It may not be the best idea to copy their logo without an actual proof to work with. I'm not saying not to, just make sure it is spot-on before you show it.
Actually I hated it when sales people just walked in the door. My boss was a great salesman and as a result was an impulse buyer. If you hit our door during my lunch hour, you had a better than 75% chance of selling to him. Now if I was there, the odds probably dropped to 25%. I was a much harder "sell" than he was. So, if you run into one of those hard nosed gatekeepers, do whatever you can to get her (usually the gatekeeper is a woman still) on your side and over half the battle is won.
I have 10 years experience as an outside sales rep and the above is 100% true. The gate keeper can be your enemy or best friend. They may not be able to get an appointment for you but they can "guide" you on the best approach to get with the decision maker. Treat them the same as you would the person who orders your products. If you are successful in earning business with the company ALWAYS remember to speak with the gate keeper. Never forget he/she helped you. Throw in a free shirt or mousepad every now and then.
I have several gatekeepers tell me or let me browse through the sign-up book some companies keep so I could see which of my competitors have been in a who they visited.
That is great to know, I have to take all of that in, thank you Chip. Do you have any other tips on how to approach the Gatekeeper, knowing that they may be the difference between success and ultimate failure?
That is great to know, I have to take all of that in, thank you Chip. Do you have any other tips on how to approach the Gatekeeper, knowing that they may be the difference between success and ultimate failure?
Everybody is different so there are no rule's to follow. I always try to get a "read" on the person when developing the approach/relationship. What type or clothes and shoes do they wear? What is the work enviroment as far as furnishing's, decor, photo's, color scheme etc. What type of dress code if any do the other employees adhere to. Does the lobby or work area feel warm and fuzzy or more sterile like a bank? By putting all these little bits and pieces together you can get a idea of how this company / person likes to do business.
One other thing...sales people are easily forgotten. Always stay in touch with potential clients like you would a regular customer. A visit is not always required to do this. You can mail info regarding new products or services that would benefit them. Don't mail or email info on just anything. It needs to be relavent to them. If you see the company mentioned in the media then clipout and mail or email that to them and congratulate them for the achievment. Let them know you are aware of them and interested in helping them.
Starting a Promotional Print Business 
