"What's
More Important than Price to Your Promotional Products
Clients?"
Dear
Top Secrets Subscriber,
While it may often seem that price is the most important
buying criteria for promotional products buyers, it
turns out that there are quite a few things more important
to them!
In
Dr. Marjorie Cooper's landmark study on the buying
habits of promotional products clients, conducted
at Baylor University for PPAI, it was revealed that
While
Competitive Pricing is Important,
There are Five Other Criteria that are
Even More Important to Your Clients
Deliver
on these five, and you are much less likely to run
into price discussions:
|
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| Top
Secrets Author, Entrepreneur & Business Consultant,
David Blaise |
1.
Prompt and Timely Delivery of Orders. Once you've taken an order and agreed to a delivery date,
you'd better be prepared to deliver. Those imprinted, glow
in the dark Frisbees won't look nearly as good if they arrive
the morning AFTER the midnight madness sale!
2.
Accurate Order Fulfillment. I once heard a story
about some imprinted mugs that were created for Ross Perot's
company "EDS" (Electronic Data Systems). It seems an English
major at one of the supplier firms thought there was a punctuation
error in the EDS logo, and took the liberty of adding an
apostrophe... The mugs came through as "Ed's".
3.
Products Available When Needed. With thousands
of different suppliers at your disposal, you must be able
to deliver a quality product within most client's reasonable
deadlines. The challenge is often agreeing on the definition
of "reasonable."
4.
Imprint and Graphic Quality. The entire value of
a promotional product is in its ability to promote your client's
products and services. If the imprint rubs off, it may still
be a key tag, but it is no longer a promotional item... and
that's where all the value is to your client!
5.
Timely Response to Customer Concerns. In an age
where everyone including high school freshmen carry cell phones,
you can't afford to be perceived as "lax" in responding to
customer concerns.
When
we deliver on these five criteria, price discussions are much
less likely to come up. Remember that customers generally
talk price when we fail to give them anything else to think
about!
For
complete details on how to deliver, not just these five, but
ALL 15 criteria that promotional products clients say are
most important in their dealings with distributors, turn on
your speakers and click
here to test drive the Top Secrets Salesperson's
System risk-free in your business for one full year.
-
If you're a business owner in need of ideas and strategies, turn on your speakers and click
here.
-
If
you're a salesperson in need of more
sales and clients turn on your speakers
and click
here.
Or
call us toll-free today with any questions at 1-800-494-2721.
Sincerely,
David Blaise
Top Secrets of Promotional Products Sales
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