Selling advertising specialties can be a lucrative business.
Selling advertising specialities can be a lucrative business. Many businesses want to have their logos and messages printed on everything from pens and coffee mugs to T-shirts and calendars. Many people do not realize that the profit margins on promotional products can be as high as 50 percent. With a growing demand for these products and a large supply of manufacturers, the advertising specialties industry may provide you with a steady income.
Instructions
1. Attend local trade shows and join industry organizations to learn about the promotional products industry. The two major associations for advertising specialties are ASI (Advertising Specialties Institute) and PPAI (Promotional Products Association International). Both organizations connect you with thousands of suppliers that give you access to a large number of products.
2. Meet business leaders in your community to grow your business. People buy from people they know. Many companies use promotional products. Knowing the leaders of these businesses, or at least contacts within these businesses, will give you an advantage when it comes time for them to make that decision.
3. Show your products in person by setting up appointments with prospects. After you have joined either ASI or PPAI, you will be armed with online tools as well as physical catalogs. Presenting the variety of products and capabilities in person develops a bond with the prospect and lets him know that you can be trusted.
4. Listen to the customer and find out where their needs are. If they are trying to communicate a message to health care workers, recommend products such as embroidered scrubs or a nurse stress ball. Keep the focus on her (the customer) and let her do most of the talking. Sales people often talk too much and never find out what the customer needs.
5. Ask for referrals. Referrals are the lifeblood of your business. People listen to the recommendations of others. When you contact a referral from another customer, he is more likely to be receptive and listen to your proposal than someone calling them "off the street."
Tags: advertising specialties, Advertising Specialties, business People, lucrative business, promotional products