How to sell promotional products
How to Sell Promotional Products!
hi it's Don Sanders I'm sorry we had a
little technical glitch there with my
go-to meeting but I think I've got to
screen up now and we'll get going and I
want to apologize for that happening I
just you just locked up on me and I
didn't know what to do but I think I've
got it too you're now now I'm Don
Sanders and I want to thank you for
turning out today for the webinar how to
sell promotional products I know that's
a big statement to make about selling
promotional products but I've been doing
it for a very long time and I'm not the
one that's going to be telling you how
to do this the other large distributors
in the industry who do exactly what I do
are the ones that are going to be also
telling you to do this because I do
exactly what they do to sell we need to
thank the suppliers who sponsored these
webinars they're on the screen right now
I'm not going to go through the litany
of all their names but every one of
those suppliers it's one that I would
bow far one that I've used and ones that
will never let you down so with that
said let's get started finally first
thing we need to do is let's take some
notes I've got some very good offers
that I'm going to show you some ideas
and I hope that you'll take away from
the webinar so if you've gotten a pen
and paper please get it out because I've
got some valuable email addresses and
some information that I think that will
help you going forward and if you'll
notice throughout the webinar I've got
some great coupon offers and there are
two on the screen right now one for a
cool swipe from cloth promotions and
another coupon from an ad match which is
just a great supplier as GM gpn I
started selling GMG pens 9 or 10 years
ago when they came in the interest rate
and I just never stopped now
a little bit about me I've been in the
promotional products business for a very
long time more than 35 years I started
selling when nobody would give me a job
and I never looked back
it just turned out well for me because I
did the things that other big
distributors yeah the 15% of people in
the industry who make really big money
they grew this right I've tried to do it
like that myself I am still a
distributor I don't sell the amount of
promotional products that I use
- 496 months in a row back from 19 let's
say 94 maybe - 2001 or - my ex-wife
myself a full-time assistant and three
students from SMU sold hundred thousand
dollars a month I did this the right way
I did it to make money I live by the
rules and because of that I've been
successful I also own a sales training
website sell promo products calm that
many of you know me from I've been a
speaker at many industry shows I am
still distributor I spent most of my
time now running my website and doing
these webinars they are my cards on the
screen my Don Sanders marketing and
myself promo products calm and there is
my photograph on the screen or was now
the things you've got to remember is
big-time sellers operate by rules and
they are proficient at certain things
you've got to be unique can I do this if
you're not unique
saying you're the cheapest around or you
offer a bunch of products that's not
going to sell you very much you've got
to use Direct Mail effectively you've
got to sell annuity programs those are
products that people buy frequently
that's going to be bottled water name
badges be a couple pens there are
several other products that can be sold
on annuity programs networking you've
got to be a good networker I'm not
talking about going to the man just
chatting somebody about religion or
politics or what's going on with your
children I'm talking about finding out
if they're a buyer and proceeding from
there you've got to understand your
products that means you've got to know
what you're talking about a lot of
distributors lose orders because they
don't understand product differences and
what somebody's cheaper they say well I
just you know I don't know what to do
and they cut their price but if you
understand the difference in bottled
water I'm going to talk about that at
length a little while I'm going to use
bottled water and also power banks is
two product lines that are so
misunderstood that distributors lose
business over them all the time because
they don't know there are differences
you've got to be good at social media
and that's an obvious you've got to
create referrals they've got to be 25
percent of your
business and you've got a qualified
prospects that means you don't work on
orders or you don't work on prospects -
you have the facts and I know that many
distributors don't do that Burleigh camp
is one of the sponsors of this website
there's a free money coupon from them
Kimberley camp owns that company they
are a supplier and I would vouch for
them any time now our goal is to look
for awesome clients the big failing with
a lot of distributors is they sell
inferior clients I don't sell them
through your clients I go away from
people who don't give me the chance to
do what I do best and that is try and
make money so always look for awesome
clients avoid inferior clients I don't -
many distributors that deal with
substandard clients and getting beaten
up a price they lose orders and they get
frustrated and there's a nice order for
three on I've sold three I'm hosting
notes since 1984 that was the first year
they came into the industry and I sold
them to Fort Worth mortgage when I got
started if what word mortgage ended up
having 34 offices and I did those posted
notes for every one of those offices and
that's a great self promo order offer
right there on printed post-it notes I
never looked for customers dude
I told you that I'd look for and figure
your customers don't look for customers
who shop you around somebody starts
saying well I'm going to get prices you
know what's your best price I just say I
can't help you I don't deal with being
with it's low pay invoices you pay me on
time I did the work for you I expect you
to pay me on time I don't deal with
people that ignore calls emails and
texts because if they do that I can't
make a sale and all they do this
frustrate me they'll frustrate you and
if they're that way up front they're not
going to get any better down the road
and I don't deal with people who beat me
down price the price is the price and I
can get my price because I give them
what they need I'm looking for those
awesome clients they won't beat you down
on price and I don't like vague or
difficult people just tell me what the
deal is you want
the caps send me the artwork don't tell
me that you're working on it don't tell
me you're thinking about it avoid
customers who are those five ways in
other words avoid difficult prospects
there's a free strip setup charge from
Petco that's a great supplier down in
Wharton which is down near Houston at
Petco
is the sports promotion leader now you
must be unique I'm not talking about
being unique by selling on price you've
got to have a brand I have branded
myself several different ways since I've
been in the industry I've changed my
brand maybe eight or nine times our
colorful shoes if people have seen me it
shows they'll see that I wear the most
different show shoes than anybody in
this theater tradeshow I started wearing
these when I bought a pair and an Art
Fair I was a speaker at ASI shows and I
wanted to kind of spice up my routine so
I wear very nice khaki pants a white
Brooks Brothers shirt very expensive
Hermes tie a nice belt and I had these
shoes I don't have 13 of these different
pair of these shoes I wear them
everywhere I go and though it might seem
strange
it gets me more business than anything
you can ever think of again there's how
I brand myself with my Don Sanders
marketing card at the bottom what does
your marketing say about you telling you
that I wear those shoes I am going to be
different in marketing and there's my
self promo products not contoured for my
website
same pitch shoes are my thing now I sell
buy shoes and I don't sell by a price
like distributors who are always saying
the wrong thing if you're a distributor
who says check us out for great prices
all your promotional products these
thousands of products offered we beat
any products never a rush charge lowest
price is around call us today for quotes
if these things are on your card you're
not going to be a big-time seller I'm
not being harsh about that I am looking
and you should be looking for people
that will buy from you pay you and pay
the price that you deserve it's a
self-esteem issue don't let people make
you feel bad about yourself I have into
hackle yes on price know what you're
doing stand up for what's right and
you'll be able to sell on your abilities
and not by price and there's a great
coupon for or elapsed down there's the
bottom 10% off there in Colorado
that's american-made lip balm and health
care products and their products do not
have toxic ingredients in them like on a
lot of these import health care
suppliers and they are there now what is
your marketing monitor these are all
names of people that I've gotten emails
from from my website look at the
different names there there's the swag
Swami the garment genie you're seeing
those on the screen get it done day
there he is or that smiling wink and
there is the princes of possibilities
there at the right how cute is this this
gets my attention that title makes you
different than so-and-so I sell
advertising specialties I'm the cheapest
around I want to deal with somebody I
want to deal with a chief creative guy
they create ologist make yourself unique
think about it and brand yourself where
people will know you when they see you
now demonstrate your brand all the time
the way I do this is I do not have paper
cards I use products with my logo on it
those cool swipes are those little phone
phone cleaners that stick on the back of
phones cloth promotions has those I'm
going to talk to you about their lens
cleaning cost which I've used for
business cards forever this is a brand
new little thing I'm using for them and
I meet somebody and a networking event
I'm gonna talk to you about what I do
with these I clean their phone and stick
that thing on the back of their phone
they're not going to take it off I
demonstrate my brand all the time it's a
mobile marketing thing that you've got
to be aware of and there's a great set
up coupe
for claw promotions on that cool swipe
product now add match makes these great
bacterial wet wipe packs want to get
somebody's attention how about that is a
business card I have those you can see
them on the screen I will whip those out
give them to somebody they never say
Donna I don't want that it's ten times
no it's a thousand times better than I
pay for a business card if somebody gave
you those wet wipes in their load
morning what would you do with them if
you had a purse you would put them into
your purse to be in a briefcase I would
put them in my briefcase and I would be
thankful to have them because wet wipes
are needed today that's a business car
that is a much better car than a paper
card and that's a great deal from admin
I think you 250 of those $441 there's
the add match information Phil Sharkey
runs that company I've known him a long
time he just does a great job here's
another one of my cards bear with me on
these cards this is so important
drumline up in Stuttgart Arkansas and
here is a little creepy thing about them
they have the world duck calling contest
and stood guard I didn't know that the
last month I'm not much into duck
calling but I think that's a pretty neat
thing drumline makes calendars they make
all kinds of paper products but they do
a business card for me you're seeing it
there's my John Sanders marketing what
did you learn he say about you my email
and my cell phone number there are some
shoes open that up each sheet says Don
Sanders marketing you can email
Gaddis and that's Gina Addison at drum -
line coming she'll talk to you about
these things they're not expensive any
time I meet somebody using this product
I will write on that first sheet of
paper what I am talking to them about
and where I met them you get like 250 of
these or a hundred of them at a really
good price and look at the things you
can put on the back you can put your
website your services offer the press
photos graphics I'm not going to go
through all of them but you could even
put testimonial marketing information
somebody says I don't know you
why should I buy from you you could turn
it around and say well I do business
with so-and-so that's what they think
about me this is what you can do with
this product to differentiate yourself I
live in Texas and Dallas it's actually
cool here today it's only going to be 90
degrees but I have bottled water from
Alexis Springs much better than a
business card there are my shoes on that
bottle of water I have two different
versions keep these in my car when I go
in to make a call on somebody they're
much more excited about getting a bottle
of water with not on it then a paper
card and there's this skip a column
pricing coupon from Alexis Springs
there's my Don Sanders merging with my
shoes that could be you is a Swami genie
or whatever you can get samples for the
likes of Springs one from Bryan at
Alexis Springs comm and I use
testimonial marketing all the time to
show that I know what I am doing I think
these quotes because I've done business
for so long some people have gotta have
said something good about me but if you
don't have these testimonial quotes ask
your customers you've got to have
something I have these in an email
format what you're seeing on the screen
now with my shoes there's my picture and
there's my card and these are things
that people have said about me I could
put those on the back of my drum line
little business card past makes me feel
good about myself because when I see
somebody they don't know I mean they'll
say well Don you know how long you've
been in business and say well I juiced
up with the Nature Conservancy or I do
stuff for doctors hospital makes me look
credible makes me feel good about myself
makes me strong so show your abilities
now everybody always asking about
websites and search engines and this and
that and I avoid difficult search
engines because there are I don't know
how many different companies are out
here offering these search products and
virtual samples of order entry etc etc
but I use distributor central I have
since they started maybe 15 16 years ago
about the same time I started my website
tom
- owns a train at the magnet cut me
started that out of his garage they are
so good and if you are looking for a
website a free website or if you're
looking for a certain capabilities you
could email t tar tiffany tar and
distributor central.com and she'll do a
demo demo for you because it's
distributor central you can have product
ribbon that you can forget your website
colors favicons image slider options you
can do all kinds of things and I'm
showing trainer right now because
trainer was the first hystrix supplier
in this industry I sold in order for
maybe back in 1984
you can enter orders from distributor
central from these suppliers and save
five dollars on your or it's not much
but it's better than nothing so I'm
showing you how to trainer as partner of
the distributors simple a lot of these
big suppliers have done that where you
can do your order entry on that so
there's a five dollar off coupon if you
entered an order for trainer or
distributor central and I'm just showing
you those cool off
collapsible coolies because I think
that's a really good summer product the
thing on there's a lot of suppliers that
make those but I think those are neat
because trainer has them those really
bright neon colors and you can enter
your order for that on distributors
central this is my last pitch on
distributors central you can go pro with
them where you pay and get all kinds of
services if you want to get more heavily
and Internet work they offer different
plans I'm not going to bore you with
those but you can adjust product pricing
you can get Google product feed and you
can do virtual sampling so that's my
pitch on distributor central I just know
them so well and they're so smart and it
makes me feel like I'm I know what I'm
doing when I use distributor central now
let's not be a junk seller there are too
many already look at those customers up
there you ruin my business
why did you sell me in that product
these product recalls in this industry
are a problem especially with electronic
product recalls
four months ago I got this off promo
gram about bluefin International is
volunteering and recalling
wireless phone chargers that means
they're not any good that means you
can't sell over suppliers they're
selling faulty products and I'm not
talking about this being from small
suppliers there are some legacy large
suppliers have recalls you want to look
bad in front of your customer you have
to call them and say hey power banks I
sold you are not any good so watch out
don't be a junk seller sell quality
products especially in the electronic
business here it was last month here's
another one I don't know what this
company is here I'm not saying anything
bad about anybody but I got this off
he's like here's another one of these
companies recalling these power banks so
be careful and selling electronic
products so what I do is I have a custom
website from son joy here's the fuel on
son joy he is a stand-up guy that they
have never had a product recall doesn't
mean they haven't in products with
custom maybe some problems with problems
with product but they always do the
right thing and take care of it so I
have a website just for electronic
products
it's got my logo my shoe logo on it it
has a custom URL so like any customer I
have walked by electronics I send them
that link knowing that every product
they look like look at on that son Joyce
I is not gonna be one that's going to be
recall no other supplier in the industry
does this I don't think there's another
supplier who offers custom websites it
may be it probably is but I'm not aware
of it maybe you want to know about this
so you can email Harrison at son join us
this is the coolest thing in the world
protects me from those product recalls
son joy last own son joy they can
be trusted
I would vouch for them you have a
problem with them to call me I'll help
you with it they make wireless products
they make Bluetooth speakers they have
every electronic need you need and
there's a nice $20 off coupon on your
exclusive-or quick shift order from son
joy and remember that custom website now
let's have a don't ever do this thing
always ask the right questions never
work on an order never work on a quote
never work out anything until you ask
your prospect or customer for things how
much you want to spend when do you need
it how many and what is the product
purpose and I know most distributors
don't ask these questions because I get
emails every day so my website of the
people saying I've got a customer I've
got a dry cleaner I go do they want some
they want to buy a product to give to
their customers I'll email them back how
much do they want to spin it oh I didn't
ask him back how many do they need
didn't ask him that well you're wasting
your time working on any order unless
you know those answers because if the
customer does not know those things
they're not a buyer they're a looker and
I'm not looking to sell lookers I'm
looking to sell buyers so never work on
anything without knowing the answers to
those questions and there's my oral ads
coupon again levena Hunnicutt runs that
company they're up in Denver which I
wished I was there today because there's
got to be cooler there that it is here
remember answers to those questions now
let's talk about effectiveness of social
media orders are created 84% my
referrals 32% my cold calls 30% by
networking 27% by social media that's
not as much as the others but you just
think about it 20 years ago 15 years ago
whatever social media started there were
no orders created by social media so to
go from 0 to 27% that is a huge increase
and you know by common sense that social
media will create more and more orders
going forward so you've got to be adept
Apted acted good at let's say that n
trainer graphics there's a great little
screen charge for them Facebook bonding
sells orders these are all pictures I
posted on my Facebook page and I am
posting them all the time because I want
i'm facebook people saved on where is
that picture from that's how i've bond
with people that's how i sell orders on
social media there I'm in my cowboy
jacket lists and I said was back in Fort
Worth but was a long time ago off to the
right I went to the ASI for show and I
am there with that bovine steer or
female male I don't know but that is a
big animal there are my dog's the ruber
and Betty and Gracie and I am Joe FINA
at another ASI shows which we do not
look like we're mentally well but I
posted that on my Facebook page it gosh
I got a lot of comments off of it so
post cool things
there's my pep code free screen setup
charge beginner now the reason I know
that relationships sell orders those
created personally by networking are on
Facebook LinkedIn is because of Walmart
Walmart charge changes buyers frequently
because they know that long time
relationships between hours will be
ignored if you get chummy with people so
they change buyers all the time because
they don't want that relationship
created a father so caterpillar Road
machinery were 30 years my father played
golf every day and he carried a case of
Jack Daniels in his trunk and every time
he went to call on the prospect his
calling card was a fifth of Jack Daniel
if you talked about building
relationships my dad knew how to do it
he was selling the most expensive
equipment caterpillar but he not sold
all the cheaper equipment companies
because he built relationships so
Walmart is telling you that
relationships create orders because they
don't want relationship built between
their buyers and vendors now the beyond
that working professional you've got to
have
a plan anytime I go to a networking in
them and say it's a Chamber event 5:30
to 7:30 and a happy hour at a bar or
restaurant I'm going to make 30
conversations I'm going to walk up to
somebody introduce myself to them ask
them what they do tell them what I do
and then I'll say well what do you do
well they say I'm a plumber then I say
you know the plumbing company no I'm
just I just work their act I got to get
away from them
excuse myself I'm not being rude but I
want the person that says yes I own the
company so I know they can buy I say hey
can I join you on LinkedIn then after I
do that I'll follow up with them in two
days I'll drop off a product and note
I'll email them and I'll text to see if
I can connect with them a lot of people
would just tell you things to get rid of
you but I'm looking for the ones that
didn't do that then I leave a voice
message and revisit in two days if they
weren't there when I came are they did
not respond to my email and text and
then if I don't connect with them I know
my feelings hurt I just move on and we
start again another networking event
comes up every time I do this if I have
30 conversations and a networking event
I always get three or four prospects and
I'll always sell one or two of logo
masks is a sponsor of this webinar and
you see that Matt down here at the
bottom with on Sanders marketing on it
if you have networking events at Chamber
functions
ask the chamber if you can give them 25
bucks to put your mat on the floor in
the building where the chamber is is
having the event it doesn't mean you
have to have the booth you can just
stand on your map I've done that before
like 25 years ago and I got homeowners
warranties business I walked up to me
and said Donnie cellmaxx
you know we by about a thousand Matt's a
month why don't you come over and talk
to me I did Matt's for homeowners
warranty better not in business anymore
but I did that by standing on a map with
my name on it
unusual thing nobody else did that solo
go max will make a mat for your business
put it inside if you have an office tell
you with you when you go on an event and
it'll get you more business and there is
a 5% off an order coupon from logo mats
I'm going to give you their information
in a little while but I bet you never
thought about that take your mat and
unfold it and stand on it
me doing that with my shoes I'm gonna
get some attention you can do it too now
get to the point when I go and meet that
person at that Chamber event I have
these lens cleaning calls from call
promotions I'll pull one of those out
unfold it there you're seeing it at the
top right
I will just say let me have your glasses
or your cell phone
I'll clean their glasses I'll clean
their cell phone with the lens cleaning
cloth fold it up put it back in the
pouch and say how many do you want to
buy artsy's cool and people will say got
on there kind of neat if they say no I
buy from my brother-in-law yeah you can
come out give me a price or let me think
about it I just give him the cloth and
off I go I am looking for the person to
say hey that's a neat painting just like
I could do that with my wet wipes just
like I can do it with those little drum
line pads I can do them with those three
and posting the same thing I just asked
them how many do you think you want to
buy just ask them right up front you
will qualify them and if they're not a
buyer you don't have to waste time on
them here's a quick little ad for
clothes promotions where you get 50 of
those Coupe those cleaners for 50
dollars they've got those cool fiber wet
ways and they've got these flex fiber
deals to go around your head those are
great things to get the people and you
can get information on that at Tyler are
at cloth from oceans calm and there's a
great cost promotions coupon and up
there at the top right those are the
ones I've seen this holiday gifts
there's one at the top for Don Sanders
it's witchy Happy Holidays there's
another of the ride with my pictures of
me and Santa at Leonards department
store and you know what I do with those
when
around the end of November I will send
those folded up in holiday cards
Christmas cards so in my customers get
them they open up the car to the cloth
falls out in their lap I do that I send
them the end of November because I want
customers to go hey could we get some of
those with our logo on it never fails
every year somebody else call and say
doc can you turn those for us for our
holiday greeting just look neat little
way that I do things
here's tissue packs this is the thing I
was talking to you about with a web map
and match does these always remember not
forgotten use products to promote
yourself neat products not just little
old cheap things but neat things that
people use great offer from adamak just
promise you I'm not gonna bug you about
a fetch again but I use these products
I've got about ten different things with
our logo on because I I liked a variety
give a reason to call them somebody said
I just got these tissues I can mail them
one handle one great way to promote
yourself now this is something that is
brand-new from GM GPM I've dealt with GM
G since they started they are doing
combo deal offerings it bear with me on
this first time I've seen this I think
this is the future of promo sales what
GM G does is they group these products
over the group products and groups so in
this instance do you twenty five hundred
pens thousand leatherette gift sets a
hundred journals they all are imprinted
by GM G it's sold as a combo deal so you
could call her your bet you could call
our dry cleaner you could call our
remember you're calling on and say you
know we don't have to worry about
picking all this stuff out just give me
the logo and this was what you're going
to get right here that was fifteen
hundred twenty dollars that's twelve
forty nine or to see but how cool is
that this is called combo deals there's
about ten of these from GM G they
started this last month been is be AI NS
Benjamin at Ultra pens calm you can
email him and say send me those ideas
you've got there's a bunch out I just
think this is so unique and I
never seen a supplier do this before
here are two more of them this is like a
different one with mugs like that's got
mugs that's got a spiral journeyer a
screen or peon and religion an Earl gel
pen and a nutty which are these cool
little cell phone related things from
GMG and here's the other one on the
right with the coffee mugs and the
journals and add pins again it's bi n
and ultra pens calm I think this makes
you more efficient and I also just think
it's just the coolest thing in the world
to do and they just came out with this I
don't know what to say about it besides
I just think it's neat now variable data
quickie manufacturing is american-made
there have an Akron Ohio I have known
them for ever they have variable data
products that means you have individual
names or information on key tags magnets
party passes you name it this is going
to be another product to the future just
like if you go to the grocery store and
you have your little thing swipe for
your lawful wards that is very old data
but quickly can do individual names of
these so you can interview or not
interview you can email Mike's killer M
Stiller at kwikki calm about bearable
data products I mean if you have
somebody that needs 2500 key tags with a
QR code on it or a scan code or if you
need luggage tags with different names
on them just like you're seeing with
those tags which says Wyatt Ridge your
pennant Pinner this is really really
cool so go approach your customers and
say well I'm going talking about
variable data marketing they're gonna be
impressed because you brought that up
because they probably don't know
empirical data or marketing yes and it
makes you look like an expert now I'm
going to tell you about not selling
knock-off products we talked about
selling junk well there are a lot of
companies that make adhesive notes and I
know this for a fact because I helped 3m
and 3m is the finest
known in the industry it is the best
adhesive it stays on it is removable
it is repositioned repositionable some
companies will call and say can you do
post-it notes they won't correct you and
say oh we don't have post-it notes
they'll say oh sure we have those and
they sell you a knockoff note if it
doesn't say post-it note on the back of
the note it is not a 3m product so don't
sell junk even in the paper business
don't sell knockoff products if you're
not going to sell junk
don't make this part of your junk
repertoire this only 3m makes post-it
notes these other big conglomerates that
have adhesive notes there's their
adhesive is not as good now right now
there's only one company that has
extreme notes these are from 3m they
came out at the ASI Orlando shows her
some I saw these things stick to outdoor
applications to metal and Nicole this is
great for outdoor companies plumbing
companies anybody who works outside now
this can't be a knockoff note because
this is just brand new they will stick
to anything so if you have those
customers check this out you can get
samples Stephanie Maday it's SJ Monday
at 3m promote calm this is a totally new
cool product and I'm just showing you
again my post-it note offer where those
are the ones I use right now I've had
about eight or nine different ones of
these six bags three by four different
sizes with a shoe logo on it you can get
500 pads for fifty dollars three before
passing the printed full-color a cell
annuity products don't be a one-time
wonder too many distributors get out and
sell one-shot orders
I sell name babies I used to sell a lot
of name badges back in the day I sell
them for ideal and they are an American
made company you sell badges badge
programs make selling simple because
once you get the order that Custer
will not go away from you they reorder
over and over and over again an IV line
is a badge or lease program where you
sell the badges upfront they keep them
in stock they create a URL and you go in
and enter the names and ID line lines
the name or the title on them and Mail's
them directly to your customer you have
to do nothing this is as easy as selling
as it can be you can get a complete
sample kit at sales at ID live.com badge
orders are free over and over and over
again let me tell you get in the badge
business I used to be nearly all the
badges for the hospitals of Dallas Fort
Worth like three and four thousand at
the time you talk about making yourself
feel bad feel good on a bad day we
didn't sell anybody come home and they
sent you an email or got a fax thing we
need to reorder our badges ID line will
help you with that there is their free
set up charge and they'll send you that
sample kit now I've done a lot of
journals and journals and calendars if
you're not selling calendars start
showing them today
drumline who makes the little paper
business card not that's not say
business card I shouldn't say that
business books
Geena Addison will send you a complete
drum line sample kit either on their
diaries or on their calendar you start
showing these to your customers now
thirteen years in a row is old journals
to parkland retirement company
community where my ex-mother-in-law used
to live and I sold them for fifteen
years in a row to a plumbing company I
deal with calendars and they disrepute
year after year after year so sell
annuity product here's the calendar work
offer that I'm showing you is a free
plate charge for drum line they're a
five-star supplier and there's you can
order your 2020 calendar sales kit which
has a stand-up counter side if you have
a minute man
press location or anything like that you
can put this in your storefront or you
can put it in your showroom if you need
that but calendar it they will just sell
again and again and again and I do a lot
of specs apples son joy who we've talked
about every every two or three weeks I
send out an offer where if you will send
them your shipper number and the logo of
a customer they will do a custom SPECT
sample for you you cannot believe the
closing rate on these things I'm telling
you about 25% of these fake samples are
turned into orders they've done a metal
all kinds of products so if you need a
constant sample samples that son joy
taught us and there is a quick ship
coupon but spec samples sell not only in
power banks but also in mats the reason
I know is here's Parkwood where my
ex-mother-in-law earlier they needed
mats for residents to steady walkers and
their canes when they walk in the front
door get on the elevator they did not
know which ones they wanted to buy
because they're different thicknesses of
these mad super spring did you print
water off and so I did virtuals
of all the different samples that lo
Gomes does I had two actual samples of
different of the different types but I
didn't have to have all eight I just had
however many of the are I hit too but
then the virtual is made to sell so you
can go on logo mats now logo mass
llc.com and create your own virtual it's
a really really cool thing or people in
the sample you could contact logo mats I
do not lose customers are you this first
it stays awake all night you know how
people lose customers or they lose
customers because they don't sell for
suppliers like logo bags they don't sell
real post-it notes they lose customers
because they buy from bad suppliers I
only buy from strong suppliers and I'm
going to give you an example is Hardy
Mackler at Jim pire it's a dear friend
of mine you talk about somebody who
tries or help you make a sale he will
and right there are what they say
or what he says about Jim fire on-time
delivery they live a live voice you
don't have an automatic system he tells
you everything you need to know about
your product so use strong suppliers
there's a great we made coupon from Jim
pyre or you can email Harvey at Jim pyre
comm he will send you samples of any
product you would like to have including
lapel pins lapel pins are one of the
artists product lines for customers or
distributors to sell because they don't
know the difference there are I believe
10 selections on the screen you need to
know the difference in these selections
when you call them your customer here's
another deal on selling on pricing you
got an order somebody says oh what about
a little pill cannons and you say well
I'm a dollar and a quarter
well Ernie down the streets 90 cents you
can say well is he doing screen printed
exit enamel or die stroke iron enamel
90% of the chance they're gonna say well
I don't know we just need some lapel
pins well if you say here's the
differences in them take the kid out
there then Harvey will show you will
provide you and you say we you know what
I'm a dollar in the corner and they're
90 cents because their screen printed
and I'm selling you die stroke enamel
your customers will be impressed I'm not
selling you on these suppliers I want
you to buy from them it helps me I'm
being honestly you don't lie about but
I'm telling you if you know the
difference is in these things these
products you can outsell other people
because a lapel pins people don't know
the difference is that rush orders equal
big profits Amazon has done you the
biggest favor in the world everybody
wants something now I've gotten to where
I wear stuff home line I don't want it
that day or the next day it's the same
in the promotional products business
learn how to handle rush orders the
reason keeping the way you do that is
you deal with Harvey Mac or a gym fire
drum line pause promotions have a
relationship with you pay your bills
when you need a rush order they'll turn
it for you let Amazon create business
for you just like they are
I make 60% on my rush orders I marked
that cup up on them because I am taking
a chance I am delivering and you learn
how to do rush orders now social media I
want you to start posting on social
media
stories create sales they call these
case studies I call them stories you can
post these on Facebook Instagram
Bergkamp there's my great Birla camp
coupon here's a case study
Bergkamp makes motorcycle products
motorcycle kick pad stands and license
plate frames here is a true story about
how a motorcycle rally every year one to
increase business more riders year after
year so they gave everyone or their
biker attendees a kick pad stand and
license plate frames and everybody loved
them so much that the pullthru talked
about saying hey had a great great time
at that ride increase their attendance
20% the next year and I believe another
25% the next year post these kind of
things on your Facebook your Instagram
telling your customers cycle related
people what success people had or those
products now you can email sales and
birla camp calm and they'll send you
whatever sample you want
here's one from aura labs are these sand
sand hand sanitizer suppliers or
dime-a-dozen making this foreign
knockoff stuff
remember I'm talking to you about
selling phony products make products for
a laugh everything is made in America
there's no animal testing they do the
right thing
they're lip balm they're lotion
everything is healthy and done right an
ad company wanting to institute a health
care program bought two different types
of these sanitizers put a coupon for a
free gym visit on one a discounted a
vegan restaurant on the other to enter
those employees to use those services
to save some money on the vegan
restaurant want to go to the gym just
take one of those hand sanitizers with
you and that will happen that was so
effective that 85% of employees joined
the program put this stuff out on your
social media these type of stories yours
or labs you can enter you can email Li
care at our labs comm they will send you
samples
levena hanukkah it is a dear friend of
mine this is the type of information
that you post and tell your customers
that show that you know what you're
doing just like Mass with local with lo
Gomez let social media friends know just
like on mats are talking about how
labour cost to remove dirt from a
building I guarantee you your customers
don't know that they don't know how
healthy mats make an environment you
start telling them that they will pay
attention to you now LinkedIn is perfect
for case studies because you need to use
headlines a brief summary you make it
routine that means all the time you've
connected people at once when you need
them leverage endorsements tell people
about what you've done like I showed you
in the testimonial testimonial marketing
never give up
use those case studies and tell people
about there's that great ad match free
set up coupon here's another one below
go Matt's this is a map that helps you
an anti-fatigue mat right there like
Barbour furs anybody's hands on their
feet can buy these and if you want to lo
a sample kit from local mats you can
just fill out that form right there and
they'll send you a catalog and small
samples of mats like flip mat foot put
wine mats and I made several sales for
them now I want you to let's please
listen to me about bottled water
knowledge creates orders not cheaper
prices bottled water is one of the most
misunderstood product lines in this
industry I know because people lose
orders all the time on bottled water
sales with pitch bottle has the best
water well one of those suppliers Alexis
Springs their water is going into the
spring
then end of those stainless steel tank
tanks and into that at that big building
in Mount Ida Arkansas 46% of the bottled
water suit sold in this industry was
sewer water or came from a water
treatment plant that is the truth you
look at those labels on bottled water if
it says it comes from a municipal water
source that means it was nasty water
that has been treated it won't kill you
but it doesn't taste worth the dirt
Alexis Springs is pure spring water do
you know that air is clean purified in
spring water you've got to know that if
you're gonna sell water you've got to
know that because it protects you
against these cheap price sellers if
somebody's selling cheaper water they'll
go oh well I didn't know the water was
purified shown what that label says on
the back
they'll admire you for knowing the
difference you've got to know the
difference on products especially with
bottled water there's a difference in
purified water and spring water and
there's a skip a column coupon pricing
from Alexis Springs I cannot tell you
what a wonderful supplier that is and
you know what they don't do they don't
put your customers and options if you
buy water from some of these wholesale
water places that send out these ads
about we do it all we do this we do that
do you know that they auction off your
orders they auction off the bottle the
water the label the shipping to the
cheapest buyer they are the cheapest
seller they can you don't have the order
coming from one supplier it is coming
from all different places and ends up in
one place but don't put your customers
and water auctions
Alexis Springs handles the whole thing
and sells you water that what's not
sewer water you can get spring water
samples Brian and Alexis Springs dot-com
don't be fooled by this email Brian and
give some samples of their water
don't let these phony water sellers beat
you that are auctioning off your orders
or selling you sewer water rental master
expense
you want to sell a mask do you know the
rental mats are about forty or fifty
dollars a month well I didn't know that
till three or four years ago
here's another hosting thing Facebook
LinkedIn tell your customers when you go
call them they say Oh or wring our mats
how much all $40 amass $40 a month they
come and clean them they change them out
well they have to change them out
because the match were cheap where you
can sell a logo mat for $300 and that
math will last three or four years so
don't lose mats to rental companies sell
them at number one repeat orders our
bottled water calendars name badges and
writing instruments there's a great GMG
coupon bottled water we were talking
about it I promise you this is the last
pitch on bottled water here's the
pricing sheet from Alexis Springs a
shift from seven locations they have
about eight six or eight different types
of bottles they're making their own
bottles up their mouth I know right now
and they're the only company in the
industry that makes their own bottles
and makes everything in one location you
can get it samples from Brian and Alexis
Springs calm or you visit Alexis Springs
calm don't be fooled
now don't be beaten by web sellers web
sellers can be liars if you run up in a
situation where somebody says well I can
get a cheaper online well maybe you
can't but a lot of these online sellers
are dishonest they have broken mug
handles wrong imprint colors quantity
short I'm not going to go through all of
these but web sellers gonna be liar just
like that guy with that note no so the
way I handle them is I give people
statistics just like the case studies
like with math I'll say well somebody
wants to buy a math I'll say do you know
that 64% of shoppers look at what is on
the ground when they come in a
restaurant or a business people go oh I
didn't think about that dot well that's
the way I sell Matt's us scaring the
people away with statistics in wodsworth
at logo MANET LLC comp will send you a
sample create a sense of urgency that
means sell golf two times a lot
CEL day one time a month sell holiday
gifts at a certain time always be after
your customers to create a sense of
urgency for products or items needed at
a certain time of year so if you need
God samples Harvey at gym tire calm
create a sense of urgency many
distributors don't do that do business
where you do business do you sell the
restaurants bars your bet your dry
cleaner people don't do this everywhere
I go I talk to people that I give money
to and try and give them get them to
give me money back you go in a bar
you're in there you're there and spend
50 or 60 dollars on beer ask the manager
if they need to have some match for the
counter or do they need mats for the
floor I'm doing this with all kinds of
products anywhere I go I spend money
pizza place it comes by here and
delivers I went up and called on them
and sold them some loops some plastic
cups they needed do business with people
you do business Grand Bank is where I
Bank I sold him those match right up
there they were loaning me money or I
was paying them money that they were on
a mat mat rental program I said well you
know what I can sell you these mats and
the long run they're cheaper I sold him
two grand Bank there they are but the
cool thing about a logo mats is they put
my name on the back of them you turn
them over cysts on Sanders marquee and I
actually got our order because somebody
turned that mat over and call me so did
you do those fans for Grand Bank sell
things to people you do business with
you have ones worth at low Gomez llc.com
there's my name on the back again here's
our bottled water again I'm telling you
right there on that label it says
purified water by reverse osmosis and
oxygenated for Tex impurity that means
that was sewer water Grand Bank was
given sewer water to their customers
until I got up there their new label
says we cherish your health so the water
included is the finest quality which
bottle would you rather I walk the
better water makes that customer think
they appreciate my business now we're
almost through the web
please hang with me sell your schools
you have children grandchildren get up
there right now and start talking to the
PTA chairman ahead of the band somebody
who buys uniforms their schools are
going to need to raise money there I am
sitting at a little TCU football game
those Horned Frogs were not last year
they were seven and six but I sell TCU
do you sell the college you go to do you
sell the school that your children go to
well the way you do that is you sell
them spirit items and Epico has those
these are mailing sheets that have come
does for me with my logo on them for
different products that are suitable for
PTA and etc here's the pepco catalog
cover your own palm it Pepco it can do
these custom flyers for you see
Victorian at pepco ponds calm a Direct
Mail spreads products I grew I get my
customers I group them in prospects
hunted prospects to different lists and
I'll mail them religiously mail hello to
my email the next money they help next
money they'll the next money call and
follow-up there's this customer mind
macho's storage right there that's an
actual package then I'm sending them of
something that I mailed them you can do
self promo mailers at Jim pyar Harvey's
got these really cool little mailing
pieces that you can mail like here's one
for Earth Day down at the bottom here's
a bookmark
here's one for the holidays these are
self mailers that can mail for one-ounce
Jim Power has these Harvey can help you
with up and start sending these to your
customers don't be cheap that's I don't
have the money to do this if you don't
have the money you don't need to be
doing this you cannot sell unless you
and best here's a logo Matt's mailer
miles it lokomat to my same thing I'm
not going to go on and talked about
local mass too much mail entire
marketing campaigns here's those combo
deals from from GMG you can get these
from bin ein
Ultra pens calm they will send you these
sheets you can mail them to your
customers drop them off on the note this
is so cool nearly all the selling is
done for you
here's another mailer program on custom
cards that come from called promotions
where you get a cool swipe attached you
can send your list to cause promotions
they will do the mailing the thing shows
up in your customers mailbox
all you had to do was paint call through
motions to do this send them your logo
and your customers and they'll do the
whole thing for you Jared it called
promotions comm referrals you must be
doing 25% of your business and referrals
you've got to have one in foreign or
sold that comes from a referral you get
that by doing the things on the screen
right there every day provide great
service always praise get personal
contact frequently provide ideas and
there's quickie an american-made
supplier now we're going to conclude
here with us to raise tariffs on $200
billions worth 200 off 200 being where
the Chinese goods this working right
here where it says important notice I
read this on our website these suppliers
cannot even guarantee their pricing
because of all the imports stop buying
for these big imports buy from
american-made companies quickie em
Stiller at kwikki calm I'll finish
quickly here they are american-made no
tariffs supplier is Berlin camp I talked
about Merlin camp before on the
motorcycle of products
there's Burley camp down through the
ages I bet you don't know how this is an
old-line supplier down to the ages from
the early 50s at the top left down to
today
right there is Birla camp made in Ohio
here are old Birla camp catalogs going
back to the 1970s 1981 this is a
supplier with substance an american-made
supplier made in Minnesota that is ideal
and there's a screen charge for IV
on the name badges made in Colorado
there is or elapsed buy from these
suppliers
they don't change prices on you like
these big import suppliers do we care at
Ora labs.com for those sciples I cannot
stress on you the worst thing where you
lose all your customer and have to say I
can't give you the price because that's
an import product pepco things are made
here in Texas they have a great deal on
the stadium cups right now 39 and 38
cents on an are on those two type of
cups see Victoria at Petco poms comm
american-made is the way a made in
Indiana
I place my first order with trainer
graphics Jamie a chat trainer gråvik's
comm is easy to get a hold up for
american-made beverage products and that
talking napkin on the right there if
you're selling weddings our parties you
can imprint on the inside of those
napkins and you can have complete event
data there how cool is that now I have
done a book called I sell promotional
products it's a little different this
webinar it's got a lot of the same
information if you would like to have a
free sample of a chapter of that book I
promise you it will help you and if
you'd like to have a recording of this
webinar
Harvey McClure edge Empire live talk
wonderfully about will send that to you
he helps me with this there's a gym fire
coupon so if you will email me after the
webinar is over I will send you the
replay and the book chapter again I am
sorry more foul-up on the webinar
starting off I am going to leave this up
on the screen for a bit you can email me
or replay a book chapter donít sell
promo products calm and there are the
email addresses from that is some of the
most of the suppliers I talked about
from the outdoor mat sciples all the way
down to the cup and napkin samples from
trainer there they all are if you'll
email those suppliers after the web and
if you're interested and say Sanders
talked about your products we would like
to have these items they will be sent to
you at no charge and with a happy
attitude I like to deal with happy
suppliers you want some spring water
samples Brian and Alexis Springs comm I
that is one that I would really pay
attention to because you're going to
lose bottled water orders and at least
you'll be able to have a come back to
say well at least my water was not sewer
water there they all are and I just want
to thank you so much for listening I've
been too long today and I hope you have
a great fourth of July and if I can ever
help you just let me know thanks
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