Distributors Helping Distributors (vol 48) – Want a “Nugget” to Help You CRUSH Your 2022 Sales?
Previously on DHD we welcomed The Taco Bros, Jeff Solomon and Jay Buselle, co-hosts of “Taco Tuesdays” and two incredibly seasoned industry sales pros, who shared their “nuggets” for sales success when it comes to selling swag. With backgrounds in printing, deco, digital media and a PPAI HoF credit to their names, the conversation was quite informative (and entertaining) to say the least!
Below are a three “nuggets” from our conversation with Jeff and Jay that you can leverage right now for your swag biz:
- Know Your Buyer’s Strategy – ask your clients what is the branding goal when they are asking you for a quote. Instead of being an “order taker”, be a brand consultant by digging into why they are using the logo/deco they are using on the items they are ordering and what is the return on investment they are hoping to gain from buying logo’d merchandise.
- Have a Sales Strategy for Yourself – what are you doing to build the relationship with the buyer beyond servicing them on the current order/project in front of you? Consider thinking long term, and asking your buyer about their roles, needs, pain points, etc so you can start to get proactive in helping them. Study their industries and consistently show you understand their needs with proactivity, vs reactivity.
- Use Imagery (not only products) for Selling – yes we are in a product business, and showcasing products is a part of what we do. But it doesn’t have to be your website homepage or even presentation when proposing product ideas. Consider using imagery and photos that “tell a story” about how you can help your buyer, and represents your skills and services in a way that separate you from the competition.
Just a few more “nuggets” and tips to help you scale your distributor sales and make 2022 your best year ever!
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p.s. Need help with your swag sales? Tell us about your distributorship … click here: Get Help from The Swag Coach