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Ask Top Secrets
Have a question about growing sales and profits in your print or promotional products business?
Please enter your questions about growing your business in the box below...
I am new to promotional products sales. Are there any hints into how to get into the local schools.
Hi Ken, yes. Education is one of the top consumers of promotional products every year.
The first thing I would recommend is that you compile a list of all the schools in your market area that you would like to approach. This would include schools, colleges, universities, etc.
But before you just start calling on them, think through the top solutions you can provide for them. For example, can you help a school with uniforms, promotional items or spirit wear? Can you help a college admissions office create promotions designed to help them attract and recruit ideal students to their school? Can you help a university to stock their school bookstore with branded merchandise?
The better you get at thinking through the kind of solutions your prospect are looking for, the more likely they will be to buy from you. Since you are new to promo sales, I would also recommend you check out our Getting Started program to get yourself grounded in the essentials of the industry. With that program, you will have received more industry-specific education than 90% of the people already operating in the industry today. That will give you a huge competitive advantage.
is there a step-by-step training guide for the diagnostic approach to sales? I heard you talk about that subject at either the PPAI Expo or one of the ASI Shows. Is there a step-by-step guide I can download to practice this technique?
Thanks for your question, Jeff. The Diagnostic Approach to sales is pretty straightforward. You can watch a quick video overview here. Of course, as a Top Secrets client, we can get into this topic as deeply as you’d like inside the members-only area of our site.
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