Filed under: Tip of the Day
Three tips on how to be a top seller:
- Find a hot-selling product. Joe Stile, the national account executive at Halo/Lee Wayne (asi/356000), calls himself the calendar king, with good reason, since his annual calendar sales alone total $600,000. “My best-selling product has been an African-American history calendar, which features sports figures, singers, scientists and other notable individuals,” he says. In 1969, Stile sold his first order of 500 calendars to a Brooklyn, NY, independent funeral home for $17,500; today, that client buys 80,000 a year for $170,000.
- Be a little off the wall. Write a unique tagline for your business and use it on all your collateral. Or, take it one step further and compose a rap song. Keith Wilson, an account executive for PromoShop (asi/300446), starts out his video series to show off products with a catchy rap: “I grant three wishes ’cause I’m Promogenie./ My competition’s played out like Sergio Tacchini./ If you’re lookin’ for the best – and I’m not just in the West –/ Put me to the test, ’cause the Genie never rests./ I’ve been takin’ care of clients for a decade and half./ Livin’ off referrals. Now you do the math.”
- Network like crazy. As many times as you’ve heard it, you should network in person (think local business meetings or charity events) and online (use Twitter, Facebook and LinkedIn). Plus, have your elevator pitch down cold, and use it all the time. Patrick Doyle, owner of Proforma Synergy (asi/300094), has a great pitch: “I’m not the ‘promotional products guy.’ I sell promotional programs and campaigns. I have four services: print, promotional products, multimedia and graphic design. I put all those together by creating effective programs and promo campaigns that get measurable results for my clients.” He also gives out unique business cards, like a chocolate bar with his contact info on the wrapper or a desk game that people tend to keep.
From Counselor magazine.