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6 Cold Calling Tips

Filed under: Uncategorized

Cold Calling TipsCold calling … you hate it, right? Well, who doesn’t!

The good news, though — according to Advantages magazine — is that in this day and age, cold calling doesn’t have to be cold. In fact, if you prepare correctly and do your homework, that first call can be quite warm. In the article titled “No Call’s A Cold Call,” Advantages‘ writer Susan Thomas Springer goes in search of the best strategies to turn up the temperature on those cold calls. Read it now! And in the meantime, here are 6 tips to whet your appetite (courtesy of Brandon Pipkin, author of 21 Questions for 21 Millionaires):

  • Don’t play games: Be upfront about why you are calling.
  • Enlist the help of the assistant. Find out if you are calling the right person, the best time to reach them, and how they like to receive information.
  • Research the company and individual (if possible using LinkedIn, Internet searches, Hoovers, etc.) before calling.
  • State your reason for calling, followed by the benefit of engaging in a conversation with you and then ask for permission to proceed (Hi, Mr. Jones. This is Brandon Pipkin calling from XYZ company. We specialize in helping graphic artists like you connect with individuals and companies seeking graphic artists’ services. Do you have 10 minutes to discuss your business and what we do to see if we might be able to help you?).
  • Stay classy. No matter how they treat you, always act professionally.
  • If you get passed to someone else, let them know that you briefly spoke to someone else who suggested you contact them (Hi, Nancy, this is Brandon with XYZ Company. I just briefly spoke with Tad Wilson in marketing who thought you would be the right person to talk to for what we do. We specialize in…).

Selling Pens - 4 Tips for Winning Against the Web

Filed under: Education, Tip of the Day

Sell More PensAccording to the 2013 Counselor Sate of the Industry, the top competitor threat to distributors are websites that sell promotional products, and that includes pens.

Good thing for you, though, there’s Counselor magazine!

In the September 2013 issue — the one devoted entirely to the writing instrument — there are some great articles about promotional pens and how to get the most out them. In the article “Black and Blue Battle,” writer Betsy Cummings goes in search of ways to combat the those Internet companies that sell so low. Check out that article now for some great advice, and in the meantime here are 4 great quick tips you can use to win vs. the web:

  • Tout Service Offerings: Online vendors may promise every service distributors offer, but it’s unlikely they offer the personal, individual attention to detail that marketing execs have come to expect from their distributors, not to mention insight into promotional product strategies. It’s important to remind clients about the limitations of online sellers.
  • Push Unique Products: Yes, many distributors sell the same products, but by working with preferred suppliers, they can partner to offer exclusive product offerings and decorating techniques, shutting out encroaching online firms.
  • Call Out the Competition: It may seem like the pen selling online for 10 cents less is an amazing bargain, but buyers be warned: Web-based companies offer low pricing one day and jacked up pricing the next. Or, they might have hidden charges such as multiple set up fees.
  • Don’t Cave: It may be easier said than done, but sometimes the best way to handle a client who keeps demanding cutthroat pricing, a la the Web, is to cut them loose. Match Internet pricing and you may be committed to those margins forever. Often clients who opt for companies they’ve found online come crawling back to distributors admitting the service and products were inferior.

Favorite Pen Ink Color? Black Rules

Filed under: Poll Results

This is the promotional product industry, and any veteran knows that pens are a staple product. So popular are writing instruments that, according to the 2012 Global Advertising Specialty Impressions Study, they are the most popular product in not only the USA, but Great Britain, Canada and France!

This industry sure does love its pens, but I got to wonderin’: what pen ink color is the most popular?

Of course, I knew the only contest would be between the colors black and blue, but I threw in a few fun colors to make things interesting, like green (y’know, for the eco-conscious), purple (’tweens anyone?) and red (a fave among school teachers).

Surprisingly, this wasn’t much of a contest at all. Black beat blue, and quite easily. The biggest surprise, however, is how many votes purple received!

The following is the breakdown for the question: Which pen ink color is your preference? (487 total votes)

  • Black, 239 votes (49%)
  • Blue, 189 votes (39%)
  • Red, 13 votes (3%)
  • Green, 12 votes (2%)
  • Purple, 34 votes (7%)


T-Shirt Donations Needed For Charity Event

Filed under: Wearables

C.J. MitticaFrom guest blogger C.J. Mittica, editor of Wearables magazine.

Wearables has an upcoming cover story for October about apparel that helps charities and saves lives. In the process of gathering stories, one of its readers reached out for help with his charitable event. Neil Jorge of A Better Copy is hosting an event on September 14th called Comics 4 A Cure. The event uses artwork from professional comic book artists to raise money for the Leukemia & Lymphoma Society. Throughout the year the group uses comic book art therapy for sick and dying children in Florida hospitals. Neil is looking for a supplier to donate 70 black T-shirts for the event.

If you are interested in donating, contact Wearables editor C.J. Mittica at cmittica@asicentral.com.


 

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