April 11, 2011
Great sales advice from the latest WEARABLEStyle newsletter … when to call a prospect.
You already know timing is everything. The cliché is particularly true when it comes to sales. Contacting a current or prospective client at the right time can be a pivotal step along the road to successful closing. So when is the right time to call? When it comes to existing clients, the answer is pretty straightforward: Learn their schedule and contact them at times that are convenient for them, says Adam Thornton, general manager at Match-Up Promotions (asi/264230). Adds J.P. Shea, sales development lead for American Solutions for Business (asi/120075): “You need to understand their wants and needs, and that includes understanding when they want to be seen.”
The best times to call prospects are in the morning before the business day gets swinging and in the late afternoon, when the day winds down, distributors say. “They can focus and think,” says Karen Hunter, owner of distributorship Head of the Hunt. “If you call in the middle of the day, they have so much going on and it’s harder to get somewhere.” A study from InsideSales.com testifies to Hunter’s assertion. The analysis, which examined three years of data from six companies, determined that sales associates had the most success contacting prospects and initiating the sales process when calling between 8 a.m.-9 a.m. and 4 p.m.-5 p.m. “We have seen our best responses from 7:30 a.m.-9 a.m.,” says Kevin J. Scharnek, president of 14 West LLC (asi/197092).
Additionally, the InsideSales.com study determined sales associates who contact prospects on Wednesday and Thursday stand a better shot of ultimately landing a deal. Still, that doesn’t always hold true in practice. Scharnek says Fridays have proved an excellent day to get ahold of prospects and turn them into clients. Hunter agrees. “If you’re still working to get clients at 3 p.m. on a Friday afternoon when everyone else has gone off for the weekend,” she says, “it shows you are going to be available to them when they need you.”
For more great apparel information and news from WEARABLEStyle, don’t miss the latest addition.
March 2, 2011
Filed under: Wearables
What is it about dirty jobs that makes them so revolting, yet so interesting at the same time?
Of course, unless you’re Mike Rowe and you work for the Discovery Channel’s aptly named “Dirty Jobs” TV show, nobody really *wants* a dirty job. The allure, I suppose, is the same as passing a car wreck - you just can’t turn away. Or, maybe, it helps one feel good about the boring-yet-squeaky-clean desk job they do for 40 hours a week.
Whatever the case, dirty jobs are so cool these days that Wearables magazine did a feature story this month on a handful of tough men and women who get good and grimy every day — and the apparel they wear during their working hours.
Introducing Dirty Jobs: Uniforms Edition!
In this article, Wearables spends the day at the following dirty jobs and learns a few things about the apparel worn to combat all kinds of nastiness:
Ugh, now I have an urge to take a shower!
January 12, 2011
Filed under: Tip of the Day
Looking for a way to convince clients that American-made apparel is the way to go? Here are three ways to get them to see beyond price, and consider purchasing apparel manufactured by domestic factories:
August 5, 2009
Filed under: Sales Dish of the Day
Four ways to convince clients on the use of more expensive decoration techniques, from Deborah Jones, founder of www.myembroiderymentor.com, and Joyce Jagger, the Embroidery Coach (www.theembroiderycoach.com):
1. An embroidered garment is more durable than a screen-printed item, so the customer will be wearing it to the mall a year from now, instead of wearing it while mowing the lawn.
2. An embroidered item is easier to care for than a screen-printed item. It can be washed like any other garment without turning it inside out or removing it early from the dryer.
3. Adding one-of-a-kind or exclusive designs to apparel (such as a custom monogram) will raise the value of the item and give customers the feeling of wearing designer clothing without the high-end price tag.
4. Offering uncommon add-ons such as sequins to a pair of jeans or a denim shirt can increase the item’s perceived value much more than a normal embroidered design and can command a much higher retail price. – Shane Dale
– From Counselor’s 2009 State of the Industry
January 18, 2009
My sixth-grade teacher once asked me what I wanted to be when I grew up and, without hesitation, I blurted out “Game Show Host!” Of course, this admission became increasingly odder and more uncomfortable as each male student after me proclaimed aspirations of a more manly nature … you know, like cop, fireman or breakdancer (did I mention these were the 80s?). My shortsightedness to feign an interest in what was cool or acceptable at the time resulted in a good, old-fashioned playground pummeling, and I never again spoke about an interest in game shows … until now!
Plunked in front of a TV set like Martin Tupper, I was raised on a healthy diet of “Press Your Luck”, “$50,000 Pyramid”, “Card Sharks”, “Jokers Wild”, and … my all-time favorite … “Family Feud”! Richard Dawson was the host with the most, the epitome of smooth, a suave and sophisticated gentleman with a wry wit and intense charm who knew how to schmooze the ladies and steal kisses from the mouths of wives whose husbands clapped and watched. A genius! And I wanted to be him.
And today I get that chance … well, minus the kissing.
WELCOME TO FAMILY FEUD, PROMOTIONAL PRODUCTS-STYLE!
With this month’s release of its annual Apparel Sales Survey, Counselor magazine has given me the opportunity I have waited a lifetime for … to take the big stage and ask you, the family audience, questions about a topic that we have surveyed — in this case, distributor apparel sales.
DIRECTIONS: I’ll provide you with the question posed to industry distributors along with their top answers in random order, and you try to guess which one is the most popular. The winner gets, well, not much, maybe a mention in the blog and a Coke or something, but it’s the best we can do with the economy and all. So be sure to send your answers to email@example.com with a listing of all your answers. Got it? Then let’s play the feud!
QUESTION 2: In 2008, which category specified had the highest percent of distributor apparel sales? Top 4 answers are on the board:
QUESTION 3: Relative to all distributor promotional products sales, how would you say sales of apparel have changed over the past year? Top 3 answers are on the board:
QUESTION 4: How did distributor sales volume in uniforms change within the past year? Top 3 answers are on the board:
QUESTION 5: What are the top three purposes for the promotional apparel distributors sell? Top 3 answers are on the board:
QUESTION 6: What are the top markets of apparel purchases? Top 8 answers are on the board:
QUESTION 7: Which category specified represents the highest percentage of overall distributor apparel sales? Top 5 answers are on the board:
QUESTION 8: How important do distributors believe brand names are to promotional apparel sales? Top 5 answers are on the board:
QUESTION 9: What percentage of distributor wearables purchases are manufactured outside the U.S.? Top 3 answers are on the board:
QUESTION 10: Compared to 2007, has the amount of product distributors decorated in-house changed? Top 3 answers are on the board:
QUESTION 11: What percent of all distributor apparel purchases are blanks? Top 5 answers are on the board:
Don’t forget to send answers now and check the blog often for results. Of course, if you want to see how you did, just check out the updated Apparel Research section of ASICentral for the Counselor Apparel Sales Survey … but not before you send your answers!
“Love ya, will see ya here on the feud” (I just had to sign off like Richard — he’d be proud.)
December 29, 2008
Filed under: Awards
In this second annual awards program, Wearables — one of our seven magazines (www.wearablesmag.com) — went in search of the most attractive and functionally designed apparel and ad specialty accessories to hit the market. The following are the categories represented in the awards:
So, what are you waiting for?! Check out the Wearables Apparel Design Awards now!