Everybody Loves a Sharp-Dressed Man

Dear Kathy:
We started in 1977 and to say that we never made a mistake would be a stretch. However, when thinking back I can only remember having made two. On both occasions, I admitted that the error was on my part and I corrected the problem at once. Not only did it save an account, but helped to build respect between my client and my firm. I saved accounts and it also helped to build our business through referrals.

On another topic, I want to relay a first meeting with a potential client. Here in Florida, everything is a bit more casual. On a first meeting with a potential corporate customer, I showed up with a coat and tie. He asked, “Why are you so dressed up?” My reply was, “I am a professional in my field and I have respect for you as a potential client.”  

After discussing his needs as well as his plans for the future, I walked away with a 1,400-piece order for windshirts and a 1,000-piece order for seat cushions. So I guess it pays to be a professional.

Dave Wasserman
DIW Visual Merchandisers (asi/466628)

I’m Listening
Kudos on the October issue. The Sales Boost section on listening is exactly the reminder I needed and the Editor’s Picks are awesome!
Thanks!

Carolyn Thompson
American Solutions for Business (asi/120075)

Facebook Forum

We asked our Facebook fans: What’s your strategy for finding new clients?

You’d be amazed at the amount of potential new clients you can meet just volunteering in your community/church!

Ryan Schade 
Big Impressions LLC (asi/6028802)

The best way to find new clients will always be to ask for referrals from your existing clients (assuming of course that your existing clients like you). You automatically gain a certain level of trust from potential clients when your existing clients are willing to publicly vouch for you.

Chris C. Clark
Radius Print & Promotional (asi/9160366)

If you want to engage in niche marketing, a great way is to start with a niche you know. If you have a hobby, club, charity or other organization that you think is underserved, put your hat in the ring. Your inside knowledge of the culture and the makeup of the group will be a great marketing tool.

Erich Campbell 
Black Duck Embroidery and Screen Printing

Every year, we choose a nonprofit as our cause. During the year we offer them preferential pricing, as well as marketing and public relations assistance (I have 25+ years as a PR professional before joining the promo products industry). Further, we highlight them at our annual company birthday party, giving them a forum in front of 200 people PLUS a fundraising opportunity. (In the past, we’ve asked people to sign up for walk teams or donate to the charity in exchange for being in the grand prize drawings during the party.)

This has resulted in business from the nonprofit (we’ve been doing it for 4 years and we still get business from all four nonprofits), plus they tell other nonprofits and their friends and families about us because they’re so happy with our generosity. 

We do it because we believe in the cause and we believe in charitable giving. The byproduct of added business is a happy bonus.

Danielle Lum 
NK Promotions (asi/394942)