Recognize $1,000 Prospects
If you spend too much time chasing $100 prospects you’ll miss the $1,000 prospects. I have found that the larger orders are usually easier to close than the small ones.
For one thing, the plumber, the dentist, the swim team mom, the restaurateur and your neighbor are most likely making their big promotional product purchase for the year; it had better be just right. The plumber, the dentist, the swim team mom, the restaurateur and your neighbor have no idea what a set up charge or a PMS color match is; now you have to spoon feed the prospect into becoming a client. The plumber, the dentist, the swim team mom, the restaurateur and your neighbor are also most likely using their own money; I do much better selling to people that are using OPM: Other People’s Money. I am not saying that buyers are more frivolous with OPM, but it sure is a lot easier to spend. If you are looking for new clients, think twice about prospects that don’t have access to OPM.
- Companies:
- PPAI
- Promotional Marketing