Holiday Promotional Products

How To Boost Your Holiday Sales

Before you start your Annual Sales & Marketing Plan, there is still time for a few holiday orders! Most clients have a strong needs to holiday promotional products. While many clients purchase the same gift for everyone, others take a tiered approach. Today I will discuss converting the “one gift fits all” buyers to “tiered” buyers. In the process of this conversion, you will show the client the value you bring to the table and increase your holiday sales.

How do you go about getting additional orders from a client who already placed their holiday order?

  1. Put together a list of $15-$25 quick ship gift items and a list of $35-$50 apparel items from your favorite suppliers.
  2. Review all client orders on which they purchased the same gift for all recipients.
  3. Call your gift buyers and give them an update on their pending order and make the following pitch”

“Hi Jane, I know you bought the $5 pens for all of your customers, but what do you plan to give your Top 50 customers—the ones who really move the needle for you? We have a great selection of $15-$25 gifts that your big buyers will really appreciate.”

  1. Call your buyers who haven’t purchased anything for their employees and make this pitch:

“Hi Steve, I noticed you didn’t buy anything for your employees this year. We still have time to get them a nice jacket or sweatshirt for the employees who really come through for you. They just love getting logoed apparel this time of year. And it really helps to improve employee relations.”

Some sales rep might say “this sounds like I’m trying to sell them something.” Well, if you aren’t trying to make a sale you are in the wrong business! Success with this sales technique can bring you a nice bundle of holiday cash.

Thanksgiving is Here: Should I Take Off?

We know it’s tempting to stretch a holiday from one or two days to a full week.  Family is home, there are things to prepare for the holiday and it’s a great time to relax and recharge for the next week.

We say, “Don’t do it. Go into the office to get some work done!”  This is what we recommend you do Monday, Tuesday, and Wednesday of next week.

  • Monday—clean off your desk and clean out your office /cubicle. Have a large trash can handy because you will need it. Make a stack of important papers, order copies, Post-It notes and review your messages that require follow-up. Return samples to the showroom and refile catalogs. Disinfect your desk, phone, and calculator. Have lunch with co-workers and let them know how thankful you are for their help and friendship.
  • Tuesday—late start today! Review your stack of papers from Monday for follow-up. Touch these papers only once, listing to-do’s, calls and questions. These papers are heading for the trash or recycling can after one touch. When you are finished with this task, next review all of your pending orders and make sure they are on track for holiday delivery. Contact your clients to wish them a happy Thanksgiving and assure them their holiday orders are moving along as scheduled.
  • Wednesday—this is a half-day!! Your office is clean, your holiday orders are on track, you contacted key clients and enjoyed lunch with your co-workers. Make your to-do list for the Monday after Thanksgiving so you will hit the ground running when you return to the office.  At the top of a legal pad, write “Sales Plan”.  You will start on this on December 1st.

Enjoy the rest of the week with your family and friends.  We will get into your Sales Planning process soon in another post! Remember that a plan is just a dream until you write it down!