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TRANSCRIPT
Presented byDavid Blaise
author of
Getting Started
Sledgehammer Marketing
Top Secrets of Promotional Products Sales
co-author of
The Power of Promotional Products
http://www.SmartEQP.com
© 2016 David Blaise, Blaise Drake & Company.
All rights reserved. Reproduction in any form is unlawful
Top Secrets of
Multimillion Dollar Producers
A Free Gift Before We Begin…
Bring the Card to Booth #___________________________
Use the Password: _______________________________
Just be one of the first 100 people to stop by the
Top Secrets of Promotional Products Sales
Tradeshow Booth and use the password below:
Million-13139
Get a Free Copy of the Audio CD
Training Program & Mini-Poster
“How to Compete with Websites,
Local Competitors and Price-Cutters”
1. Make Your Time Count for More
2. Master Lead Generation & Prospecting
3. Position Yourself for Success
4. Maintain Focus on Your Unique Strengths
5. Delegate Everything Else
6. Know Your Numbers
7. Communicate Clearly
Top Secrets of Multimillion Dollar Producers
1. Make Your Time Count for More• Know what your most important priorities are
each day.
• Categorize accounts according to how much they’re worth to you. Allocate your time accordingly.
• Get referrals from one department within a company to the others. Penetrate deeper.
Top Secrets of Multimillion Dollar Producers
2. Master Lead Generation & Prospecting• Be proactive about who you’re targeting. Choose who
you want to do business with and who you don’t
• Use existing accounts to refer you to manufacturers and vendors they use
• Focus on both horizontal and vertical marketing, targeting selected businesses in your area and the specific industries with the best capacity to buy
Top Secrets of Multimillion Dollar Producers
2. Master Lead Generation & Prospecting• Pick an area and become a specialist. Sell a safety
program or some other type of program geared toward getting a result. First sell it to one company, then another.
Top Secrets of Multimillion Dollar Producers
3. Position Yourself for Success• Educate your clients on how to use promotional
products correctly
• Get to your clients’ true needs with questions like:• What do you want this program to accomplish?
• Why do you think you need a promotional product?
• How are you going to use it?
• How will you distribute it?
• How will you determine if this program is a success?
Top Secrets of Multimillion Dollar Producers
3. Position Yourself for Success• Let people know if you are able to handle a
complete program from creative to fulfillment
• Sell projects and programs more than products
Top Secrets of Multimillion Dollar Producers
4. Maintain Focus on Your Unique Strengths• Determine your most powerful unique strengths
• Isolate the aspects of business at which you’re best (and most required.)
• Invest nearly all your time and energy in those areas on a daily basis
Top Secrets of Multimillion Dollar Producers
5. Delegate Everything Else• Start with low dollar/no dollar work
• Continue with important work that doesn’t suit you
• Utilize the “last time” method of delegation
Top Secrets of Multimillion Dollar Producers
6. Know Your Numbers• Know the key numbers in your business
• Big orders with small profit margins create a large element of risk if something goes wrong
• Send out more letters and more new business presentations than anyone else to attract new clients
• When it comes to new business, keep the pipeline full and the rest will take care of itself
Top Secrets of Multimillion Dollar Producers
7. Master Communication with Clients• Vary your approach• Frequency of contact depends on the needs of
the client• Create a new business development program to
stay in touch with prospects and clients• Practice what you preach. Use promotional
products whenever possible to communicate your message.
• How many times can you get your name across their desk, without asking for anything?
Top Secrets of Multimillion Dollar Producers
Some Additional Points:• Attitude is a great help, but it is not a
substitute for competent action• Building a Million Dollar Book of Business is
an ongoing process• You are not alone!
Top Secrets of Multimillion Dollar Producers
Questions?
Top Secrets of Multimillion Dollar Producers
“Most successful people have not achieved their distinction by having some new talent or opportunity presented to them. They have developed the opportunity that was at hand.”
-- Bruce Marton
A Final Thought…
Don’t Forget Your Free Gift…
Bring the Card to Booth #___________________________
Use the Password: _______________________________
Just be one of the first 100 people to stop by the
Top Secrets of Promotional Products Sales
Tradeshow Booth and use the password below:
Million-13139
Get a Free Copy of the Audio CD
Training Program & Mini-Poster
“How to Compete with Websites,
Local Competitors and Price-Cutters”
Presented byDavid Blaise
author of
Getting Started
Sledgehammer Marketing
Top Secrets of Promotional Products Sales
co-author of
The Power of Promotional Products
http://www.SmartEQP.com
© 2016 David Blaise, Blaise Drake & Company.
All rights reserved. Reproduction in any form is unlawful
Top Secrets of
Multimillion Dollar Producers