How to Use Promotional Products for Sales Prospecting

Sales Prospecting

Whether you have team of sales reps pounding the pavement, or you’re a one-person show knocking on doors, your organization is likely to be out prospecting at some point. Getting in front of the right prospective customers is no small feat. Here are some ways that promotional products can help.

1. Create rapport with the gatekeeper.

A simple gift can help you start building a relationship with one of the most important people in an organization — the “gatekeeper”. This can be anyone from a receptionist to an office manager, but ultimately is the person whose job it is to separate the sales reps and riff-raff from the invited guests and preferred clientele.

When Advertising Specialty Institute asked 2,000 people, “When you receive a promotional product, how do you feel about the company that gave it to you?”, the top answers included grateful, good, and appreciative. At the very least, it’s a way to thank them for not kicking you right out the door.

Ideas: Unique “floating pen” for the desk or a handy tumbler.

circletumbler floatingpen

2. Brand awareness for the right moment.

If you’re trying to be top-of-mind, promotional products are a great way to do that. A recent study showed consumers who own a promotional desk accessory report they typically will keep it for about 14 months. (2016 Advertising Specialty Institute Global Impressions Study) 

That’s 14 months for your competitor to give you an opportunity with your prospect. When there’s an unfortunate snafu or the company’s goals change, you’ll have over a year of branding already working in conjunction with your other prospecting methods. You’ll be their proverbial knight in shining armor, right?

Ideas: Something useful, like a desk accessory or scratch pad, can increase your total ad impressions.

scratchpad deskcaddy

3. Make a cold call into a warm one.

Consider sending a gift directly to your prospect to help introduce yourself. Sending a flashlight to show your prospect that you can “shine a line on cost-saving alternatives” or a photo frame to tell them how you can “help get picture-perfect results”. A little clever wordplay can help you be more memorable when you call on them, and makes your cold call a little warmer.

Ideas: Aluminum Flashlight, Photo Frame or a Spinning Desk Clock to indicate that “This is the time to act!”

flashlight photoframe clock

4. Guilt (aka Give a little, get a little.)

Social psychologists call it The Law of Reciprocity – and it basically says that when someone does something nice for you, you will have a deep-rooted psychological urge to do something nice in return. As a matter of fact, you may even reciprocate with a gesture far more generous than their original good deed. A great option for this is a tasty food gift. See if you can’t get the information or appointment you’re after when you hand over something delicious!

Ideas: Executive Pretzel Gift Box, Logo Cookies

preztels cookies

Even if you already have a prospecting plan in place, but are looking for something to give it an extra boost, an ad specialty item might be just the thing. Call me and let’s discuss some ideas.

Debbie Yearwood, BASI
Promotional Product Specialist
Perry Office Plus
(800) 234-6605  x 112

About Perry Office Plus
We're Central Texas' largest independent office products & furniture dealer and have been locally owned and operated since our establishment in 1920. Visit our website to shop for all your office supplies and call any of our fantastic Customer Service Reps if you have any questions or need help with your office products.

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