Unlock Your Full Potential

Savvy distributors like yourself are the bridge between brands and their ideal branded merch. But with competition brewing, how can you unlock your full potential and become a leader in promotional distribution?

Buckle up, because we're about to explore three key strategies to help you step up the game.

1. Deep Dive into Client's Needs and Become Their Drinkware Specialist

The foundation of success lies in understanding your clients' unique needs. Go beyond a surface-level conversation. Uncover their brand story: what message are they trying to convey? What's their target audience? Are they promoting an eco-conscious initiative or a intense fitness program?

Truth be told, sometimes clients might not have a clear picture of their branding goals or specific needs. You may need to take an extra step and hold their hand through this process. To make it easier on you (and your client) avoid getting overwhelmed by the endless options of promotional items. Instead, start with one category, such as drinkware.

By becoming their "Drinkware Specialist" you can shift their needs to finding the right drinkware product for their brand and start curating the perfect drinkware solution. Doesn't that sound better than spending endless hours at your computer just trying to think through random ideas of promotional product goods they might like?

[Pro Tip: Don't just stop at the initial sale! Explore upselling and cross-selling opportunities. Recommend complementary drinkware options that cater to different budgets or demographics. For example, suggest a branded coaster alongside a travel mug for a complete desk setup.]

2. Don't Just Sell them a Promotional Product, Sell an Experience!

Promotional products are not just an item slapped with their logo on it. It's a walking, talking (well, maybe not talking) brand ambassador. Give them the full experience by figuring out their end goal. Remember, they have a problem and you have to find the solution, be the solution.

For starters, things like function and material matter and different functional needs and materials can speak volumes alone. Provide options beyond the standard plastic pen and consider eco-friendly paper or cork barrels for a sustainable edge. Or maybe they're seeking a backpack as part of a college scholarship that they're giving out, but they're wanting one with more organization and functions? These are the kinds of questions you need to ask in order to paint the full picture for their branding needs.

After finding a product to fit their needs, remember to ask your clients if this is everything they need for their event. There are ways to do this without coming off too pushy. Circle back to their end goal and have a few additional suggestions. Ask them if they had any other ideas or for more details about their event.

For example, maybe they were seeking sunglasses to pass out during the opening event of a farmer's market. Does this farmer's market, need bags too? Or what about their imprinting options such as laser engraving or full-color printing? These choices can make a big difference.

Put yourself not only in their shoes, but in their own customer's shoes. What would make a great impression on their branding? What is something that their customers will love to use again and again.

3. Building Long-Term Partnerships Beyond the Transaction

Think beyond a one-time sale. Cultivate long-term partnerships with your clients. Become a trusted branding marketer or guru by offering guidance on branding strategies and ensuring their promotional need continues to resonate with their brand or target audience. As trends in the industry change, their branding needs might change too. Maintaining an open line of communication and building trust will allow for more opportunities to provide added-services.

So make sure to check in on them. Do they need a repeat order? Or is there a new trend you think they might like? Furthermore, remember when you focused on just one category and became their drinkware specialist? Well, maybe it's time to see what other pain points they might have, so you can branch out from drinkware and find additional promotional products that suit their needs.

Additionally, consider exploring seasonal trends or upcoming events (like prepping for back to school) that might align with their marketing goals. Keeping an eye on industry developments and offering timely suggestions can demonstrate your proactive approach and deepen your relationship with them. Regular communication and personalized recommendations will help you stay top-of-mind as their go-to partner for promotional products.

[Pro Tip: Create your own referral program with your clients! Word of mouth can go a long way. Give them an incentive for connecting their peers, colleagues, or friends in other businesses with you. At the end of the day, your audience grows through networking with others.]