Become an Expert
One of my family members (who shall remain nameless) was suffering from PMS. No, she didn't have issues with color charts. She had issues with me . . . every few weeks. In self defense I decided to become an expert on PMS.
It turns out that there were only three books available on the subject, a couple of websites with any meaningful data, and a local talk show on Saturday mornings run by the Holly Anderson PMS clinic. After 8 hours of reading books, a few hours of listening to the radio program, and another few hours on the web, I knew more about PMS than anybody in my acquantance. I'll bet I know more about it than anyone who will read this post.
I'd like to think that the information I compiled was helpful to the innocent victim. I believe I helped a few other ladies and more than a few husbands to understand more about PMS and how to deal with it.
What does all of this have to do with selling promotional products? Just this. Take 10 or 20 hours to become an expert in something related to what you do: Trade shows, mailings, grand openings, retail promotions, pharmaceutical giveaways. Then take another 10 or 20 hours to become an expert in a product category (say bicycle water bottles, as a for instance.) Who has the best quality, best price, best delivery, most colors, best printing, etc.
After you become an expert in one or two things, maybe you'll want to become an expert in three or four. Then, once you truly have valuable information that can be shared, share it. Write articles for industry trade publications or websites (like this one.) Do seminars for your local trade association.
Most of all, your clients will be more likely to invest in you if they see this kind of difference in your expertise compared to others who call on them. You can either visit your customers with "What do you need today?" or with "How can I help you meet your needs today?"
It turns out that there were only three books available on the subject, a couple of websites with any meaningful data, and a local talk show on Saturday mornings run by the Holly Anderson PMS clinic. After 8 hours of reading books, a few hours of listening to the radio program, and another few hours on the web, I knew more about PMS than anybody in my acquantance. I'll bet I know more about it than anyone who will read this post.
I'd like to think that the information I compiled was helpful to the innocent victim. I believe I helped a few other ladies and more than a few husbands to understand more about PMS and how to deal with it.
What does all of this have to do with selling promotional products? Just this. Take 10 or 20 hours to become an expert in something related to what you do: Trade shows, mailings, grand openings, retail promotions, pharmaceutical giveaways. Then take another 10 or 20 hours to become an expert in a product category (say bicycle water bottles, as a for instance.) Who has the best quality, best price, best delivery, most colors, best printing, etc.
After you become an expert in one or two things, maybe you'll want to become an expert in three or four. Then, once you truly have valuable information that can be shared, share it. Write articles for industry trade publications or websites (like this one.) Do seminars for your local trade association.
Most of all, your clients will be more likely to invest in you if they see this kind of difference in your expertise compared to others who call on them. You can either visit your customers with "What do you need today?" or with "How can I help you meet your needs today?"
posted by Randy W. Kirk at 12:45 PM
1 Comments:
I actually know tons about PMS.. :)
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