Category: Business Tips

How well do you really know your clients?

Are you actively working on building relationships with them? If not, it’s time to start.

Are you in tune not only with the cycle of their business, but also their personal life? These types of insights can help you tailor not just the product, but also the experience for your customers.

It’s never too late—or too early—to set some simple relationship-building goals for your promotional products business. Whether it’s the beginning of Q1 or nearing the end of Q3, now’s the time to start.

Below, we’ve collected some tried-and-true questions that distributors often ask their customers. Distributors will ask these questions during the initial meeting, a cold call, or when discussing strategies with promotional products and their business.

These are questions that not only help get the right branded giveaways for your clients; these questions can also help build relationships. After all, your customers will trust you even more if they see you actively trying to get to know them and their business.

Before picking a promo, first ask them “Why?”

Why are they having this event or promotion? Why do they want a branded giveaway?

They seem like such simple questions, but they really are important. The answer to these question could be as varying as “I want to grow my market” or “I want to re-establish client relationship.” And if those are the answers, great!

If their answer is more along the lines of, “Well, Company XYZ did it, so I figured we should,” it’s time to ask more “why”, “how”, and “what” questions. Here are some to get you started:

• Why do you think Company XYZ’s promotion worked?
• How does your business relate to Company XYZ?
• What do you want to get out of this promotion?
• What’s your expected ROI from a promotion like this?
• What made you consider using promotional products in your marketing campaign?

While not an exhaustive list, these questions are enough to start the conversation and move you to the next step: figuring out what they actually need for a successful promotion or marketing campaign.

Tried-and-true questions to ask your clients to find promo products with the best ROI

Here are some solid questions to ask your clients. These are great to ask your clients face-to-face, but can also be utilized in other marketing channels, like social media or email marketing.

• I am at the show and can’t wait to share my findings with you. As I am walking the show floor, is there anything you want me to look for?
• Do you have any new HR, Sales, or Marketing initiatives that you are looking for innovative or creative ways to promote?
• Do you have any upcoming promotions, contests, or events?
• Are you exhibiting at any trade shows or conventions?
• Are you holding any important meetings?
• What are your business goals for the new year?

Where—and how—to have these conversations

Take them out to lunch. It’s a simple way for you to really get to know your customers. Perhaps it’s the environment, perhaps it’s the food, but taking clients out to lunch—or even just coffee—can be a great way to get to personally know them. This will help you decide how you can help them, what kind of marketing will best reach them (social? email? written note cards?), and also help you learn how passionate they are about their business.

In a regular email or phone call. Whether you do monthly, quarterly, or annual check-ins with your clients, ask these questions in these emails or calls. If you’re regularly contacting them, your customers will expect to hear from you, and won’t be surprised to hear these questions—especially if you’re asking similar ones with each contact.

At local business events. Whether it’s an association meeting or regular chamber of commerce meeting, take a brief moment to talk shop with clients. Even if nothing comes of it, it gets the ball rolling, and you can continue the conversation in a follow-up email or note card.

Cold calling. While not preferred by some, this method does still work. Check out a list of events coming up within the next year. While you can check events happening within a month or two, you’ll have more success if you reach out to event planners who still have at least a few months (or six!) away. When speaking with them on the phone, ask to send them a sample pack. Even if you don’t get their interest immediately, you’ve started the conversation.

How do you get your clients what their business needs?

We’d love to hear your success stories! Share below, or tell us on our Facebook page.

Struggling to get creative with your promo solutions? You’re not the only one who’s in a rut.

We see it all too often—an order comes in with just a logo on a product that has the potential for full-color art or a larger imprint, like our flip pad jotters, padfolios, or pocket folders. Doing our due diligence as a supplier, we follow up to ensure our customers know they have options for more creative promo solutions.

“We just want something basic,” they tell us.

There’s a misconception that more complex design means a more complex—or longer—production process. In most cases, that’s not true at all. If in doubt, ask your supplier about artwork guidelines and production time. They may have some creative ways to improve the design or get more leverage out of the product.

So if you do want a promo product that has more than just a logo slapped on it, how do you create it? We have three simple tips to help boost ROI with creative design.

ROI Boost Tip #1: Your Goals Should Drive the Design

Sure, there’s something to be said for an understated, simple design… but your goals should drive the design elements. The same product being used for a brand awareness campaign might have a drastically different look from one being used as a thank you gift for new member sign-ups, for example.

Talk about their goals for the promotion. Draw a line between how the giveaway can help achieve those goals using a strategic design. Chances are that they don’t have another idea in mind; this allows you to add real value as a promotional consultant. Leverage your expertise as a marketing professional and share a case study showing how much more they stand to gain when they also add:

ROI Boost Tip #2: Don’t Think Just Front and Center

At the core, however, shouldn’t every promotional product you’re giving away also inspire some type of action, or engagement? There are tasteful ways to do this while sticking to your brand standards.

For example, there is a lot of potential ad real estate on the inside pocket of our padfolios or presentation folders. Those pockets can be printed with your contact info, a tagline, motivational quote, or a short mission statement.

Ordering flip pad jotters or journals for a trade show? Add a full-color photo on the cover—AND on the back.

High-quality graphics help your audience connect with your mission and engage with your brand. If your goal is to boost online visibility, include some social media icons, or a branded hashtag to drive social engagement.

ROI Boost Tip #3: Add The Things That Help Define Your Brand

If your customer is ordering a full-color promo, and they want just their logo on it, it’s okay to politely challenge them, or ask why that’s all they want.

Here’s a list of other brand details customer put on promo products:

• Website URL (or even a special one for the promotion)
• List of services
• Address or location(s)
• Full-color photos or graphics
• A slogan or tagline
• Social media icons, or Instagram handle
• Branded hashtag
• A call to action
• Problems they help solve
• An inspirational quote
• Phone number & email
• Special discount, coupon, or promo code

ROI Boost Tip #4: Suppliers Are A Wealth of Creative Ideas

We recognize that there’s a time and place for simplicity. But more often than not, you can leverage the imprint area (and you supplier rep’s knowledge) to squeeze just a little bit more ROI  out of your promotional investment. 

Your suppliers see lots of creative uses for the same items. Suppliers are a bountiful, creative resource for ideas when you’re feeling stuck. They’ll have some great recommendations you may not have considered that can help drive engagement and ROI.

Need Help With Your Promo Product Design?

Need help? Ask your supplier! (Refer to tip #4)

At Warwick, we have an in-house art department with a team of dedicated designers. Typesetting work is complimentary, and if you need assistance with custom artwork, we’re happy to help (hourly art charges may apply for custom design work). If you don’t have design experience or software, this is a great resource that adds value for your clients’ branded products.

So don’t allow your clients to buy boring promo. They’ll thank you for having their best interests in mind.

We Want To Hear Your Success Stories

Do you have a success story converting a “blah” art concept into a home-run? We’d love to hear about it! Comment below, or share your story on the Warwick Facebook page.

Heading to Vegas for PPAI as a first-timer this year? It can be overwhelming with so much to see and do – but fear not! We surveyed the promotional products pro’s and got some great tips for having a successful PPAI Expo. Even if you’re a promo veteran, we hope you’ll take advantage of this list to have the best expo ever!

1. Prepare:

Let your clients know NOW that you’re heading to PPAI to research the latest and greatest products, and meet with suppliers to gather ideas to help grow business.

Prior to heading out to Vegas, send out an email blast, make some phone calls and post on social media. Let everyone know that you’re investing in this event, why you’re going, and how it can help them. Ask your clients and prospects if they have any events coming up, or better yet, suggest a few events for them (here’s a monthly event list we put together). This will help you stand out and it’s a great touch point to contact your prospects and clients if you haven’t chatted in a while.

2. Pack:

A few essentials you won’t want to forget:

• Your written goals for the show
• A list of suppliers or peers you want to meet up with
• Itinerary for meetings and classes
• Comfy shoes for walking
• Lots of business cards
• Healthy snacks
• Re-fillable water bottle
• Power banks and portable phone charger
• Notebook + a reliable pen
• Hand sanitizer, gum, chapstick
• Layers! Temperatures can fluctuate in the casino and expo center

3. Take Advantage of Education Day!

PPAI has a host of amazing classes and keynote presentations from some of the best marketing and sales minds in the industry. Be sure to check out all of the classes and seminars available at the show, and schedule some time in your itinerary to attend these sessions.

Be a sponge, and keep an open mind.  You’ll get lots of ideas for new ways to grow business, be more efficient, create value, and get better at marketing and sales.  Soak up as much knowledge as you can, and don’t forget to implement what you learn and follow up with the new contacts you make!

4. Utilize Tech & Apps for Efficiency 

SAGE has a great mobile app that helps you organize your entire PPAI Expo itinerary. Make a walk- list of the show floor in advance, upload photos and take notes right in the app, share with your team members, view all of the education classes, search for exhibitors and products, connect with other attendees, and more!

Instagram is a great app to find out what’s hot at the expo. Follow hashtags like #PPAI #PPAIExpo and get a look at everyone’s highlights from the show. Suppliers usually post their show specials and giveaways, here too – this can be a great way to find out about awesome deals and freebies!

Traveling with friends or colleagues? Divide and conquer! Split up the show floor, and make a shared Google Drive folder or iCloud album so you can have an easy place to find everyone’s photos and notes.

5. Email Clients from the Show Floor

See an awesome idea for a client as you’re walking around? Snap a picture and write a short email or text while it’s fresh in your mind, and send it off. This makes less post-show follow-up work for you—and shows your client that they are top-of-mind.

6. Eat Healthy & Hydrate

We can’t promise you’ll win big on the slots, but we can promise there are lots of germs floating around.

Between all of the handshakes and product samples being exchanged, be sure to wash your hands frequently. Also, stay hydrated to avoid catching a bug! Look for the water hydration stations.

There aren’t always a lot of healthy, quick food options at Mandalay Bay, but there’s a Whole Foods Market just 10 minutes away. Why not grab an Uber and get some groceries for your whole team? Staying nourished and hydrated keeps your brain working at full capacity, and will help you get the most out of the show.

7. Network & Socialize

There are lots of great mixers and networking events to take advantage of at PPAI. Ask around and you’ll be sure to find some great meetups to make new connections and grow your network.

The networking opportunities are one of the best parts of Expo. You get to meet new people from all over the country and share ideas, and find new opportunities to collaborate or get involved in the industry.

We hope these tips help you organize your plan for PPAI Expo this year. Have another tip to get the most out of Expo? We’d love to know. Share with us in the comments! Visit the Warwick team at booth 3450 to see our new products and enter our drawing for a free 250-piece self-promo!

Want some more tips for rocking it at PPAI Expo? Check out these great resources, too:

Sage World: Surviving the PPAI Expo

Before, During, and After: How to Get the Most Out of PPAI Expo

2018 is here, and that means it’s tradeshow season! Heading to ASI Orlando, or PPAI in Vegas? Planning ahead with this trade show guide can save you a lot of headaches, and will help you make the most of your trip. The tradeshow pilgrimage is a big investment of your time and your money, so make the most of it! Here are a few tips to help you prepare — doing so will give you a much better return, and you’ll be able to pass the value along to your clients, too!

Before the Show:

1. Create a “shopping list” from your clients. This helps you stay on track with what to look for and to avoid time-wasting distractions.
2. Contact your clients and prospects before you leave. Send them a short note that you’ll be attending a large industry expo, and let them know you’ll be on the lookout for new products and campaign ideas for the coming year. Ask them about any future projects they’ve got in the pipeline. Ask about their goals for 2018, and any new challenges they want to overcome. Make a list to carry with you so you can look for samples and product ideas that could fulfill their needs.
3. Review the education classes and make a daily itinerary of the classes you want to attend. See the ASI Orlando Education schedule and the PPAI Expo Education schedule
4. Make a list of your top suppliers and their booth numbers – take a look at the floor plan, or better yet, download the mobile app for each trade show to help you organize your time.
   • For ASI: download the EventMobi Experience app, then enter the event code: ASIShowOrlando18 – this app allows you to search for exhibitors, review the show schedule, look up course descriptions and speaker bios, find booth locations, create your own agenda, see live coverage on social media, and receive important alerts.
   • Browse the ASI Orlando Floor Plan
   • For PPAI: Browse the PPAI Expo Floor Plan
   • Download the SAGE mobile app for PPAI which lets you:
     • Search for exhibitors by company name and quickly find their booth number
     • Create a walk list and share it with your co-workers
     • View an interactive show floor plan
     • Search products from the exhibitors in attendance
     • Add notes, pictures, video and audio recordings on products and suppliers that interest you for easy reference after the show
     • View the education schedule to plan out your day, then take notes during the sessions and email them to yourself or your colleagues
     • Connect with fellow attendees on all things Expo in the newly added Discussion Area

      

Don’t forget to pack:

• A power bank (or two) to keep your phone charged (make sure you have enough space cleared off on your phone for pictures, too!)
• Notebook and pen for education notes, product notes, contact info, and post-show reminders
• Comfy walking shoes and good socks
• lip balm & lotion
• refillable water bottle – it’s very easy to get dehydrated! Free water stations at PPAI – every time you refill your bottle you save $5. Drinking lots of water helps prevent illness, soreness, and fatigue.
• Healthy snacks and energy bars – save money and time by eating on the go!
• Hand sanitizer & wipes
• Vitamins / Tylenol
• Comfy, professional clothes
• Nightwear for mixers and social meetings
• FitBit – you’ll be amazed at how many steps you’ll take on the show floor!
• A written plan of specific vendors and products you want to see
• A sense of humor and an open mind
• Optional: a second rolling bag to pack catalogs and samples from the show- shipping services are offered on-site, but can be pricey

During the Expo:

1. Walk the floor with a buddy, co-worker, regional pal or neighbor. Multiple sets of eyes and ears are always good. Some companies actually split up the floor and meet during lunches or to share their best finds.
2. Visit the new products pavilion early on if possible. Take pictures of items that you like, then put them on your planned route.
3. Plan out the top suppliers you want to see first – visit them early in the morning before the floor is crowded, then visit the rest.
4. Get plenty of rest, and take breaks when you need them
5. Take product pictures with business cards in them, or a short demo video
6. Ask specific questions: Get a little deeper with your suppliers than just asking, “what’s new?” Instead, get specific. Try asking, “Do you have a suggestion for something to help my client target millennials at a college campus event?” Or, “My banking client is looking for a unique, memorable gift under $20 to give new accounts this year. What do you recommend?” Ask questions that will help them partner with you to provide the most value to you and your customer.  Chat with the multi-line reps and suppliers about what you’re working on, who your clients are, what challenges you face. Let them show you how their products will work for you. Ask each company the best seller for the best price, too – for those clients with tight budgets.
7. Keep your phone charged – use it to take pictures of products AND SUPPLIER INFO that interests you. Make sure you get the vendor sign, or business card with contact info in the photo also, for easier follow up. This helps you stay organized digitally
8. Go to as many education sessions as you can! Ask questions. Introduce yourself to the speakers afterward. Get to know the key players that can help you get connected into the community.
9. Lastly, by getting connected to the right people, get yourself invited to the right parties! Take some time to let loose and have fun.  The Promo Kitchen Mixer is a great one — RSVP on the promo kitchen website.

After the Expo:

1. Review your notes from the show floor and from education sessions. Highlight the most important items for follow up (start with 10). Send emails to your clients or start putting your proposals together while you wait at the airport to fly home.
2. Connect with your new friends on Commonsku, LinkedIn or Facebook – grow your network, and stay in touch with other distributors and suppliers!
3. Write a blog post. Share your new wealth of knowledge with your clients. Write at least one blog post, or a small series of posts with the best business tips you learned from the show. This makes great content for your social media pages, your website, and your email blasts. It also makes you look like more of an expert on marketing and promotional solutions, and can help you grow your business, too.

Whether you’re new to the promotional products industry, or an ol’ seasoned pro, we hope this list helps you get the most out of your 2018 trade show visits. See you in Orlando and Vegas! Did we miss something? Leave us a comment below with your best tips for this Trade Show Guide to success!