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Get Them The Promo Products They Need: Questions to Ask Your Clients

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.

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