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Copyright © Blaise Drake & Company

All rights reserved. No part of this workbook may be reproduced in anyform or by any means without permission in writing from the publisher.

Printed in the United States of America

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The Getting Started Success Planner

Yes! I commit to following the recommendations in Getting Started to launch a wildly successfulcareer in promotional products sales.

Signed:___________________________________________________________________

Date:____________________________________________________________________

Getting Started: How to Launch a Wildly Successful Careerin Promotional Products Sales

I have watched Lesson 1 and completed the corresponding quizzes on top markets, top product categories, howto file catalogs, list of primary/preferred suppliers (in Appendix A), art vs. artwork, electronic art formats, commonsetup procedures, methods of decoration and industry price codes.

I have watched Lesson 2 and completed the corresponding quizzes including the introduction, overviewand a client centered approach.

I have watched Lesson 3 and completed the corresponding quizzes on what’s most important to clients (#15 to #1),overview of how things work, the money split and being an “organization of one.”

I have watched Lessons 4 & 5 and completed the corresponding quizzes on leverage and client’s unspoken needs.

I have watched Lessons 6 & 7 and completed the corresponding quizzes on growing my client base proactively,how to target clients, and industries worth pursuing. I have completed a list of industries and businesses I wishto target, along with the information on what clients are most interested in buying.

I have watched Lesson 8 and completed the corresponding quizzes on additional programs clients are interestedin buying and the four ways to grow my business.

I have watched Lessons 9, 10 & 11and completed the corresponding quizzes on the “non-presentation”presentation, my best rapport building questions and tools, and how to track leads to produce the best resultsfor myself and my clients.

I have watched Lessons 12 & 13, What Every Promotional Products Distributor Salesperson Needs to Knowand completed the corresponding quizzes on the eight great traits and the top 15 countdown.

I have watched Lesson 14, What Every Promotional Products Distributor Salesperson Needs to Know andcompleted the corresponding quizzes on the ABCs of Promotional Products Sales.

I have watched Lesson 15 and each of the Top Secrets Marketing Minutes and completed the correspondingquizzes on each.

I have used the Getting Started journal to log the specific recommendations I have implemented during thefirst 30 days of implementing the system and I will continue to implement the recommendations as I committedto doing above.

Use this Success Planner to track your progress as you complete each of theimportant components of the Getting Started online course. After you completeone of the lessons, check the appropriate checkbox indicating what you havejust accomplished. This will help you to succeed at a much faster pace!

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Lesson 1 - IntroductionTop Markets for Promotional Products

Healthcare Financial Education Associations, non-profits Clubs and civic organizations Manufacturing Automotive Consumer products Restaurants Travel and lodging Real estate Government Technology Retail Professional services

Top Product Categories

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Notes

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Notes Wearables Writing instruments Calendars Glassware Bags Desk/office/business accessories Recognition awards Trophies & jewelry Textiles Sporting goods Magnets Clocks and watches Buttons, ribbons and badges Stickers and decals Electronics and games Food

Which of these top markets appeal to you?

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Lesson 1 - IntroductionHow to File Catalogs

Rather than dealing with a large group of suppliers who all provide similarproduct, you will likely be better off ____________________ yourbusiness among a smaller group of core suppliers who are extremelygood at getting you what you need, when you need it.

Put together a list of the top two or three primary ________________that you plan to use for each of the top product categories.

Important: Be sure to complete your list of preferred suppliers,using the form located in Appendix A

Keep one copy of your primary suppliers’ catalog for ______________,another for your company _______________ and additional copies foreach _________________ in your organization.

Look through additional catalogs as time allows to see if they haveanything that is truly unique and not available from your primary suppliers.If so, keep the catalog. If not, ______________ and don’t look back.

File the ______________ catalogs separately from those of your primarysuppliers.

Some people like to file _________________ by product category, linename, company name or UPIC. Others file ________________ by ASInumber. This really depends on what works best for you and how yougenerally access your catalogs.

Whatever works best for you regarding filing is fine, but don’t file anythingthat has little to no likelihood of ever being ____________________.

Catalog filing is a non-__________________ generating activity, so youdon’t want to spend a lot of time doing it.

If you have __________________, or have access to__________________, it is an ideal activity to delegate to them. Sodon’t do it, _________________ it!

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Notes

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Lesson 1 - IntroductionUnderstanding Artwork and Printing

It is important for your client’s image that their corporate brand or identityis always __________________________.

Many ______________ offer in-house art and design services for a fee.In many cases, creating art is as simple as utilizing the services that arealready in place.

Art vs. Artwork

While _______ may be considered anything that is creative and artistic,______________ adheres to accepted guidelines and professionalprocedures (sometimes called standards) so that suppliers can reproduceit, either on paper or on a wide variety of promotional products.

When re-creating an existing company logo, the goal is to_______________ the original as precisely as possible.

It is extremely important to obtain client _______________ on a papercopy (proof) that depicts the logo as it is to be imprinted, spelling outeach color exactly before the job is printed.

Who Owns the Art?

Chances are your ___________ owns all rights in and to his or her logo.This means that you can only _______________ that logo on a promo-tional item with the full consent and permission of your client.

To avoid possible ________________ issues when contracting an artistto create an advertising logo or message for you or your client, it is agood idea to use a “work for hire” agreement.

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Electronic Art Formats Explained

It’s a good idea to “archive” your client’s art and logo by saving it inseveral electronic formats. Make sure that each contains the companyname and contact information.

• VECTOR GRAPHIC FILE is a method of image generation using anumber of straight lines and/or arcs of different length and angularorientation. This format is highly recommended, as it offers the mostflexibility and is used by most promotional product suppliers. Commonlyused programs include CorelDRAW and Adobe Illustrator. Vector filesshould be saved in their native format with embedded fonts and also asboth an eps file and pdf file with fonts converted to curves or paths.

• A BITMAP is a digital representation of an image where a grid isused to indicate whether each point of the image is black, white or acolor. If a logo or message has been created as a bitmap (or your existinglogo has been scanned), save the file in its native format, for example:.bmp, .tif or .pct. For this file to be considered acceptable, it must be atleast 100% of the printed size for black and white images and 200% ofsize for color. Popular bitmap manipulation programs include AdobePhotoshop, and Corel Photopaint.

• METAFILES are a combination of Vector and Bitmap files.Metafiles can be acceptably used in some printing processes (but not all),and must conform to all vector and bitmap file standards. Formats that are not recommended (or recommended for limited use): • PAGE LAYOUT PROGRAMS like Microsoft Publisher, AdobeInDesign (formerly Pagemaker) or Quark Express are great for laying outads, brochures and books, but are not well suited for transferring logos.Providing images in these formats will often result in additional artworkcosts.

• WORD PROCESSING FILES: Artwork created in MicrosoftWord, Corel WordPerfect or other word processing programs willusually need to be recreated, and will almost always incur additionalartwork charges.

• HOME PRINT PROGRAMS such as Print Shop Deluxe andothers can acceptably print to a computer printer, but usually do not offeran acceptable way to transfer quality artwork for use on promotional

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Notes

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products. These programs will also usually require a recreation of logos atan additional cost.

Can’t you just get the logo from our web site?

Probably not… at least not without additional charges. Graphics on websites are designed to load as fast as possible, and usually lack sufficientquality for reproduction on promotional products. While web graphicsmay be adapted to work, it may very well involve recreating the logo,which will almost certainly result in additional costs.

Industry Charges and Buzzwords

Like most industries, the promotional products industry has its ownunique terms and buzzwords. Even the most seasoned professionals maysometimes fail to fully explain what they mean.

This section is designed to provide you with basic information that willhelp you to better communicate with your clients and suppliers to achievethe results you desire. It covers just a few of the most common terms anddecorating processes. Keep in mind, this is an area that changes rapidlywith technological advances. Your best suppliers can guide you throughthe maze of decorating techniques to ensure that your client’s logo ormessage is presented in the most favorable manner.

Common Setup Procedures and Charges

• CAMERA READY ARTWORK – the traditional reference toartwork that is complete and ready to use without further modification.“Camera Ready” often consists of a black image on white paper, exactly100% of the printed size, on high-quality photographic paper. While manyoffice laser printers are capable of creating acceptable results, most inkjet printers are not. Remember, the final result will depend entirely on thequality of the artwork.

• COLOR SEPARATIONS – With multi-color artwork, there is aseparate piece of camera ready art for each printed color, and registrationmarks on each sheet to ensure that all the colors line up to create thedesired result.

• FILM – Camera ready art is often scanned or actually photographedto create either a film positive or a film negative that may be used in thecreation of a screen or die. It more closely resembles the film of an X-raythan the film of a small camera.

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Notes


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Notes• SPOT COLOR - Each specific color of ink is printed right where it’sneeded. What you see is what you get. For example, if you are printing athree color logo of green, blue and yellow, only green, blue and yellow inkwould be used.

• PROCESS COLOR - This process mixes the four basic colors ofcyan, magenta, yellow and black (CMYK) to create nearly any colorallowing for the appearance of a “full color” imprint, using just four basiccolors of ink.

• ELECTRONIC ARTWORK – a computer generated file ofartwork that contains everything necessary to generate color separated,camera ready art.

• SETUP COST – The charge to make a job ready for production.

• COLOR MATCH CHARGE – The cost to mix inks to match aspecific color. The industry standard for color matching is the “Pantone”or “PMS” color matching system.

Methods of Decoration

Here is a brief overview of the most common processes used to decoratepromotional products, along with their pros and cons:

• SCREEN PRINTING: Setup involves using a combination of lightand chemicals to “burn” the image into a pattern on the screen. Thescreens are then set up and registered, and ink is then physically pushedthrough the pattern in the screen to imprint the design on a promotionalproduct. The ink may then be “cured” by running the printed item under aheating element.

PROS: Screen printing is relatively quick, affordable and long lasting.It can reproduce fine detail, color matching, and can be used on manysurfaces, including glassware and textiles.

CONS: With spot color printing, each color requires an additionalscreen and/or set up, often resulting in additional charges. Processcolor printing is possible, but color separations can be very costly,and getting a correct, consistent finished result can be tricky. Flashcuring individual inks may also be necessary when printing color oncolor (particularly white on dark items.) This may result in additional“flash” charges.

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Notes• PAD PRINTING: Setup involves rendering the image onto a rubberpad template, similar to a soft rubber “stamp.” Ink is then transferredfrom the rubber pad onto the promotional product.

PROS: Pad printing can be used to print on irregular surfaces, likegolf balls or even walnuts. Color matching is also possible.

CONS: Multiple color printing is not always possible, and padprinting is best suited to smaller imprint areas.

• EMBROIDERY: Set up involves telling an embroidery machineexactly where to place each stitch. Thread is sewn into a pattern, creatingthe logo or message.

PROS: Embroidery is perceived as an “upscale” option, providing arich and sophisticated look.

CONS: It is not always possible to reproduce fine detail or shading inan embroidered logo. In some cases, modification of the logo may benecessary. “Digitization,” “punching” or “tape” charges (embroiderysetup) can be more expensive than other types of setup charges.These costs are usually based on the number of stitches (i.e. largerdesigns mean more stitches and a higher price.)

• OFFSET PRINTING: Setup involves the creation of a plate ortemplate. An inked image is set off from a printing plate onto a rubberblanket which in-turn is transferred to paper.

PROS: The process provides exact reproduction, and is inexpensivein larger runs.

CONS: Offset printing is limited to flat paper products.

• TRANSFER PRINTING: In this process, transfers are created,utilizing special printers and sublimation inks. Heat and pressure transferthe image onto the promotional product.

PROS: Full color is possible, and digital printing allows this to bedone, even in smaller quantities

CONS: Cannot be used on all surfaces. Limited to use on promo-tional products designed to receive sublimation inks (i.e. certain t-shirts, glassware, mugs, mousepads and plaques.)

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Notes• ETCHING AND ENGRAVING: Setup may involve creating atemplate or programming the laser (or other equipment) on where to cut.In this process, a hand tool, chemical, laser or abrasive is used to removematerial and etch or cut the logo or message into the product. Thisprocess can be used on a variety of materials including metal, glass, stoneand wood.

PROS: Beautiful, three-dimensional look.

CONS: Setup can be costly, and no colors are involved, unlessanother decoration process is also used.

• HOT STAMPING, EMBOSSING AND DEBOSSING: Setupbegins with production of a metal die, and costs vary according to size.The die is used to press the logo or message into the promotional item.

PROS: These processes provide excellent results on vinyl, leatherand even some paper products.

CONS: It is not always possible to reproduce fine detail or shadingusing these processes.


Important:By understanding the various

decorating processes available to you,along with their strengths and limitations,

you’ll be much better equipped to recommendthe appropriate solutions to your clients.

If you’d like to see any of these decorating processesin action, simply ask any of your local suppliers

to arrange a factory tour for you.

If you have specific questions about how aparticular job will be decorated,

just ask your supplier.

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Notes

Lesson 1 - IntroductionIndustry Prices Codes

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Lesson 2Introduction and Overview

Jump Start Your Sales:A Crash Course in Profitable Selling for New Distributors

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Notes

The Difference in Focus:

Is your business focused on the____________ or on the product?

A distributor is not the same as an_________________.

The last thing this world needs isanother __________________promotional products distributor.

Three Decisions:

What is your mindset? (Circle one)

Salesperson | Owner

At what level do you wish tooperate? (Circle one)

Competence | Mastery

What is your approach?(Circle one)

Event | Process

“The successful person has formed thehabit of doing things that failures

don’t like to do.”Albert E. N. Gray

Highlights:

1. How to deliver what’s most____________ to your clients.

2. Understanding the industry andclients’ “unspoken” ___________.

3. Targeting those most likely to_____________ ____________with you.

4. How to sell exactly what yourprospects and clients are interestedin ________________.

5. Focusing on the _________Ways to Grow Your Business.

6. Mastering the Non-Presentation______________________.

7. How to build rapport with theright _________________.

8. Secrets of using predetermined_____________ to establish yourexpertise and set yourself apart.

9. How to track __________ toachieve the best marketing resultsfor yourself and clients.

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15. Company ________________

14. Sales rep’s ______________ knowledge

13. ___________ saving benefit

12. Ease of _______________ the sales rep

11. Ability to supply ______________ work

Lesson 3How to Deliver What’s Most Important to Clients

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10. Variety of product ________________ and options

9. Availability of _______________

8. Easy access to product and _____________ info

7. All ________________ clearly explained

6. Competitive ________________


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5. Timely _____________ to customer concerns

4. Imprint and graphic _______________

3. ______________ available when needed

2. ______________ order fulfillment

1. Prompt and timely ________________ of orders


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Notes

Important: Complete your list of rush order suppliers, using the form in Appendix A

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Additional Notes

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You need an ______________. Fortunately, the promotional productsindustry actually provides one for you!

Lesson 4Understanding the Industry

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Notes

According to this code, $10 on a “C” or $10 on an R means $6.00 cost from thesupplier, $4.00 gross profit for the distributor.

A code of A2BCD means the first column is on A pricing, the second two columnsare on B pricing, the next column is on a C and the last column is on a D.

A code of P2QRS means the first column is on P pricing, the second two columnsare on Q pricing, the next column is on an R and the last column is on an S.

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Lesson 4Understanding the Industry

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NotesLeverage defined:___________________________________________________________________________________________________________.

You get out of your business some _____________ of what you put in.

What do I need to leverage?

• •• •• •• •

Whose cooperation will I need?

• •• •• •• •

How do I leverage...

Time:

Relationships:

Technology:

Money:

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1. I want you to _______________ for me, so I don’t have to.

2. I want solutions to my business ______________________.

3. I want you to tell me what ______________ and what doesn’t.

4. I want to feel like I’m getting ___________________ treatment.

5. I want to feel that you understand my industry, or better yet, my____________________.

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Notes

Lesson 5The Client’s Unspoken Needs

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Additional Notes

Lesson 5The Client’s Unspoken Needs

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Growing Your Client Base Proactively

Do You Want to Grow Your Business:

Geographically (horizontal selling):________________________________________________________________________________________________________________________________________________________

By Industry (vertical selling):_____________________________________________________________________________________________________________________________________________________________

By Program Specialty:____________________________________________________________________________________________________________________________________________________________________________

By Product Specialty:___________________________________________________________________________________________________________________________________________________________________________

Some Combination Thereof:______________________________________________________________________________________________________________________________________________________________________

Which Industries Would You Like to Target?

Lesson 6Targeting Industries That Spend Money

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Notes

Education

Manufacturing

Financial Institutions

Clubs/Civic Organizations

Professional Services

Telecommunications

Non-Profit Organizations

Computers/Software

Construction

Automotive

Government

Pharmaceutical/Chemical Mfg.

Insurance

Media

Real Estate

Entertainment/Sporting Events

Hospitality

Utilities

Restaurants/Bars

Freight Delivery

Petroleum

Travel

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Lesson 6Targeting Industries That Spend Money

List ten industries in the numbered slots. Under each, list five or six companies in each industry.

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1. _______________ marketing

2. _______________ gifts

3. _______________ promotion

4. _______________ relations

5. _______________ shows

Lesson 7How to Sell What Clients are Interested in Buying

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Notes

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6. _______________ relations

7. _______________ awareness

8. _______________________

9. _______________ raising

10. _______________ stores/catalogs


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Notes

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______________________ programs

Customer _______________ programs

Employee _______________ programs

Client _______________ programs

Revenue _______________ programs

Make _______________ up!


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Notes

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Additional Notes


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1. Increase the number of _________________.

2. Increase the average dollar amount of each ________________.

3. Increase your _____________________ margin.

4. Increase the ___________________ of purchase.

Lesson 8Focusing on the Four Ways to Grow Your Business

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Notes

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The Non-Presentation Presentation:

1. Skip the __________ dump.

2. Determine the client’s most compelling _______________.

3. Ask ______________.

My Best Rapport Building Questions

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Lessons 9 & 10How to Build Rapport with the Right Questions

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Notes

The DiagnosticApproach to Sales

1. _________________

2. _________________

3. _________________

— 28 —

My Best Rapport Building Tools

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Lesson 10Using Predetermined Tools to Establish Your Expertise

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Notes

— 29 —

The Highly Scientific Lead Tracking System thatSaved One Business Owner $60,000 a Year After Just One Week!

SMTWThFS

Newspa

per

Sign

Promoti

onal

Produc

ts

Direct M

ailing

s

____

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_

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____

Lesson 11Tracking Leads to Achieve the Best Marketing Results

Notes

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— 30 —

1. Focus each day on delivering the fifteen criteria most important topromotional products clients. Place particular emphasis on items 1through 5 to counteract price issues.

2. Use the leverage the industry provides to consistently outperformyour competition.

3. Don’t focus on selling products, focus on providing solutions.Event marketing, business gifts, self-promotion, etc. Be an advisor,not a distributor.

4. Build your business proactively. Target the businesses andindustries that are likely to spend the most money with you.

5. Work every day on each of the Four Ways to Grow YourBusiness: more clients, more money, more margin, more often!

6. Always structure your offers from high to low: First quality, thenquantity, then price.

7. Master the “Non-Presentation” Presentation by constantlyfine-tuning and asking rapport-building questions.

8. Use specific, pre-determined, rapport-building tools to establishyour expertise, demonstrate your commitment and clearly define foryour clients what sets you apart.

9. Track your leads, relentlessly and help your clients to do the same.Train them to use promotional products as an integral part of the leadtracking process.

10. Live a little! Structure your business to work for you instead ofthe other way around.

Lesson 11Your Ten Step Action Plan for Getting Started

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Notes

“The significant problems we facecannot be solved at the samelevel of thinking we were at

when we created them.”Albert Einstein

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Additional Notes

DVD 6Your Ten Step Action Plan for Getting Started

— 32 —

Lesson 12What Every Promotional Products Distributor Salesperson Needs to Know

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NotesEight Great Traits of a

Promotional Products Professional

1. Value your ____________ as a professional.

2. Know your _____________ and go into every situationprepared.

3. We cannot prescribe a promotional products _______________before we have taken the time to diagnose the problem.

4. Your product is not mugs and t-shirts. Your product is effective,targeted ___________________.

5. Don’t be afraid to _____________ for the services you provide.

6. It’s better to be a ______________ than a general practitioner.

7. Know your _________________.

8. Overcome intertia. _________ something!

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NotesTop 15 Criteria Most Important

to Promotional Products Clients - (Recap)

15. Company ________________

14. Sales rep’s ______________ knowledge

13. ___________ saving benefit

12. Ease of _______________ the sales rep

11. Ability to supply ______________ work

10. Variety of product ________________ and options

9. Availability of _______________

8. Easy access to product and _____________ info

7. All ________________ clearly explained

6. Competitive ________________

5. Timely _____________ to customer concerns

4. Imprint and graphic _______________

3. ______________ available when needed

2. ______________ order fulfillment

1. Prompt and timely ________________ of orders

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NotesThe ABCs of Promotional Products Sales

It’s been estimated that at least 85% of customer service in our industryis entirely dependent on the _______________ we choose.

Assuming we have the right suppliers in place, our success in promotionalproducts sales will largely boil down to doing three things exceptionallywell. It’s the big three:__________________, __________________and _______________________ ______.

We should think of prospecting as a __________________ process.

Prospecting is not about persuading, it’s about ________________.

Other methods of prospecting:

Put together a targeted, ongoing _________________ program.

Ask for ______________ from everyone you come into contact with.

Another great way to prospect is to put together ______________________________ with other businesses who sell to the samepeople you are trying to reach.

You may arrange to do a ________________ to their customerbase, offering a percentage of the sale, in exchange for the use of theircustomer list.

Better yet, get a _________________ from that company, endorsingyour products and services.

___________________ letters generally get a dramatically betterresponse than unsolicited mailings from you as a complete stranger.

The company referring you can “job you out” as their expert on_________________ programs or special promotions.

Making presentations:

Here’s what prospects are interested in: What’s in it for _________?

Establish a _____________. Determine their ___________. Get insidetheir __________ and find out what it is they really, really ___________,and then figure out how to help them get it.

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If the promotions you recommend don’t at least help to move prospectsand clients closer to the things they want, then why should they do the___________________ at all?

Really effective promotions increase _____________, they increase______________, they motivate key employees to ______________,they change ________________ habits.

By finding out what truly interests your prospects, you’ll find ways to helpthem achieve their ________________.

Try to think in terms of _________________ building tools.

Part of your success system should include a few initial questionsdesigned to set the ___________ for your initial meeting. Questions like:

1. What are the biggest _______________ you face in promoting yourbusiness right now?

2. Where do you need to see _____________________?3. What’s the primary thing you’d like me to help you _____________?4. Tell me about your ___________________…5. What are some of your goals for your ____________________?6. How does your __________________ making process work?

Come up with six to ten _______________ building questions like theseand make sure they are integrated into every initial meeting.

The more interested you are in their business, the more interested they willbe in ______________.

Mention successful ____________________ you’ve done. If you don’thave any yet, then mention a successful promotion you recently____________ or _____________ about.

By providing a little market ___________________, you become morevaluable to your prospect.

It’s impossible for you to talk intelligently about what it is that makes youbetter than your competition if you don’t _____________ yourself!

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To make intelligent, targeted product recommendations, ask:

1. Who is the ______________ user?

2. Where is that person most likely to be when most in need of my_________________ products or services?

3. How can I promote my client’s products and services to that personwhen his or her ______________ is most desperate.

Every good promotion should produce a tangible _________________for the client.

Catalogs and promotional product sources are still, far and away, theleaders when it comes to generating ___________________.

Use catalogs to show, but not to ____________________.

Good selling is accomplished primarily through effective__________________________.

Master the art of __________________________ in print.

Killer sales letters incorporate the same elements as an effective___________________. They probe to determine a need. They workto find out what motivates a person. They entice, inspire and motivate aclient to action.

It’s also a good idea, before you make any recommendation at all, to getan ________________, in advance, with the client. Say something like:

If I’m able to suggest a __________________ that will help you toachieve the results you’re looking for, would you be willing to place anorder with me today?

The toughest objections to overcome are those that remain____________________.

Always try to keep client follow-up ____________________ andinteresting.

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An effective client thank you note should include these points:

1. Thank you for your __________________________.

2. I appreciate the opportunity to help you achieve your ___________.

3. I look forward to ____________________ with you again soon.

Things you can do now, today to put this to work for you:

1. Start valuing your time as a professional.

2. Go into each selling situation prepared.

3. Take the consultative approach with every client interaction.

4. Think in terms of the marketing message that will get printed onthe item.

5. Overcome inertia. Do today all that can be done to move youtoward your goal.

6. Listen often to the Top 15 criteria of what’s most important to clients.These are the keys to customer satisfaction. Internalize them.

7. Run as many people as possible through your prospecting or siftingprocess. Qualify the good and disqualify the bad as quickly as possible.

8. Master the Non-Presentation Presentation. Show interest in yourprospects and help them to get what they want.

9. Follow up intelligently. Put procedures in place to ensure that ithappens like clockwork.

10. Keep learning and growing. If you’re not moving ahead, then you’refalling behind.

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Lesson 15Top Secrets Marketing Minutes

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NotesThe most expensive prospects in the world are those who are__________________ .

Allow yourself to drop one __________________ prospect for everytwo decisive prospects you pick up this year… and drop one low dollar,high __________________ client for every two high dollar, lowmaintenance clients you pick up.

It is usually better to err on the side of __________ _____________contact, rather than not enough.

When you have established a rapport or a working relationship with agood prospect or client, __________ _______________ how oftenthey’d like you to be in touch. If they give you a rough guideline forcontact… say “every 90 days or so”, then abide by their wishes. Butalso keep in mind rule #1.

Never base the frequency of your marketing on the preferences of__________________ .

Mind the ____________ in your promotional products business.

There are two primary gaps that keep us from earning up to our potential.The first are the gaps in what we _____________.

Second are the gaps in what we ________.

What are the biggest gaps that are currently holding you back? Are theygaps in knowledge? Knowing what to do, what to say, how to say it andwho to say it to? Or are the gaps in __________________ what youalready know?

Why not take a few moments to just __________________ the biggestgaps that you need to bridge in your selling career. Then commit to takingjust one small action today, and each day going forward, to begin bridgingthose gaps for yourself and those you care about.

There are two primary types of _______________ applied in sales.One is healthy and productive, the other is not.

__________________ pressure is the kind that is applied by desperatesalespeople to convince someone to buy something that may not be in hisor her best interest.

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Notes_____________________ pressure is completely different. When youare convinced that the promotion you are recommending to a prospect orclient is in his or her best interest, ___________________ pressure isappropriate.

A _____________________ is essentially a series of steps or actionsthat are taken in a certain way, in a specific order, to ensure the bestpossible result.

Proven _____________________ are every bit as valuable to salesprofessionals, as they are to astronauts and pilots.

What is your _____________________ for driving a steady stream ofnew leads to your door? For qualifying those leads? For convertingthose leads into profitable sales? For generating repeat business? Forgenerating referral business? For retaining existing clients? Forreactivating clients who haven’t ordered in awhile? In short, what is yoursuccess procedure?

One of the most tedious (and therefore one of the most often avoided)steps in the selling process is what I refer to as “_________________and _______________________.”

Once we’ve determined that we might like to sell to a particular company,we need to _____________ down the buyer names and______________ the contact information.

We need a specific _______________ before we can take aim and fire.

Like it or not, we still sell to people. And that means doing the necessary____________, to find out the appropriate contacts in each organization.

We all spend a lot of time with our clients, so to some extent, the qualityof our client base ____________________ the quality of our lives.

First, print out a list of all your __________________ in order of whospent the most money with you.

Second, divide the list into three ___________________: your top,middle and bottom accounts.

Third, determine which of your ___________________ accounts aremore trouble than they’re worth and drastically cut back on the amount oftime you currently spend with them.

— 40 —

Fourth, use some of the time you save to nurture and grow the______________ accounts.

Fifth, use the rest of the time you save to further nurture, service and growyour ______________ accounts.

In promotional products sales, we have no direct control over the actionsof our ________________ or freight carriers. And while we can’tcontrol issues related to the weather or customs clearances or UPS,FedEx or post office delivery, we CAN control the way we________________ that information to our clients.

It’s a fact of life that we can’t always save every _______________.But with proper communication, we can usually impress our clientsenough to save the ______________ and earn a shot at future business.

There’s a huge difference between understanding how something is doneand actually doing it _______________________.

Where are you playing? Major leagues? Minor leagues? Little league?And how do your _______________ match up with the clients you’vechosen to approach?

Determine which league you’re in, which league you’d like to be in, andone __________________ you can take now to advance.

There is a tremendous difference between competence and_______________.

Earning the real money in this industry requires __________________ ofthe fundamentals.

Are you earning what you truly feel you’re worth? If not, what do youneed to __________________ in order to have your income match yourearning potential?

Mastery requires pushing ourselves beyond the boundaries of____________________. It means putting forth extra effort: learning,practicing and solving problems.

Many _________________ performers convince themselves that theyknow everything there is to know and that they’re doing all they can do tohelp clients and to make the most money. But there is an enormousdifference between _______________________ and mastery.


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Every year, regardless of the economy, some companies grow, and othersdon’t. Year after year, those who are doing well generally creditexpanded ________________ efforts, successful ______________they’ve done, or some other factor directly related to the specific, positive___________________ they’ve taken.

Those whose sales have decreased, generally blame the____________________, the __________________ or some otherfactor completely outside of their ______________________.

As professionals, it’s important for us to take _______________ of ourresults, and remember that we are responsible for our own success.

Believe it or not, it is very likely that you can handle quite a bit more________________ than you currently have now.

Inadequate performance is ___________________. When we don’tknow where we’re going, it takes ten times longer to get there. When wetake inefficient or ineffective action, we lose the _________________ totake the right action. When we have no clear __________________,we take unnecessary detours that waste our time and energy. But whenwe’re performing at peak ___________________, we can handle a lotmore... and we can do it much more easily.

What is often unexpected, and as a result appreciated, is our ability toconsistently create promotions that ____________________.

The vast majority of clients shouldn’t, and very likely don’t, know how tocreate effective ___________________ as well as you do. When theyrealize that you know how to create promotions that work, it makes youmuch more valuable to them.

We all know that we need to maintain control of our _______________process and that whoever is asking the questions controls theconversation.

Ignoring or disregarding our client’s questions is not the appropriate____________________. In nearly every situation, we’re better offproviding at least a _______________ response before attempting toredirect the conversation with our own questions.

Relationship marketing is about ________________. So shoot straight.Answer your client’s questions to the best of your ability, then get rightback to gathering the information you need to service them properly.


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Your job is to “Find the ___________________.”

Not all _______________ are created equal, so you need to qualify thegood and disqualify the bad as quickly as possible.

There are lots of ways to reach a buyer, so if one method fails, it is yourchallenge and _______________________ to find another.

Building your business proactively means first deciding exactly which largeviable accounts you plan to __________________.

The ____________________ go into your contact management systemfor follow up at the appropriate time, while the ____________________are eliminated from your list.

Repeat the exercise as often as necessary to add more ______________to your pipeline.

Three Quick Tips for Improving Results:

1. Begin implementing a few __________________ to cold-calling.

2. _________________ your presentation.

3. __________________ your follow-up procedures so you will be infront of your most important prospects and clients as often as necessary.

When we are able to _______________ things we’re not great at, topeople who are great at those things, we can focus our time on continuingto develop on our own core strengths.

What are your core strengths? Whatever they are, focus on doing themas well and often as possible and try to __________________ the rest.

If the promotion we’re recommending to a client is a good one... then wedo our clients a disservice if we fail to really ______________ and yes,push them to take action.

If the promotion doesn’t make sense for a client, then we shouldn’trecommend it to them in the first place. But in either event, there is rarelyany benefit to the client in putting off a ________________. That’s why,every now and then, it’s a good idea to push a little harder and do what isnecessary to help nudge ____________________ clients off the fence.


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It’s still the things we don’t ________________ that hurt us.

In sales, our biggest problems come from ______________________.

The only people who consistently do well in this industry are those whoremain open to ____________________.

What’s the biggest ____________________ in your sales process?

Take just a few moments to determine where you need the most help inyour business right now and ________________ to someone about it.

When clients say nice things, ask if it’s okay to _______________ them.

Setup an answering machine or voicemail box specifically for__________________.

The law of social proof in psychology says that people who are unsure ofwhat action to take, look to the actions of _________________ others.If a prospect is unsure about using you for an upcoming promotion, showthem how many other people, similar to themselves, have chosen you andbeen happy with their decision.

If you take a moment to think back on your sales experiences, it’s likelythat fear of rejection has cost you a lot more in sales and profits than_______________ rejection.

Client contact is rarely as bad as the _______________ associated withnon-contact.

As professionals in the promotional products industry, it makes sense forus to operate from a pre-flight ___________________ as well.

Each promotional professional should have a list of critical________________ to ask each client.

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Getting Started JournalNotes from My First 30 Days of Implementation

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Getting Started: How to Launch a Wildly Successful Career in Promotional Products Sales

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Appendix A

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Notes

Industry Price CodesThe ABC Method and the PQR Method

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Wearables

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Primary/Preferred SuppliersSelect Two or Three Suppliers for Each of these Top Product Categories

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Desk/office/business accessories

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Recognition awards, trophies & jewelry

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Clocks and watches

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Buttons, ribbons and badges

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Getting StartedHow to Launch a Wildly Successful Career in Promotional Products Sales

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Additional notes:

Documents

—2— · 2013. 7. 23. · • VECTOR GRAPHIC FILE is a method of image generation using a ... Adobe InDesign (formerly Pagemaker) or Quark Express are great for laying out ads,