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By Amanda Smith
As a promo products distributor, it’s important to master the art of selling at various price points so you can close as much business as possible, as well as meet the needs of customers. Whether you cater to budget-conscious consumers or high-end clients, understanding how to effectively sell products from basic to premium categories is directly tied to your success. Let’s take a look at what you need to know to sell products at every price level, ensuring you meet the diverse needs of your clients and boost your bottom line.
During your sales calls, make sure to find out what your customer wants to achieve with promotional products. A bank providing pens for customers in a brick-and-mortar location is very different than a technology company giving travel bags for sales incentive trips. Ask questions to find out who the end-users will be, how they will use the promo and what their relationship is with the end-buyer. The answers to these questions may direct you to lower or higher price points.
Next, you need to find out what type of budget you’re working with. You can then consult your customer on what promo products would be a fit for their goals and their budget. If their goals are not realistic with their budget, address that immediately and recommend how they can get the most out of their budget. Ways to save include opting for certain materials, decoration techniques and customization choices.
It’s also important to keep in mind that promo can still have a big impact at a low price point. Keychains, pens and magnets are often low-budget items but popular with end-users and great for brand exposure. If the promotion is successful, your end-buyer may bring more business your way in the future, so don’t be afraid to work with smaller budgets.
Not sure which products to recommend at different price points? We’ll give you some examples in popular categories. You can take any product and pitch low, medium and high options.
A great way to present multiple solutions is to reach out to a supplier partner. Explain what budget you’re working with and ask them for help. Suppliers know their products inside and out and might be able to quickly recommend low, medium and high options for your client without you having to do a ton of product research.
ESP+ is a powerful tool you can use to source 1.2+ million promotional products from 3,000+ suppliers. In addition to the fact that you can find any product, you can also use it to filter for specific price points. For instance, you can perform a search with a budget range and ESP+ will return a list of suitable products, which can be further customized in terms of color, logo placement and material to meet specific client needs. This is a huge time saver and will give you solutions in seconds that you can present to your customers. Drop the products into an interactive Presentation you share with your client, and they can provide immediate feedback (like, dislike, quote). It’s never been easier to present products within your client’s budget.
Regardless of a client’s budget, you still need to close the deal. Here are tips to get you there at each step as it relates to price.
As we mentioned earlier, remember that even a simple, cost-effective promo can have a large impact on brand recognition. If your client wants to target a large audience, low-cost items are the way to go. Some categories with lots of low-cost products include pens, keychains, magnets, lanyards, stickers, candy, mints, USBs, fans, mouse pads, stress balls and pins.
Remind the client that even though an item may be low cost, it’s important the item is durable enough that it can be reused. The more times it’s used, the more impressions it will collect. Sacrificing too much on quality and giving away a product that’s seen as cheap, breaks or doesn’t work will create a negative brand association – the opposite of what they’re going for.
Products that fit in the medium-cost category will provide added value. The materials are usually of better quality, and the size of the product is usually larger than a low-cost item. Think of bags, drinkware, notebooks, earbuds, chargers, umbrellas, T-shirts and calendars. Of course, all low-cost items also have medium-cost options with more bells and whistles too!
Choosing a medium-cost option will be very reliable. The product will last, be useful and make the recipient feel appreciated.
When you’re presenting a high-cost promo, point out that it’s exclusive and will provide enhanced brand perception. In fact, it’s no question that if a brand has high-end products themselves, they need high-end promotional products. These companies also are looking for the wow factor that comes with these items. Some examples include electronics, jewelry, watches, luggage, awards, food and beverage gift sets, and brand-named accessories. Low- and medium-priced promos may also have exclusive high-end options too.
Businesses that opt for high-end promos want to impress their recipients and leave a lasting impression.
Offering a range of products tailored to various price points is crucial for meeting diverse client needs and maximizing business opportunities. By leveraging tools like ASI’s ESP+, you can efficiently source and customize products that fulfill your clients’ needs.