The new RVO lip balm ball from Leashables by OraLabs is increasing in popularity due to its eye-catching design and versatility.
The brightly colored lip balm orbs are being used by just about everyone from spas to lawyers. In a case study featured in Advantages Magazine, Sara Stafford of Arthouse Inc. talked about a client using the blue razberry RVO for an event in their suite at a Cardinals baseball game. “They had them displayed in a bowl in their suite and encouraged the women to take one at the end of the game.” says Stafford, “My client even had some male attorneys request some for their clients after they heard the buzz about what was used at the game.”
This is just one of the many ways RVO lip balm is being used successfully as a promotional product.
Stafford said it well “It’s small, compact and works well for any age group. They are also great for golf events, table giveaways, tradeshows, and more.”
Because we love statistics and cool charts, we decided it would be fun to put together and infographic about the promotional products industry. “An info-what?” you ask – “An infographic!“, we reply.
In the event that this is a new form of media to you; allow us to explain:
Information graphics or infographics are graphic visual representations of information, data or knowledge. These graphics present complex information quickly and clearly, such as in signs, maps, journalism, technical writing, and education.
We took the best information we could find from PPAI and ASI, and put those little tid-bits into colorful, fun little graphs and charts for you consumption. We hope you’ll take a moment and peruse this offering and if you like it or find it useful, feel free to redistribute or use for your own marketing efforts.
We really enjoyed doing this and are hoping to do more very soon. Got any great ideas for our next infographic? Drop us a line here on our blog, follow us on twitter or message us on facebook – we’d love to hear from you!
The first Presidential candidate bid by President Obama reminds us that it’s that time again-campaigns are gearing-up for the 2012 elections. So as we dust-off our handheld American flags and put on our campaign buttons, we should be pursuing and offering a wide-range of products to help local and national campaigns get the message out. So, let’s see what the campaigns are focusing on both locally and nationwide when they are strategizing.
Demographic is probably the biggest determining factor in a campaign-big or small. Get well acquainted with the campaigns demographic they are trying to reach. A great way to do this is by going to the 2010 Census Bureau website and look at national trends as well as specific trends for that area. This will help you make informed recommendations and show the client what a valuable asset you are by already having some background knowledge of who they are reaching-out to.
Get to know the campaign. What kind of message do they want to send? Or more importantly, what type of reaction do they want to evoke? The promotional product should match the message that is printed on it. For example: if the candidates big platform is on healthcare reform and they want to evoke the idea of socialized healthcare as the community coming together to take care of each other, give-out travel first aid kits that say “Because healthcare is a community effort. Vote for…”
Be proactive! Campaign teams have a lot to do and are very high paced. Getting your foot in the door is a big accomplishment, but you need to be organized and very quick. Put together a quick presentation with three options and why each of them would work with the campaign’s message as well as cost and any limitations. This way, it can easily be passed around and they have all of the information they need to make a decision and can compare their choices side-by-side.
By being informed, prepared, and proactive, you can give yourself a much better chance at getting the campaign the best promotional product for their PR initiatives. Don’t forget to check-out www.leashables.com and contact us to partner with you to get the ball rolling with your campaign customers!
The answer is yes, of course-but how much? According to the Wall Street Journal, multinational companies have halted some operations in Egypt due to the rvolt today and Egypt’s ports are closed; but the Suez Canal (a critical trade link between Europe & Asia) is still open to shipping traffic. If this canal were to close, it would have a greater effect on the international trade market, as ships would have to travel around the African peninsula.
As an international distributor of lip balm and other personal care products, our parent company, OraLabs, Inc., has customers all around the world, so we are very much aware of international news and how it affects American businesses. We sell lip balm, and breath care to over 50 countries worldwide and our international sales rep, Daniel Casini, says, “We have not heard back from one of our customers in Egypt. I don’t know if he has had to flee the country or if he has just had to halt business for a little while.”
When asked about how the conflict could affect US business with Egypt in the long term, Casini said “A change of government or ministry is not likely to affect our business with Egypt, unless a radical religious group comes into power, which in turn could affect business opportunities for US companies: much like what has happened in Iraq.”
According to Global Advertising Specialties’ 2010 Impressions Study, the answer is yes, promotional products are the most cost effective way to advertise. This survey interviewed 406 participants from New York, Chicago, Los Angeles, Philadelphia, London, Sydney, Toronto and Montreal metro areas about promotional products they had received on behalf of Advertising Specialty Institute (ASI).
Some interesting findings:
-The average cost per impression of a promotional product is at $0.005
-41% in the US said their opinion of the advertiser on a promotional product was more favorable
-Nearly two-thirds of respondents said if they received a promotional product that they did not want to keep, they passed it-on to someone else.
Visit theLeashables website to purchase some of the best quality promotional products available. To find-out more about the survey, go to the article on the ASI website
When you think about promotional products, what are the first things you think about? Maybe the pens you get from your bank, the t-shirt from the last charity event you participated in, or that coffee mug you got at your office Christmas party. So where do personal care products come in? Specifically, lip balm.
As the largest private label lip balm manufacturer in the country, Leashables knows a lot about lip balm and how it fits in the world of promotional products. Lip balm is inexpensive, can fit any demographic, it’s portable, useful, and has a high impression rate potential.
With lip balms available for under a dollar, the cost per impression is extremely low. Every time your client uses that lip balm, they see your logo-and the great thing is that it goes with them wherever they go, so they can see your brand everywhere they bring their lip balm. Don’t forget, it’s useful. Everyone needs lip balm-kids, teens, adults, and seniors alike and they all will use it.
Leashables by OraLabs is offering a 3 percent discount to all of their customers on all of their online orders. This is a huge incentive for their customers to utilize their user friendly online ordering system on their website, Leashables.com. Leashables Web Developer, Danny Chrastil, says “We want to encourage our customers to order online and see just how easy and simple it is.”
To help their customers get their 3 percent discount, they have launched an online tutorial on how to order. This tutorial takes its viewers step-by step through the process with a recording of someone placing an actual order online. They will also be holding several webinars in the beginning of October for a live demonstration and question and answer segment.
Courtney Jordan, Leashables Marketing, stated, “The promotional products industry is becoming more advanced in technology. This is our way of helping our customers keep up and save them some money along the way.” To see how you can save 3 percent on your order with Leashables, visit their website at www.leashables.com.
Our best selling promotional products are dressed to the nines for Halloween and our “Spooktacular Sale”! For all of September and October, we are offering our top-selling lip balm, hand sanitizer, breath care, and sun care products at the lowest prices of the year. Click on the link above to view our pricing-it’s so low, it’s spooktacular!
Probably one of the most often used closes, but classics are just that for a reason. This is the kind of attitude that all good salespeople have in common.
Technique
Act as if the other person has made the decision already.
Turn the focus of the conversation towards the next level of questions, such as how many they want, when they want it delivered, what size they need, and so on.
Examples
When shall we deliver it to you?
What will your friends say when they see it?
Will 20 cases be enough?
Where will you put it?
How it works
The Assumptive Close works by the Assumption principle, where acting confidently as if something is true makes it difficult for the other person to deny this. For them to say you are wrong would be to cast themselves as an antisocial naysayer.
Note: This is one of the most common closes used. Many other closes, such as the Alternative Close are variants of the Assumptive Close.
In the ‘Artisan Close’, the sales person emphasizes the art, skill and ability that has gone into the creation of the product or service that is being sold.
Examples
This Kitchen Mixer has been designed by skilled engineers and designers who have literally thousands of hours of study behind them.
It may seem like a simple adjustment, but it took three years of training to know how to make the right adjustment.
How it works
When we are going to buy something, we evaluate it in terms of the work that went into it. If we think it was easy to make, then we value it less. Often we do not realize the effort and skill required to produce something and hence think it is worth very little.
Selling with the Artisan Close adds perceived value simply by describing the skill of those who made the item and the time spent in producing it.
There is a similar and slightly different effect in service, where the perceived value can be enhanced by explaining the training and skill of those who will be delivering the service.
Close out any objections they have about price by making sure they can afford it.
Find how much they can afford. Then show that you have a finance plan that fits their capability to pay.
Bring in other factors to reframe the real price, such as lifetime costs.
Show the price of not buying – for example the cost of continued ownership of the current car.
Strip down what is being sold to the bare minimum. Remove all the options (and maybe sell them as separate items).
Sell them something else they can afford.
Last option: bring your price down to what they are prepared to pay.
And always remember the caveat: do not close people into debt they will not be able to repay.
Examples
How much per month can you afford…yes, we can make a deal for that…
The initial costs seems high, but by the end of the year you will have recouped the costs.
The basic model will fit into your price range.
The maintenance costs on this are very low.
The cost per page of this printer is the lowest in class.
If we can bring the price down to what you say, will you buy today?
How it works
The Affordable Close works by structuring the finance of the deal to fit into the other person’s ability to pay.
‘I can’t afford it’ is often more of an excuse than a real objection. If they really do not want to buy, you will find that they will immediately jump onto another objection.
One of the nice things about selling promotional products is that many of your customers may be small businesses; that could mean that you end up selling to a “couple” or business partners on a number of occasions. This presents a great closing opportunity: The Companion close. By creating an ally on the other side of the table you double your chances of getting to “Yes” and closing the deal.
Technique
Rather than sell directly to the person you are targeting, sell to a person they are with.
This can be a husband, wife, child, friend, grandparent, etc.
Start by being friendly with them (the target person won’t mind this) then gradually increase the selling to them.
Cast them as an authority (particularly as they buy into your idea).
When they are making approving noises or say they would like one, start selling to the real target of the sale.
Rope in the companion as a sales assistant.
If you are lucky, you might make two sales!
Examples
Hello young man, that’s a nice hat! Do you like shoes too?…Do you like these?
Good day sir, madam…You seem to like this too, madam…Which shade is best?…
How it works
The Companion Close works because the companion to whom you are selling the idea does not have to make a financial or other commitment and so will be more ready to agree with you.
When the real target of the sale sees that the other person has agreed, they are more likely to also agree, in order to maintain consistency with their thoughts of their companion being intelligent and to maintain harmony in their relationship with them.
Use a happy customer to convince the other person.
Show them letters from happy customers. Have the letters on the wall.
If you are using the name of the happy customer, make sure they agree to you doing this. Otherwise you will have to use an anonymous reference, such as ‘satisfied customer from Birmingham’ or ‘major airline’.
Persuade happy customers act as references, that the other person can either call up or they can visit. Reward the happy customer with appropriate thanks, which may range from a simple letter to a small present to a discount. Be very careful here to ensure the customer feels valued and does not feel they are being bribed.
Examples
I regularly receive letters from happy customers. Here are a few.
XYZ Corporation are regular customers.
We have several customers who are happy to act as reference sites for us. Would you like me to arrange a visit for you?
How it works
The Testimonial Close works by providing evidence from a credible source. If they do not trust you, they are much more likely to trust someone who is similar to them.
From time to time in the course of making a sale, you come across an objection that the product you’re offering is not what the client is looking for. When this happens you need to change course quickly and adapt to what they want to buy, from what you want to sell.
Technique
The alternative close works by offering more than one clearly defined alternative to the customer.
The number of alternative should be very few – two or three is often quite adequate. If you offer too many alternatives, the customer will then be faced with a more complex problem of how they choose between the many alternatives offered.
Note that this technique works well in many different situations where you are seeking agreement, and not just selling products.
An extra technique that can be effective is to add a slight nod when offering the preferred choice. This can be accompanied by subtle verbal emphasis on the words.
Examples
Would you prefer the red one or the yellow one?
Would you like one packet or two?
Which of these three instruments seems best for you?
Shall we meet next week or the week after?
How it works
The Alternative Close is a variant on the broader-based Assumptive Close and works primarily through the assumption principle, where you act as if the customer has already decided to buy, and the only question left is which of a limited number of options they should choose.
Wanted an attention grabbing promotion that directly tied into the experience of the new tobasco sauce. They wanted to create a buzz and experience people will not forget even after they leave the fair.
Product Solution:
Cinnamint breath spray.
Results:
People loved the “hotness” of the spicy spray and thought it was pretty cool instead of just sampling tobasco sauce, even though that was important as well. It created a buzz the client wanted.
As part of our ongoing series of sales case studies; today we present:
Industry:
Energy Industry
End Buyer:
CHEVRON, Refineries
Goal of the event/promotion:
Promote Safety and Wellness
Type of event/promotion:
On-going promotion within organization
Strategy:
Wanted a practical product that directly tied into safety & wellness program. The product must be used and seen as an important part of Chevron’s initiative to protect their employees on a regular basis.
Product Solution:
Lip balm with SPF, hand sanitizer, sunscreen lotions
and travel kits.
Results:
Chevron’s safety groups especially like the sanitizer – they have reported that regular use has lowered sickness and employee sick days.
That is good for several reasons: it keeps their production lines running
smoothly, reduces accidents and errors and improves moral/productivity.
Finding the right closing technique can be difficult; sizing up your opponent (read client) in the war of words that is sales can give you an advantage over getting past objections and getting to Yes. Lead them down the path the you want and eventually it will become their path.
The difficulty of tactical maneuvering consists in turning the devious into the direct, and misfortune into gain. – Sun Tzu
Technique
If you want a person to take a particular option, do not mention it directly, but show how all other options are not feasible or undesirable.
Then let them choose the option themselves.
Examples
Sorry, we’re out of that one…Oh that one is really expensive…And that one has got really bad reviews and I wouldn’t recommend it…
How it works
Sun Tzu, the famous Chinese General who wrote the classic text about winning wars without fighting, said ‘Build your enemies a golden bridge’. By this he meant that you corner them, and then rather than fighting (whence they, having nothing to lose, would fight to the death), you back off a little and let them leave with dignity – just in the direction that you want them to go.
The Golden Bridge Close thus works by closing off all options except the one you want.
One of the most important stages of selling is closing the deal, which is the actions taken by the sales person to gain agreement to the sale. There are many closing techniques in sales, which are prescribed actions that sales people take to persuade the customer to make the necessary commitment.
Technique
Offer them something attractive, then retract the offer, taking it away.
Then make them work to get it back. You might find they’re desperate enough to pay full price.
Examples
Here’s what you were looking for. Oh, hang on, it’s already been reserved for someone else. … Well, if you want to pay cash now, maybe I could order a replacement in time for the other customer.
Ladies and gentlemen, would you pay 20 for this potato peeler? Of course you would and many have, but I’m not going to let you have it. Not yet. Now I’m going to add this utility knife and this apple corer, both worth 15 each and only ask 25 for the whole lot. Now I’ve only a few left, who’s going to take them? Thank you madam! Yes sir, one’s for you…
How it works
When a person sees something desirable, they start to psychologically close on it. Even paying attention creates a weak sense of ownership. When you take the product away, you affect the person’s need for a sense of control with the result that they will likely fight back, figuratively trying to take back what is ‘theirs’.
The scarcity principle says that people want what is scarce, and the more scarce it is, the more they want it.
If you find yourself in a long winded pitch, it may be necessary to summarize your bullet points to your client. Try the 1-2-3 close to remind them in nice short terms why they should buy from you now.
Technique
Summarize in sets of three items. We will give you this, that and the other.
This may be features of the product, benefits or add-on sweetener items.
There are two ways to do this: they may either be closely related (to reinforce a single point) or may be quite separate (to gain greater coverage).
Most customers want products that are free, perfect and available now. This is the classic business measurement trilogy of cost, quality and time.
Examples
This product is cheaper, faster and more reliable than the competition.
The houses here are better-looking, better-built and better-equipped than those on the other development.
If you buy today, we will give you insurance, tax and a full tank of fuel.
How it works
The 1-2-3 Close works through the principle of triples, a curious pattern where three things given together act as a coherent set of three hammer-blows that give a compelling message.
In case you haven’t heard (and I hadn’t until just this morning), ‘Sex and the City’s‘ Carrie Bradshaw is no longer a loyal Mac user. That’s right, she made one of the toughest switches known to man, she changed operating systems!
From 1998 to 2004, 94 episodes in all, Ms. Bradshaw, arguably the most famous single women in the history of history was fiercely loyal to her MacBook.
As evidenced by her new commercial for HP she is not only no longer a Mac user, but she is already ecstatic with her new Windows machine. It’s almost like watching her break-up with a long-time boyfriend; not only will she get a new man quickly, but he will be so over-the-top wonderful that she will shout it to the rooftops. All in the effort to show how ‘happy’ she is now (making sure the ex hears it, of course).
How can you retain loyalty among your followers?
Now that you are the proud owner of this useless knowledge, the question is ‘what can you do with it?’
Well, you can start by taking an inventory of your customer base and examining who your best customers are. The tendency will be to look at those big ticket clients; what we want to examine is the “Longtail” of your customer list. Which customers have been quietly faithful to you? The customer that consistently places their orders is your tortoise in this race. That unassuming client is the one I want you to focus on.
Let’s go back to the boyfriend/girlfriend scenario – make a surprise call to at least three of your smaller, but loyal, customers today. Just a simple “Hello, thank you for your business.” No selling! Resist the temptation to engage them in your most recent promotion. Just be thoughtful and appreciative, keep it simple and let your gratitude be the only reason for your call. There is a very good chance that your competition is not taking the time after orders or between orders to say kind things.
Why am I focusing on my smaller clients?
The chances are good that you already show a great amount of ‘love’ to your big customers, if you aren’t then you better start. The reason we need to take an inventory of those customers that are below the fold is that you may not realize when they shift their loyalty to your competition. If you ignore enough of them and fail to notice their departure, eventually they’ll all be gone.
Your customers and your bottom-line will thank you. The last thing you want to see is your customer out one night with your competitor.
Take these steps to be a better supplier/distributor:
Take an inventory of your customers, look at loyalty over dollar amount
Call at least three of them today, repeat tomorrow with three more
Have you ever wondered how you could create that need and be ready to fill it for your customers? The “empty-offer” close takes care of that, make the need apparent by illustrating that without your product they are unable to respond to a completely different need.
Technique
Make them a very kind offer that they cannot take up.
Offer to do something using a thing you have for sale, and which they might feasibly have but probably do not have.
Then sell them that thing. If they do have one, of course you must complete your offer with good grace – it will still help build social capital for you.
Examples
Shall I fit your spare wipers? … Oh, you have none. Well fortunately, we have some in stock…
Would you like to come to the race day … Oh of course, you’re busy.
Will you need help setting up the computer? … Oh yes, of course, your IT people will do that.
How it works
Although the Empty-offer Close does not require that you to giving them something, the rules of exchange means that they still feel that they owe you something in return for your generous offer.
Getting to “Yes” can’t always be about dropping your price. From time to time, you need to remind your customers that they “get what they pay for….” Take the price objection as an opportunity to remind your clients that your quality makes the lowest price difficult to achieve, but the value built into your price far exceeds the competition.
Technique
Emphasize quality over other factors, particularly price.
Talk about how other people will be impressed by the quality of the product.
Talk about how quality products last longer, wear less, require less maintenance, etc.
‘Sell on Quality, not on Price’
Examples
For a one-off payment you get non-stop quality.
The quality of this shows really who you are.
This will last for ever.
Once you try this, you will never want another brand.
This product is far more reliable.
How it works
The Quality Close works by appealing either to the other person’s vanity or to their sense of longer-term value. For vanity, you are associating their identity with ‘quality’. For value, you are reframing price across time.
Sometimes all it takes to get to “yes” are options. By carefully crafting your pitch, you can present different options to your client with your target sale in the middle, being the most attractive one. When the sale is presented as a matter of “which of these three is best for you?” you’ve already placed your customer in a “Yes” posture.
Technique
Make the other person three offers.
First offer them something sumptuous and expensive that is beyond their budget. Not so far beyond them that they would not consider it. Ideally, it is something they would look at wistfully but just couldn’t justify (if they do, it is your lucky day!).
Secondly, offer them a solid good deal that is within their price bracket. It may not have all that they wanted, but it is clearly good value for them.
Finally, offer a severely cut-down deal in which very little of what they want is included.
They should, of course, go for the middle option.
Examples
Well I can do you a full kitchen system with Neff units, brass tops and hand-cut ebony edging. It’s a bit pricey but is amazing quality.
A really good option is with Bosch units, hardwood tops and matching edging. This is remarkably good value.
If you are on a very tight budget, we do have some basic units, a nice laminate finish and matching surrounds.
How it works
The Bracket Close works by contrasting the preferred option both upwards and downwards.
Rejecting the higher option lets the other person feel good about not spending too much. By comparison, the option they choose seems quite prudent and they may even feel they have saved some money.
Rejecting the lower option lets them feel they are not a cheapskate and can afford something of value.
We’re adding a new series to our blog posts: Case Studies for Sales. Personal care promotional products can be a tough pitch, we want to make it easy. Follow our series on real case studies, pitches that work, and new ideas to get your sales team revved up.
