How To Sell Solutions:
Expert Talking Points for 2024
It’s time to elevate your sales skills. Learn how to educate clients on why you’re the distributor they should work with and how you can ensure the exact products, pricing and promise dates they’re after – all by working with the right supplier.
Talking Point #1: Sustainability
Offer Earth-friendly options to appeal to eco-conscious customers.
The demand for sustainable solutions in the promo space shows it's here to stay. If you want to maximize your sales success this year, it’s important you come to your client meetings prepared to explain how the products and services you’re recommending make an eco-friendly impact on our planet.
While this can be especially challenging when selling textile products, such as event essentials like tents, table covers and flags, there are suppliers who have made steps already to reduce their carbon footprint and increase their recycling prowess. For example, Ameramark managed to reduce their waste by 9% on fabrics by reviewing and adjusting multiple areas of their production process – but they didn’t stop there. This supplier also launched an internal program to encourage employees to share ideas on how to create new recycled products using the leftover materials they have (think: fabric remaining from misprints, color-matching issues, etc.). Now, Ameramark is proud to offer over 20 different products made from repurposed fabrics – items your eco-minded clients will be ecstatic to invest in over standard options.
Did You Know?
46% of consumers would feel more favorable about the advertiser who gave them a promo product if it was environmentally friendly, per the 2023 Ad Impressions Study.
Talking Point #2: Project Goals
Prepare product ideas for every desired outcome.
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While branding is, of course, an aspect of every client’s promo needs, the way they plan to measure success is going to vary wildly from project to project. For example, some clients will prioritize unique, eye-catching products that attract attention and help them stand out from competitors. Others may prioritize a large imprint area that gives them plenty of room to display company branding and product and service information. Talk to your clients and ask them “What are your current pain points?” or “What considerations are most important to you?” to identify which items make the most sense for their specific desires.
Make sure you work with a supplier who carries a wide variety of products, so no matter what your clients are looking to accomplish, you have solutions that speak to their needs. A great example of this is Ameramark, which offers everything from cost-effective table covers to larger-than-life tents to unique and unexpected items like pillows or director chairs, making it simple to accomplish any advertising requirement.
Ameramark: Products for Every Project
No matter what your clients’ branding goals are, Ameramark can make it happen with their vast assortment of branded event essentials.
Ad Towers
Airflate Dancers
Banners
Bin Covers
Cold Air Inflatables
Director Chairs
Display A-Frames
Flags
Floor Decals
Helium Inflatables
Hoodies
Pillows
Pillow Blankets
Table Covers
Tents
Umbrellas
Talking Point #3: Pricing
Provide low costs, not low quality.
With inflation still causing price increases across the promo landscape and beyond, many clients will come to you looking for affordable branding solutions this year. This is where it pays (literally!) to do your research into which suppliers have resisted the push to increase costs so you can keep prices down for your clients as well.
Just take a look at Ameramark, for example, who is still proud to offer their customers the same affordable pricing since 2017, with some mainstay products even available at lower costs than before. You heard that right: pre-pandemic pricing is still available to you and your clients!
Talking Point #4: Deadlines
Ensure efficiency for fast turnarounds.
Rush orders and last-minute requests happen, so it’s important you have suppliers already in mind that you know can accommodate these priority orders. Every day counts when clients need products ASAP, so you don’t want to waste crucial time doing your research after already promising you can fulfill the order.
Come prepared by partnering with Ameramark, who is here to help with any “need it now” projects as they arise. This supplier is constantly increasing their efficiency. After opening their new facility in Ensenada, Mexico, they’ve been able to triple their production area and reduce production time by 15%, with turnaround times of just 2 days available for a majority of their products. On the decoration side, Ameramark has quadrupled their printing capacity to turn around branded projects faster than ever. Best of all? For truly time-crunched projects, Ameramark can send out partial shipments of orders as soon as products are ready, rather than waiting for the entire order to be complete – getting product in your clients’ hands at the soonest possible moment.
Talking Point #5: Reliability
Eliminate risk by sourcing from trusted suppliers.
Distributors like you only have so much control over your clients’ orders. While you can compile all the information needed as accurately as possible and send it over to your supplier ASAP, it’s ultimately in the supplier’s hands after that point. Should products arrive late or not meet the quality standards your clients were expecting, it’s unfortunately your name – and future business – on the line.
Get greater peace of mind for both you and your clients by ordering from a supplier you know you can trust. Eliminate risk by working with Ameramark, who is proud to be celebrating their 20th anniversary this year. Since 2004, Ameramark has upheld their commitment to deliver high-quality products and always honor their promised ship dates – hence their slogan, “On time, all the time”. This supplier truly sees their distributors as partners and your projects as their own, so they’ll do everything within their power to make sure it’s done right, no matter the cost.