The Step-by-Step Guide to Selling Custom Products
The sales process for custom products is more similar than you think to the stock products you’re used to. By making small adjustments and noticing upsell opportunities, you can walk away with healthier profit margins and your clients will receive more impactful products — just follow these simple steps to make it happen.
Step 1: Discuss the basic project details.
First things first, talk with your client to understand their promotional project and what they hope to accomplish with it. Make sure to touch on each of the main points below to get the full scope of their advertising initiative and ensure custom promos will make a good fit.
- Budget: How much spend is allocated? Is this flexible?
- Event: How and when will promos be given away?
- Quantity: What is the expected amount of product needed?
- Outcome: How will success be measured? What is the desired goal?
- Timeline: How much time is available to get products ready?
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Step 2: Identify limitations with stock products.
Now that you’ve covered the basics, ask your client about any anticipated challenges. This is a great opportunity to pivot the conversation towards custom products, should customized solutions speak to any of these obstacles, such as the common situations below.
Click to scroll through common client obstacles.
Tap to scroll through common client obstacles.
Must maximize ad spend.
Custom products deliver greater impact and return on investment than most stock options.
Need to stand out from competitors.
Custom products are one-of-a-kind and have less competition as they can’t be replicated by other companies.
Struggling to raise brand awareness.
Create custom products in the shape of mascots or logos.
Want to ensure a positive recipient experience.
Customization allows for specific product details that appeal to a target demographic.
Step 3: Present creative custom product upgrades.
Ask your clients if they have any products in mind for their promotion. Then, educate them on all the custom upgrades they can take advantage of that stock products don’t allow, such as the popular product categories and custom features below. These are just a few examples of the categories customization can take to the next level.
Click to reveal customization options for common product requests.
Tap to reveal customization options for common product requests.
Apparel
Customize fabrics, cut, construction and design – this category is pretty much limitless.
Bags
Customize fabrics, cut, construction, design and sizing, plus add unique features like bottle holders and pockets.
Drinkware
Customize aspects like the exterior, interior and lid, as well as add features like carabiner clips and measurement markings.
Step 4: Send samples for review and approval.
Once product details have been discussed, you can place your order with Greater Pacific Industries, Inc. and they’ll get started putting together CAD (Computer Aided Design) drawings, renderings and custom 3D-printed samples within just a few days. Once ready, you can share these samples with your clients right away for them to review and provide feedback, changes and approvals before products go into production.
Give your clients peace of mind with 3D renderings like these. They’ll be able to see exactly what their custom promos will look like before they’re created.
Step 5: Sit back, relax and let Greater Pacific Industries, Inc. do the rest!
Greater Pacific Industries, Inc. will take it from here and bring your client’s custom products to life. With years of long-standing manufacturing relationships and experience navigating overseas customs and quality control processes, you can trust that your client’s order will get completed on time and in top quality. Best of all? Greater Pacific Industries, Inc. offers a 30-day product guarantee so if you or your client do have any issues or concerns within that timeframe, they’ll work with you to make it right.
Get Inspired With Custom Case Studies
Discover how custom products create unique brand experiences beyond what stock products can offer by browsing successful case studies from Greater Pacific Industries, Inc.
Click on each case study to learn more about the project.
Tap on each case study to learn more about the project.
Popeyes Interactive Character Toy
Objective: Create a unique, interactive kids’ meal toy focusing on Popeyes’ Tenders.
Concept: This interactive toy allows children to customize their chicken tenders with eyes, arms, a beak and a cape, creating a fun and engaging dining experience. The toy's legs double as holders for sauce containers, making it a truly practical and playful dining experience.
Burt’s Bees Eco-Friendly Packaging
Objective: Create packaging concepts made of eco-friendly materials that will attract customers with its fun and unique design.
Concept: A hexagon-shaped box made from recycled paper. This versatile box serves as a nice keepsake container and its top can be easily popped out to transform into a bamboo coaster.
Liberty Mutual Employee Gift
Objective: Create an interactive gift for employees using the inspired artwork and brand of Liberty Mutual.
Concept: Development of a unique building block set that doubles as art to hang on walls. By assembling the blocks together, employees can create personalized displays, infusing their workspace with a sense of pride and a strong connection to the company's brand.