A Distributor Asks: I’ve recently started getting orders from a rather large business. But they didn’t just hand me their entire business, although it seems on the table, considering the previous company they were working with hasn’t been working out. I’m unsure on how to ask them for another product… am I approaching this incorrectly? How can I formally ask for more orders?

I found a good question to ask is, “What else can I help you with? Do you have anything coming up in the next few months that I can line up for you?” It gets them thinking and shows that you’re proactive rather than reactive.
Lori Trafford
CEO
iPROMOTEu/Chesapeake Promotion Corporation
Regina, Saskatchewan, Canada
PPAI 674444, D2

Yay for getting that business! I’m always a fan of sending the buyer a nice spec or personalized sample of a great product or “thought of (company name) when I saw this product” or “what do you think of (this item) for (next big event).” Something that shows them you are thinking about them proactively and more than when they place the order. I’ve always had good success with something personal and a good spec sample… just a thought.

Also, remember, they came to you because of lack of good service from another company. Focus on your service quality with them and even if it takes them longer to hand over all business, it will most likely be worth the wait proving to them how awesome you are over time. Quality over quantity!
Tara Austin Burns
Owner
Branded.
Kingsport, Tennessee
PPAI 793792, D1

First off, good for you! Secondly, stay focused on doing what you are doing to a high standard and build that into the story of why they should try on you for more of the biz. As for asking, just always check in and ask if there’s are other projects you can help with, or other project managers/teams that might have similar business needs. Ask for internal referrals. Good luck!
Jim Nosler
Owner
Publications Resources
Brewster, Massachusetts
PPAI 764240, D1

First off, it takes time to build a relationship, there are probably other buyers within the company you want to meet. So, find out what they have going on by subscribing to their blog posts and following them on social media, they will be posting everything they’re working on and planning on there.

Based on their audience and what they have going on, send them curated product ideas with their logo on them once a month. Suggest they share the email with their colleagues. Send spec samples periodically. Send a set of well thought out self-promos, but call it “sample pack.” Include a couple of hard copy catalogs with a note to pass around. Set up a meeting where you will show samples of cool products – this typically results in lots of information on future events and quote requests, and also other people are invited to the meeting. Good luck!
Gloria Lafont
Owner
Action Promo
Plantation, Florida
PPAI 656637, D1

A Distributor Asks: Have you been working harder than ever, quoting on countless pieces of business only to have prospects not even having the decency to reply to your quote, follow up calls or emails?

We are hearing from so many that it is a matter of money. They are proceeding as quickly as possible, but with gas and other operating expenses going up so astronomically, their hands are tied. Some are struggling just to stay in business but are having to deal with the most limited liquidity in the past 20 years.
Chris Pollan
Owner
Pollan Promos
Starkville, Mississippi
PPAI 276409, D2

Don’t take it personally. You will never know what is going on in their lives and there could be many reasons why they’re not responding. Do your follow ups, stay in touch and be open to new opportunities. Chances are they will come back! Most clients do if you add value to your service and do things a little better than the competition!
Niloo Amiri
Managing Principal
Tower One Promotions, LLC
Long Beach, California
PPAI 682218, D2

That has been a problem for me long before COVID. A potential customer just has to have the pricing by 5 o’clock today – often on many items. Once you get it to them, they won’t even return a phone call for weeks.
John Bagwell
Owner
Bagwell Marketing
Dallas, Texas
PPAI 336431, D2

Do You Have An Answer?

A Distributor Asks: I am a part of a business networking group in my area. In my group, we have a financial planner, realtor, personal insurance rep, a Mary Kay rep, a digital marketing agent, a hotel manager and other local business owners. Since I know most you have been in the business longer than I have, what topic would you do a presentation on, to a group of business owners and salespeople?

A Distributor Asks: I just got an order in, and on every one of the items, the supplier’s website is screenprinted on it. I haven’t had this happen before, except on samples. Usually, there’s just an item number. What do y’all think about this?

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