PPB December 2019

What About Gifts? A distributor often brings gifts for attendees when pitching a new service. This is always a nice way to make a lasting impression. Also, since you are in the promotional products business, it makes sense to showcase your own creativity and use of product. However, there are things to consider before you invest time and money in gifts. Many companies have policies regarding accepting gifts over certain dollar amounts. Check the policies for the company you are presenting to. And you don’t want to give the impression that you are trying to “buy” their business. Ask for input before you come into the meeting with gifts in hand. For fast access to branded goods you feel represent your distributorship, invest in a few quality items in various price points and keep them on hand as self-promo for potential clients. Package them in gift bags with tissue paper in your corporate colors. Or choose edible promos such as cookies, chocolates or cheese and crackers. Food is perfect because the price point is probably low enough to meet corporate policies on gift acceptance, and you don’t need to worry about sizes, color preferences and the like. Attire You certainly want to look your best in front of a prospective or current client. Of course, you also want to fit in with the client’s culture. It can be awkward if you are in a formal suit and the client wears business casual. Again, do some due diligence prior to the meeting and match your style accordingly. Team Members Relationships and personal connections play a big role in how clients choose a business partner. Sometimes the lead salesperson is sufficient to represent the company. Other times, you will want to bring in appropriate associates or even the entire account team. Your decision will be dictated by the purpose of the meeting. If simply introducing your distributorship to a new department, the lead salesperson with one associate is probably enough. If proposing a specific project, then bring the account team so the client knows who they will be working with on a daily basis. If you bring multiple people to your presentation, don’t have more attendees than the client does. You don’t want to overpower the room. And make sure that each attendee has a role to play and can do it well. Never have someone attend but not participate. Part 1 of this article, in the November issue, covered presentation basics for new clients. To find it, search the author’s name at http://pubs.ppai.org. Leigh Canavan, a marketing director who has both given and observed numerous presentations, wrote this article for Tango Partners, a consultancy specializing in the promotional product industry. Clients utilize Tango’s experience and support with their Request for Proposal (RFP) process. Formed in 2005 and located in Atlanta, Georgia, Tango works with distributors in new business development, marketing and promotion, www.tangopartners. net or 404-846-1900. Email mlonde@tangopartners.net. “You certainly want to look your best in front of a prospective or current client. Of course, you also want to fit in with the client’s culture. It can be awkward if you are in a formal suit and the client wears business casual.” | DECEMBER 2019 | 41 GROW