PPB October 2020

compiled by Danielle Renda That’s how I actually close/used to close deals. Virtuals sell. My SAGE presentations were customized with artwork before going to the client. Little extra work, but a lot more effective. CHARITY GIBSON National Account Coordinator Peerless Umbrella Co. Phoenix, Arizona PPAI 112666, S10 If it’s a new prospect, we learn their brand manual, and if they do not have one, we determine appropriate and consistent usage as part of discovery. Once that is set, the product we select is in part based on what will best carry their brand. We automatically offer multiple layouts to show why we picked the one we think they should use. Once they are a customer and have purchased a couple of times, we typically just do one layout and tell themwhy this layout is being used. After years of service to some clients, they don’t even need proofs but rely on us to determine what it should look like. Upfront work and showing them the thought process we use early in the relationship builds trust and shortens the order process for the long haul. BRUCE REISSAUS, MAS Co-Owner Advertising Specialties Alliance Cranberry Township, Pennsylvania PPAI 273999, D2 I have been in this industry 30 years. Some people cannot visualize the print on the product. I will send a virtual as much as possible. It really helps close the sale. Also, if we do different renditions when the order goes in, we have the art the way we want it and there is less of a chance for error in production. LISA SHAFFER Sales Partner Geiger West Minister, Maryland PPAI 751994, D2 If they request a quote/presentation, I ask for their logo. Sometimes, I’ll snag it off their website. But I automatically put the logo on every presentation. The extra work is minutes and the impact is greater. See it with your logo and fall in love with it. I don’t do free graphic work or alter the logo in any To Create A Mock-Up, Or Not? Clients are asking for mock-ups before placing an order. Should I offer them free of charge? Q A DISTRIBUTOR ASKS: How do you handle requests for mock-ups before receiving an order? Some of my clients ask for two or three mock-ups before even placing an order through us. Olha Kostiuk / Shutterstock.com. 12 | OCTOBER 2020 | INNOVATE