PPB August 2021

Yes! And by the way, who couldn’t use more leads in this highly competitive swag biz we are in? I know I sure can. But it’s not just any old lead … you want quality leads. Can you imagine quality prospects and clients who return your calls and emails, remain loyal to you, place repeat orders (without pricing you out each time) and give you referrals to other buyers? Sound too good to be true? It is possible to get these types of buyers and leads but you have to be strategic. Repeat after me: STRATEGY. It’s something the majority of your competition is missing but it’s a huge opportunity if you can adopt one. Specifically, what is your strategy when it comes to separating yourself from the competition, in the eyes of the buyer? Listen to those words; it’s not how you think you are different, it’s how the prospective buyer thinks you’re different. I want to dig into this a section because in coaching hundreds of reps over my career, and polling thousands of reps from our DHD webinar series at go.theswagcoach.com/ dhdregistration, the focus tends to be on how distributors perceive ourselves competitively. More often than not, our goal is to deliver “superior customer service” or “unreal creativity.” These may be true, but if the majority of your competition is proclaiming those same things, does that really competitively differentiate you? With our Small Group Coaching community Need More Leads? What are you doing to get more quality leads? How effective are you at getting prospects to respond to your calls and emails? Are you happy with your close rate when pitching a new prospect or client? You can address all of these with a few strategic improvements. by Josh Frey Third in a series In this series, distributor owner and sales coach Josh Frey answers frequently asked questions on a wide range of sales topics. Q I am having a really difficult time getting prospects to return my emails and phone calls. I need more leads for my promo business, but I don’t know how to get them. Any ideas to help? Andrey_Popov / Shutterstock.com. 46 | AUGUST 2021 | GROW