PPB August 2021

8 Learn Their Buzz Words And Industry Needs Now that you know who you are targeting and you have an industry focus, it’s time to position yourself as an expert. Once you learn their needs, their buzzwords and lingo, you can start to speak the same language as your buyer, and you can also present yourself as a marketing partner who can help them do their job better, faster and more effectively, because you know their market. 9 Craft Your MDN Pitch And Product Catalog So what are you going to say, and what products are you going to offer to showcase your expertise when pitching to a MDN buyer? Write down your pitch and practice it. Aggregate a list of products into a “mini catalog” separated by categories that tie-in with the MDN. Let’s say you focus on associations as your MDN. You’re no longer selling pens, bags and polos. You’re selling speaker gifts, registration kits, volunteer uniforms, etc. See the difference? Your MDN pitch will speak their language and give you instant credibility. Share a few case studies on how you have successfully helped others in the MDN and boom! You’re off to the races. 10 Contact Your MDN Leads (Target List) It’s time to execute. You have the target audience. You have the pitch and the products you’re going to talk about. You’ve Once you learn their needs, their buzzwords and lingo, you can start to speak the same language as your buyer, and you can also present yourself as amarketing partnerwho canhelp them do their job better, faster and more effectively, because you know theirmarket. Josh Frey is founder of Falls Church, Virginia- based distributor On Sale Promos and the Swag Coach Program. He is a 25-year industry veteran and front-line sales coach. Josh@swagcoach.com . Visit TheSwagCoach. com to register for his next Distributors Helping Distributors show and learnmore about his promo coaching programs offered. identified the buyers and know where they “play ball,” online and offline. It’s time to get after it and start working those qualified leads. Good luck crushing your promo sales with this MDN strategy. It has worked really well for us and our clients, and no doubt can work for you and your promo sales. And get you more high-quality leads. Clear Plastic Pitchers for summer events & promotions h Crystal Clear h BPA Free h Food Grade  Indoor/Outdoor  Festivals  Brand Awareness | AUGUST 2021 | 49 GROW