are decorated with their logo on it. We pre-qualify them so that our conversion percentage is better than just doing a mass campaign. We first try to win their confidence by doing a successful project. After that, we start asking questions about what else we can do for them and sharing our abilities. But we only do this after we’ve had success with them as opposed to just trying to convince them without ever doing business with us. We also go to trade shows. I go to industry trade shows where I might be the only promotional products company there. It could be a power generation show and we’ll go. The exhibitors and attendees are walking down the aisle, saying, ‘Wow, we could use these items.’ I also have proprietary products, so it’s not like they can go home and get our [products somewhere else]. Locally, we have people visit our facility because we are doing the work on the product here. When they see the product being decorated, they think that’s cool and like that it’s not being outsourced. Whenever possible, we have people visit. My advice is… never reach out to a customer unless you have something that will benefit them. The worse thing you can do is call them and not talk about anything, just check in. They’re not going to take your next call if all you say is, ‘How are things going?’ Many people get nervous when they feel like their relationship is waning or going in the wrong direction, and they’ll just call. But if you call them with something worthwhile, they’ll answer you next time. When things are going the wrong way, make sure you call with something that will benefit their company. My favorite product is… our ceramic mugs. You can find our ceramic mugs in just about every college bookstore in the country. We have different colors, and we have solid and speckle options. We laser engrave the logos. That process is very complimentary to the quality of the ceramics. A few years ago, we created a designer series with it. It’s been very popular because people will buy six of them and put them in their kitchen. We’ve expanded the line and we have new versions for this year. It’s also popular for corporate because people want to give away something that’s going to be used and a constant reminder. Valdez is an associate editor at PPAI. Mi chae l Bu t l e r PPAI: 111248 | ASI: 35375 | SAGE: 50327 | UPIC: ACCENTS | DC:101273 www.americanaccents.com 888.287.7883 PERFECT FOR... ѭ 2ZXNH KJXYN[FQX ѭ 'WJ\JWNJX ѭ 7JXYFZWFSYX ѭ 7JHJUYNTSX ѭ FSI RTWJ ASTM Compliant ECO-FRIENDLY PLA COLD PLASTIC CUPS Multiple print methods available '5. (JWYN ܪ JI Compostable Made from PLA plastic No extra cost for 1 side, 2 side, or wrap imprint Made & printed in the USA 25 piece minimums! | MARCH 2022 | 87 CONNECT
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