compiled by Kristina Valdez Big Fish I want more business from a new, large client. How can I formally ask for more orders? QA Distributor Asks: I’ve recently started getting orders from a rather large business. But they didn’t just hand me their entire business, although it seems on the table, considering the previous company they were working with hasn’t been working out. I’m unsure on how to ask them for another product… am I approaching this incorrectly? How can I formally ask for more orders? I found a good question to ask is, “What else can I help you with? Do you have anything coming up in the next few months that I can line up for you?” It gets them thinking and shows that you’re proactive rather than reactive. LORI TRAFFORD CEO iPROMOTEu/Chesapeake Promotion Corporation Regina, Saskatchewan, Canada PPAI 674444, D2 Yay for getting that business! I’m always a fan of sending the buyer a nice spec or personalized sample of a great product or “thought of (company name) when I saw this product” or “what do you think of (this item) for (next big event).” Something that shows them you are thinking about themproactively andmore than when they place the order. I’ve always had good success with something personal and a good spec sample… just a thought. Also, remember, they came to you because of lack of good service from another company. Focus on your service quality with them and even if it takes them longer to hand over all business, it will most likely be worth the wait proving to them how awesome you are over time. Quality over quantity! TARA AUSTIN BURNS Owner Branded. Kingsport, Tennessee PPAI 793792, D1 First off, good for you! Secondly, stay focused on doing what you are doing to a high standard and build that into the story of why they should try on you for more of the biz. As for asking, just always check in and ask if there’s are other projects you can help with, or other project managers/teams that might have similar business needs. Ask for internal referrals. Good luck! JIM NOSLER Owner Publications Resources Brewster, Massachusetts PPAI 764240, D1 First off, it takes time to build a relationship, there are probably other buyers within the company you want to meet. So, find out what they have going on by subscribing to their blog posts and following them on social media, they will be posting everything they’re working on and planning on there. Based on their audience and what they have going on, send them curated product ideas with their logo on them once a month. Suggest they share the email with their colleagues. Send spec samples periodically. Send a set of well thought out self-promos, but call it “sample pack.” Include a couple of hard copy catalogs with a note to pass around. Set up a meeting where you will show samples of cool products – this typically results in lots of information on future events and quote requests, and also other people are invited to the meeting. Good luck! GLORIA LAFONT Owner Action Promo Plantation, Florida PPAI 656637, D1 12 | OCTOBER 2022 | INNOVATE
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