Recognized Supplier Guide ‘18

For the Business of Apparel Decorating

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Page 26 of 202

Create a custo m sales order for m that they can use which includes all the details about all the products that can be ordered. Include the color ways they approve, the sizes available, and the prices. We created e mployee order for ms to be stuffed in pay- roll envelopes or posted as a lunch roo m display for many custo mers. To really make it easy for the custo mer, you can even provide a sa mple of the products in the range of sizes so that people can try the m on and then order the correct sizes with con dence. We left the prod- ucts with the custo mer no longer than a week. Each sa mple was e mbroidered with our co mpany na me and tagged with our business card under the ar m or on the cuff. You can also put the custo mer's logo on the m, and then count the m to wards the nal order totals. For so me custo mers, we even agreed to spend an afternoon on location with the sa mples so that we could handle any e mployee questions. When we delivered the nished orders, we made product distribution very easy for the custo mer. We individually bagged and tagged the orders by e mployee, so they just had to grab the bag and hand it to the right person. This one service alone wins the hearts and minds of the of ce ad ministrator, as they are often the person that is put in charge of making sure ev- ery e mployee gets what they ordered. We added a s mall a mount to every single product's price so that the cost of this service was built into the per-piece prices. We discovered that when we took the ti me to teach our main contact person or people at these businesses ho w to buy e m- broidery well, we were able to do business with the m for years. need. When you can ip your thinking to trying to understand their buying cycle vs. your selling cycle, you will win more sales. The difference is that sales is a one-sided process. Proble m solving, on the other hand, is acco mplished when t wo sides work together to meet an identi ed need. So me needs that co mpanies meet with decorated apparel include creating a sense of co m munity spirit in the co mpany, re warding e mployees, thanking custo m- ers, honoring service, celebrating milestones, etc. Ans wering the question, " What's in it for me?" plays a key role with these business custo mers. When you take care of the m, or their boss, as part of the sales process, you increase the odds of closing the sale. A free shirt in the right size for the m and/or their boss may be all that it takes. Making the m feel that buying fro m you is a safe, s mart decision and that you will deliver quality products on ti me so that they look good within the co mpany matters. De monstrate that you are easy to do business with, assure the m that you will make sure they look good, and that you will make the m look like a "hero." There are many ways that you can you make every aspect of doing business with you as effortless and organized as possible. Custo mer re- tention should al ways be the goal, and when you make it easy for the m to do business with you, it goes a long way to wards seeing re- peat business do wn the road. STITC H S OL U TI O N S continued on page 187 Above: When you ip your thinking to understand a corporate client's buying cycle as opposed to focusing on your sales cycle, you win more sales. (I mage courtesy Adriane Cropley, Rocking My Se wJo LLC) Left: Ans wering the question " What's in it for me?" is a key co mponent to winning business clients. (I m - age courtesy Sandra Finner- an, SandiStar Creations) 22 || P RI N T W E A R O C T O B E R 2 01 8

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