Awards & Engraving

March '16

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14 • A&E MARCH 2016 by Stephen L. Capper, CRM PEOPLE BUY FROM PEOPLE CORE BASE OF CLIENTS Amateur/youth sports within your community can be a great way to establish a book of business. There are several areas that can make up your core base of cli- ents. There are little league sports such as baseball, football, soccer, and every com- munity has its own youth sports programs that you can tap into. The negatives might be that these mar- kets are competitive and often overloaded with others in your same business. How- ever, if you specialize and combine orders for quantity discounts from suppliers, you can be very competitive. Selling youth leagues is hard work—you must be well organized and be sure not to over buy and have all your profits in last year's inven- tory. But many have done well selling youth sports events. Hotel activities are an excellent way to walk through the lobby and observe what is going on. Visit any and all local conventions in your area; pick up any and all information on new groups. Local hotels host smaller groups that can relate to great business. Observe what is going on at your local hotel lobbies. In hotels, I have observed that having coffee in their highly traveled areas can educate you as to what is going on in various cir- cles. You have to have an eye for observa- tion and how to relate your products to whom you are talking. Political parties. I have met people who successfully sold to political parties. One man I know has sold campaign but- tons on a large scale to all political parties. In addition to buttons, he sells yard signs, hats, banners and many other items for political campaigns. He found his niche and has been very successful. Trade publications. This can be a hard copy or digital—they both work, and you should adapt to that which works best for T hroughout this series, we have discussed where to look for new accounts. You might be surprised to look at the last article, which is following. Take time to think about how you can do more with what you already have. IS YOUR BUSINESS TOOL BOX FULL? PART LX Locating New Clients—Section C A key to success for all businesses

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