December '16

For the Business of Apparel Decorating

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2 0 1 6 D E C E M B E R P R I N T W E A R || 15 REALITY CHECK How this stall is handled is directly re- lated to the quality of the relationship that's been built with your prospect or customer. A good relationship allows more liberty to press for immediate action. A weak relationship will mean you wait until after the holiday. Or longer. Remember, prevention is the best cure. If you know this objection is coming, do something before it hap- pens. Prevention of objections and stalls is the most obvious, powerful, and least used sales technique. Here are a few prevention methods: • Start early to create urgency. • Set price raises in September to take effect Jan. 1. Announce them right away and communicate them weekly into the holiday season. • Create a holiday special. Have a five-day sale in December. • Offer December price incentives or special bonus incentives. • Throw a holiday party. Invite pros- pects and customers, and offer them a "tonight-only deal." • Hold a series of seminars that are about important issues to your prospects and customers. Have the best one just before the holidays, and serve great food. • Create an internal sales contest with great prizes. • Build relationships all year long. As sure as you'll spend lots of money this holiday season, someone will ask you to call them after it's over. When they do, don't get mad; get creative. Don't get frustrated; get a relationship. Happy holidays. If you need more information on this subject, call me. After the first of the year. ↘ ↘ 855.863.1638 m P OW E R ™ i - S E R I E S DIGITAL APPAREL PRINTER • Industrial strength print heads • Fastest direct to garment single-platen printer in its class • Made in USA | globally sourced components JAN. 58 LAS VEGAS, NV BOOTH #43573 JAN. 2022 LONG BEACH, CA BOOTH #741 SEE OUR PRINTER IN ACTION AT

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