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 || 25 You can use this connection between what we wear and how we feel to help build your decorated apparel business. When you meet with a new customer, ask them about their favorite clothing. Ask them what it is about that item that makes it their favorite. Some- times you will get lucky and be able to provide them with more of that exact item, made even better with their logo or design on it. Imagine how much more willing to place the order customers would be if they knew that they were getting more of something they know they already love? If you cannot match the item precisely, recommend comparable products made with the same kind of fabric, in a similar cut, or the same color. See how close you can come to that particular item to in- crease the chances that they will place their order with you. The selec- tion of wholesale apparel suppliers and the products that are available to you as a professional apparel decorator have expanded dramatically in the last few years, and it continues to grow at a rapid pace. If the customer is buying apparel for their clients or their em- ployees, explain to them, "When you pick something that you know will be a favorite of yours, imagine how much the people you give it to will like it! It is sure to become a favorite of theirs as well. And every time they wear it, it generates good will for you and your business." If your customer comes in and knows what they want to order, you can still use this strategy. Get the order locked in, and all the details nailed down. At the end of the process, ask them about their favorite clothing. Offer to look around and see what you can find that may be like their favorite item so that you can show it to them when they receive the order they just placed. I'll even offer to Refilling Made Easy 1.800.538.5069 Our innovative packaging makes refilling a snap. Franmar's products are THE Safe, Effective, & Low Odor Cleaning Solutions for All Your Screen Printing Needs

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