Essentials for a Well-Stocked Sales Kit

Whether your ideal clients are large or small, consumers or businesses, a lasting impression is required to seal the deal. While you may think a Word Document printed on the company copier is a great tool for your sales team to use – think again. An equipped salesperson needs the added credibility of a professional-looking company; quite frankly, a Word Document won’t give them an edge.

Let’s look at it from another angle. How likely would you be to hire a candidate who didn’t wear a pressed suit or outfit to an interview, and then handed you a wrinkled resume to review? Of course, it’s highly unlikely they’d get the job.

A well-stocked sales kit is your company’s interview attire. It allows your salesperson to put their best foot forward.

Here’s what you need to button up your sales team before you even send them out.

  • Business Card – this is most essential, of course. It’s your salesperson’s best asset. Get business cards before you do anything else. Make sure your business cards fit the look of your other sales materials (or vice versa).
  • Pocket Folder – busy people often lose things. Make it easy for your clients to find all the information they need to know about you with a pocket folder.
  • Brochure – repeat after me: I will not use Microsoft Word to create my brochure. A graphic designer will create a custom and unique brochure with room for a bio, list of products/services offered, contact info and anything else that’s important to you. Have it professionally printed. You’ll likely get more results if you take time to present your customers an informative and visually appealing representation of your company.
  • Case Studies – these go in your pocket folder, with your brochure. They are the evidence behind everything the salesperson is saying and are a useful reference during a meeting if there are specific questions.
  • Product Sell Sheets – perfect to shed more light on your specific product offerings, inserts can be, well, inserted based on which products your client might be interested in. That is, they make it easy to give them the necessary information, but give you the flexibility to choose which products to spend time discussing. This way, there’s less of an overwhelming amount of information and more discussion.
  • Flyers – got an event coming up? Insert a few flyers. That way, the client has an opportunity to attend and invite their contacts.

LJF Marketing has in-house design capabilities and printing options, so please contact us if you’re interested in tailoring any of the above sales collateral to your company’s unique vision.

 

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Translating Brand Experiences to Trade Shows

While trade shows are a great opportunity to meet other professionals in your field, it can be daunting to think of a great way leave an impression after show-goers leave your booth. Each brand wants to capture their essence and give something memorable. Still, whether you’re doing some last minute planning for OTC, or starting to think of ideas for next year’s trade shows, we have a few solid options that will actually be useful to your booth’s visitors. The best free things are the one’s that we use often – isn’t utility a quality you’d like to be associated with your business?

 

7900-04_LOGOTote Bags

These are always a great option – and the eco-friendly varieties available eliminate some of the waste often associated with freebies.

 

 

 

 

Sunglassesraybans

It’s always impossible to find your nice pair of sunglasses when you actually need them. A pair of sunnies are both economical, relevant and convenient (as no one minds keeping a spare pair of these in their car).

 

 

 

 

ibcGetAttachment-1(Good) Pens

Stick pens are great, but no one is going to go out of their way to keep it around. Want to increase positive feelings about your brand AND generate brand recognition? Give out pens with a nice grip, in an industry-appropriate color, because we always appreciate a trusty pen.

 

 

 

1732Mints

Networking and coffee are not the best mix. Assist networkers by handing out mint tins that they can keep in their pocket or purse. They’ll appreciate the helping hand.

 

 

 

 

 

 

It’s not too late to get products in time for OTC, so contact us if you need price quotes and assistance!

 

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Think Brand Consistency for 2014

It’s December, which means a new year will begin soon. As your company begins planning, take the time to discuss where your brand is (not just your company’s billings). Your brand affects all aspects of what marketers call the marketing mix – product/service, price, placement and promotion.  Here are some talking points and examples to help you stay on track and think brand consistency in 2014!

four_principles_of_the_markProduct/Service:

What are you selling to your clients? Does this line up with your firm’s values?

  • Make sure your company is clear on the product and which values it reflects back on your company. If they don’t line up, there is a problem.
  • For example: Volvo doesn’t JUST sell a transportation vehicle to its customers, it sells safety and reliability, which are values reflected in their marketing efforts.

Price:

What does the price of your product say about your business? What kind of customers are you looking to attract, and how does the price play into that?

  • Generally, a product can be two of three things: fast, inexpensive or high quality. If your values are efficiency, make sure your price reflects that… you’ll get it done fast and effectively, but you’ll be more expensive (or you’ll produce a less expensive item that requires less expensive materials).
  • For example: Walmart prices items very low to gain many customers and make more money. The value for Walmart customers is not in the experience; it’s in the low prices. Target, in contrast, prices their items a little higher, but includes fashion-forward and more associates around the store that can assist customers, placing more emphasis on efficiency and the quality. While this example may focus on B2C firms, the concept applies to all industries.

Placement:

Where do you want to place your physical product? Do you want to use a sales force? What will your distribution channels be?

  • This is where promotional items and brochures come in. If you don’t offer a physical product, make sure information is readily available and place it accordingly.

Promotion:

Where do you want potential customers to see the services you offer? Do you want potential customers to hear about you from editorial pieces, or from traditional advertisements?

  • The editorial route will focus more on PR and is an approach that takes advantage of word-of-mouth; advertising allows firms to seamlessly integrate a brand’s look with their message. There are pros and cons to each.
  • For example: Run Thru The Woods advertises in the local newspapers and running publications because the executives want to target the public in our area that is active and therefore more likely to participate in physical activity on a holiday.

As you can see, brand consistency is more complex than simply slapping your logo on everything, so talk to us if you need help figuring out how to execute the values of your brand. Our goal is to make sure you’re concentrating all aspects of your brand’s marketing efforts effectively and consistently in 2014.

While you’re at it, like us on Facebook, follow us on Twitter and follow us on LinkedIn to be a part of the conversation.

A Lesson in Collateral Consistency in the Digital Age

We are excited to bring you the first entry on our blog! We hope you will find this to be an awesome resource for all of your questions about business on the web, so, today, we’re kicking things off with some ideas to help you improve your web collateral.

While you may understand the importance of collateral (brochures, promotional items, etc.) in spreading your business’s name, you might need some help developing that when it comes to the web. The real challenge in this case lies within using different media to communicate. Here are a few collateral ideas that will spread your message in a less conventional manner than the standard logo-infused brochure.

Infographics

Infographics are a way of visualizing information and statistics in a condensed format. What makes them great is that they appeal to many different types of learners; Some people are visual learners, whereas some learn by reading. They can also be shared by users on outlets like Pinterest, Tumblr, and BuzzFeed, so you don’t have to hand it to someone in person for your message to be heard. No matter where it is shared, it will always be branded with your logo, so viewers will be directed back to your company.
Exhibit A: This Honda Accord Infographic

Image


Kickstarter

Kickstarter is a funding platform for creative initiatives. Essentially, it is a social way of getting people involved with your new project. The way it works is that you set a deadline for when you want to raise a certain amount of money. Then, you try to get people to back you, for some kind of reward in return (a service you will provide, etc.). If you do not meet your monetary goal, none of your backers are charged. There are certain specifications to which types of projects qualify, but if you are trying to get your business off of the ground, this is a great avenue to display what your brand is all about. With Kickstarter, customers actually get to see the quality of your work.

Instagram

Instagram is a useful tool for sharing pictures of what you actually do with your company. Contrary to what some may think, you don’t have to be artsy or a professional photographer for it to be effective. It can be useful just to post pictures of you and some co-workers at a company-sponsored event to Facebook and Twitter all at once. For that reason, Instagram is a great idea to help make your brand more consistent, without having to deal with the logistics of creating a new banner (Instagram profiles are not customizable).

Have you ever tried other unconventional media that were successful?