“You might need to sell to a prospect right now, but this doesn’t mean the prospect needs to buy from you now.”

A frequency system is a way to stay in frequent and regular contact with anyone that has considered buying promotional products. We call it a system because it continually and systematically adds value to your promotional product clients with little or no cost to them. The word “system also suggests that you frequently make contact with your promotional product clients with minimal effort on your part.  From time to time however, you will sell something through your system. The frequency of your system keeps the client in touch for that moment.

“Trust is built over time.” Frequency systems allow your promotional product clients to warm up to you and learn to trust what you are selling.

-Jeff Rubman

954.523.1957 x.27

“The bottom- line in marketing is that you are trying to find the people who are trying to find you.”

Understanding who you target market is the 1st step. You want to know as much as you can about Marketing Directors. That means getting into the minds of Marketing Directors. You╒ll want to learn what their likes are, and what their dislikes are. You╒ll want to understand things like a Marketing Directors income level, are they mainly creative or analytical.  What do Marketing Directors really need? Know what keeps them lying awake in bed at night. The more you know, the better you will be at marketing to them.  Think about this… Marketing is about pain management. Marketing Directors really only take action when they experience pain╙ Ask questions that uncover the pain. You can skillfully accomplish this because you have done your research about marketing directors. Then as a skillful promotional product professional you provide solutions and you relieve the Marketing Directors pain.

-Jeff Rubman

954.523.1957 x.27

Every great promotional product specialist, web designer and lead generation account executive that I have observed works very hard to be the best that they can be. The trap many rookie marketing executives fall into is that they sometimes equate their own energy to the group they are presenting to. Many promotional product specialists can be legends in their own minds.  It is ok to feel good about a product presentation as long as it is tempered with a deep sense of humility. (more…)