How to Become a Promotional Items Rep
- 1). Conduct research on your options for your suppliers. There are countless promotional items companies of all sizes. Determine if you have the means to be an independent representative as this will increase your chances of long-term success due to not having a sales quota. You also won't be limited to one product line so you can give your customers plenty of choices. Don't try to have to many suppliers you are contracted with. This will help cut down on the clutter of searching for the right product. Typically, five or so good promotional item suppliers is a good number to represent.
- 2). Visit the websites of national promotional items companies, such as Proforma.com or Branders.com (see References). Understand the different cultures, approaches and pricing models of various companies. Proforma.com prides itself on offering direct marketing relationships, whereas Branders.com predicates its business model on online sales. Determine which kind of approach or even combination you are best suited for depending on things like your personal style or geographic area.
- 3). Learn the business. Discuss which promotional items are currently selling the best with your suppliers. Stay tuned into both industry trends as well as market trends. If it's spring, obviously you would want to suggest picnic or summer-related items such as coolers or sunglasses to your clients. Listen to your clients so you can provide the best canvass for their particular needs. Become a knowledgeable and trusted consultant who your clients can count on. Present a range of options suited for their program needs while being efficient and maximizing both of your times.
- 4). Work hard. Being your own boss doesn't mean being able to take it easy. In his book "The Little Red Book of Selling," sales expert Jeffrey Gitomer says to be prepared to make at least 100 phone calls and/or 25 in-person cold calls each day in order to ensure your success. Maintain a mobile portfolio of impressive promotional items you can display when needed on your cold calls.
- 5). Believe in yourself. Becoming a promotional items rep will take a lot of effort and patience. But, the reward of knowing you are a trusted part of your clients marketing and branding equation will be rewarding and ultimately quite profitable.
