Let’s see, where did we leave off last week? Oh yes, we were discussing the advantages of how much easier it is when working with someone Do you have a prior history with compared to someone you’ve never met before. We mentioned that the first time you deal with someone that you haven’t ever dealt with before, that you not only have to sell them on your integrity but just importantly, you also have to establish their confidence in your ability to process their order with excellence and in a timely manner.
When you think about it, that’s not an easy thing to do. There’s a lot of other Columbus Screen printing and embroidery companies that are trying to capture the same client that you’re going after. With all that said, you need to do something in order to set yourself apart from the rest of the crowd. In other words, create some type of incentive that you know, nobody else is going to offer them.
Here’s an example of how this could be done. Let’s say they ordered some digital t-shirt printing, give them a quote for exactly what they asked for but in addition to that, throw in something that was never even discussed, such as a brand new jacket with custom embroidery on it. Let’s take a look at what you just accomplished by doing this. You not only set yourself apart from the rest of the crowd in your industry that was bidding on the same thing, but you also made a friend. Another thing you achieved is a chance to prove yourself. This leads to the potential next order that is coming down the pipe. One thing Columbus has is seasons where it goes from warm weather to cold. The very same individual you just catered to is going to need an entirely different wardrobe to cater to that cold weather then he did from the order last spring. They’re likely to go from short sleeve garments to long sleeve such as long sleeve T-shirts and hooded sweatshirts with pockets. You just have to remember to create that database we mentioned on an earlier blog and be faithful to actually call them back when that time eventually comes.
The very fact that you process their order a few months ago and they received it on time and looking good. They are already sold on you! It’s just a matter of saying hey Bob, this is Mike, do you remember me? I’m the guy who printed your t-shirts a few months ago. He also will remember, you’re the guy who gave me that free jacket that I never even asked for. It’s such an easy sale compared to the first time you ever called on them.