The Secret of Spec Samples
The best salespeople in the business get to the top (and stay there) by establishing certain protocols—what some companies like to call “best practices”—that seem to work time and time again. Not gimmicks, mind you, just good habits.
One important habit that can have a lasting impact on sales has to do with spec samples. Presenting customers with spec samples is a tried-and-true way of cementing future business.
Not just one additional sale, but a queue of sales.
It’s simple: when you receive an order for 50 embroidered sport shirts, have a couple additional shirts of different kinds embroidered along with them. Because the decoration set-up has already been taken care of, the investment is modest…especially compared to the possible sales that could be generated.
Present the samples (in the buyer’s size) as gifts when you deliver an order. The additional wearables or accessories will spark a conversation about the company’s future needs.
How do you pick what items to spec sample? Do a little research on the company and find out what kinds of events they may have coming up in the future… and think about new products that might fit them.
- Is there a new style that comes in their colors?
- Is there an item that complements the product they ordered?
- Are they planning a golf benefit?
- Do they have a yearly corporate retreat?
- Is there a company softball team?
It’s the perfect excuse to sit down with the buyer and create a calendar detailing how you might help the company with wearables and accessories in the months to come. Even if the items you’ve brought them don’t do the trick, they’ll nonetheless give you a springboard to find out what items will.
And at the very least—even if the company can’t use any of the items—you’ll be at the top of the buyer’s mind. He or she will think of you as a resource, as someone who is actively thinking about her company’s needs.
And every time the buyer or her spouse wears the gift you’ve embroidered for them, they’ll think of you…and your business.
