Professional Development provided by PPAI APRIL 23-25, 2014

BLUEPRINT TO SUCCESS: Powerful Strategies to Build the Foundation of Your Client Base Danny Friedman Vice President Added Incentives, Inc. Professional Development provided by PPAI

Client Base BLUEPRINT TO SUCCESS: Powerful Strategies to Build the Foundation of Your Client Base Where Do I Start? WRITE IT DOWN! - Where do you want to be in 1, 3, 5 or 10 years in your business? - Income - Number of Clients - GOALS- # of Calls, # of Meetings, # of Deals, # of Clients, Etc….. -Goals must be achievable and adjustable - How are you going to achieve your goals? IF YOU DO NOT WRITE DOWN YOUR GOALS, YOU WILL NOT ACHIEVE THEM

BLUEPRINT TO SUCCESS: Powerful Strategies to Build the Foundation of Your Client Base Where Do I Get My Clients? Make a List of Every Person You Know -Everyone you know works at a company that uses promotional products -Warm Call vs. Cold Call Target Specific Industries –Past industry you’ve been in –Industries that you know a lot about –Industries that are prominent in your geographical area

BLUEPRINT TO SUCCESS: Powerful Strategies to Build the Foundation of Your Client Base Getting Clients by Networking Business Networking -Chamber of Commerce, Associations and Networking Groups Social Networking - Clubs, Religious, Friends, School, Sports, Etc… Internet Networking -LinkedIn, Facebook, Twitter, Etc… PEOPLE WANT TO WORK WITH PEOPLE THEY KNOW OR HAVE SOMETHING IN COMMON WITH

BLUEPRINT TO SUCCESS: Powerful Strategies to Build the Foundation of Your Client Base Getting Clients through Referrals -“Spread Yourself Thin” (Not a New Diet) - Ask for Referral- “The Gift that keeps on Giving” USE THE CREDIBILITY YOU’VE GAINED FROM YOUR CLIENTS TO GROW YOUR BUSINESS

BLUEPRINT TO SUCCESS: Powerful Strategies to Build the Foundation of Your Client Base How many leads to get a new client?

BLUEPRINT TO SUCCESS: Powerful Strategies to Build the Foundation of Your Client Base 100 Leads = 100 calls 100 Calls = 30 Decision Makers 30 Decision Makers=2-4 appointments 2-4 Appointments= 1 New Deal or Client 100 LEADS =1 NEW CLIENT

BLUEPRINT TO SUCCESS: Powerful Strategies to Build the Foundation of Your Client Base How Do I Get New Leads? Physical Cold Call -Hit the Streets-”Do not judge a book by its cover” Telephone Cold Call -Same as physical but you have to be quicker E Mail Blast (Low percentage of success) -Use as a supplement but not main focus

BLUEPRINT TO SUCCESS: Powerful Strategies to Build the Foundation of Your Client Base Managing Your Clients How often should I contact Clients? - Human Daytimer How should I contact Clients? -Phone -E Mail -Face to Face YOU MUST BECOME CLIENT’S PROMOTIONAL PRODUCTS DEPARTMENT

BLUEPRINT TO SUCCESS: Powerful Strategies to Build the Foundation of Your Client Base Keys to Early Success Build on the Positives –Good Conversation, Good Meeting –People want to work with positive people –You choose to be in a good or bad mood –Smile! Become an Expert on Select Items –Too Many items in industry to know them all –Expertise on a few items per category Keep Calling –Selling is a contact sport-You need a lot of contacts!

BLUEPRINT TO SUCCESS: Powerful Strategies to Build the Foundation of Your Client Base Summary WRITE IT DOWN!-If you don’t write down goals and how you are going to achieve them, they will not happen 100 Calls to get 1 new client Build on the Positives and keep calling! GOOD LUCK AND GOOD SELLING