In fact, distributors gain many accounts with only their vocal chords and feet. When Manzano delivers forms to her clients, she also brings several ad specialties samples in case the clients are considering a future project. The florist gave them to her high-end customers. Many distributors prefer to knock on doors that already are open, asking existing customers if they need ad specialties. But proactive distributors who seek new clients, both inside and outside the community, can use ad specialties to enhance their sales pitches.
Customers are more likely to respond to hard evidence than to words.
Let them touch and feel samples to get a sense of what ad specialties can do for them. He shows prospective clients an array of items, including coffee mugs, coasters, telephone untanglers and golf balls. Every three or four weeks, he showcases a different item. Each year, Manzano distributes 250 red and blue laminated wall calendars that include her company's name, logo and a list of capabilities. I can tell they're working because people keep asking us for more.