Oct
8
Has this happened to you - during a presentation, a corporate client asks if you can swap out biscotti in the sample gift basket for a high-end box of chocolates. You say “yes” to get the order.
Later, in your office, you calculate the price for the chocolates (8.00 versus the 1.25 biscotti) and learn that the swap will leave you with a very slim profit.
How can you make the client happy while ensuring substantial revenue each time orders are placed? Here are three solutions.
1. Say “let me check on that” when you’re unclear about the cost. Tell the client that you want to make sure they’re not being overcharged for the design change. In reality, you want to gauge your own profitability.
Call the client as soon as possible to follow up and close the deal. This check-before-you-say-yes scenario will not jeopardize the sale. Remember what happened in the above example.
2. Bring your own list of 3-5 items that can be exchanged for several products in the sample basket(s). Offer any of these items if asked for substitutes, and stick with these options unless you must resort to No. 1 above.
3. Make certain designs “as is” with no substitutions. If they aren’t acceptable for clients, offer your custom designs. This is a great option, as it can substantially elevate profits.
Problems are blessings in disguise because you must face this scenario and similar ones to grow. When mistakes occur, you can make changes and move forward confidently and profitably.
You’ll find high revenue lessons at GiftBasketCourse.com and more corporate tips on the Success Articles page and Success Tips page.
Aug
13
R is for Relationships
Filed Under Corporate Selling, Customers | Leave a Comment
One of my gift basket clients just received a holiday order to create and deliver 2,500 baskets. Another one is currently preparing 500 for one client and 300 for another, and she’s sure that other clients will soon place large orders.
Last week’s newsletter shared big order tips, and a previous newsletter gave pointers on finding hands-on help for big sales.
How do these designers get orders when so many firms are cutting back due to budget constraints? Both designers admitted me that their plans to develop better relationships with clients are the secret for their individuals success.
For example, if a client’s child bruised a knee during a sports activity, a small gift was sent as a get well gesture. When another client’s company was up against a competitor, the designer called to recommend a course of action (sending a gift basket to the prospect) to get the sale.
Working with their clients as a partner rather than simply taking a role as a gift provider is what’s made the difference. And the rewards don’t stop there. Referrals are up, and so are the number of client’s employees who receive gifts and baskets to encourage productivity.
Do you contact clients only when it’s time to give gifts, or are you someone who makes contact in good and bad times whether for personal or professional reasons? Great relationships are a major component in securing orders all year long.
Start building better relationships with your customers now and throughout 2009. The rewards are huge, and so are the profits.
Aug
3
Gift Basket Sales Tips, Where to Find Baskets, Corporate Sales
Filed Under Baskets, Corporate Selling, Sales-Increasing Strategies | Leave a Comment
SAVVY SALES TIPS
Before you buy that package of cocktail forks, ask yourself: How many of my designs are appropriate to sell this item quickly? Wednesday’s newsletter focuses on what to think before you buy and gives examples of outlandish items I may have bought before making better decisions. Also read the newsletter for three sales tips.
THREE WAYS TO FIND BASKETS
A Louisiana-based designer wants to know where to find baskets in her area. Wholesale suppliers are probably closer to her location than she realizes. On Ask The Gift Basket Expert, I provide her with three ideas to start her search. Join the conversation, and submit your own question.
OUT-OF-TOWNER OPPORTUNITIES
Meeting planners and other conference coordinators welcome attendees with basket and non-basket gifts. Are you ready to meet this lucrative demand? Here’s a number of ideas that make planners and guests happy while keeping your bank deposits high.
