Bruce Fox Blog

Oops, You Did It Again

Posted by Kristina Hublar on Nov 21, 2017 7:45:00 AM

Estimated read time: 5 minutes

oops you did it again | How you are losing clients by not selling custom

Oops, you lost another client.

You turned your back on a sale that exceeded $5,000 and you didn’t even blink an eye. Even worse, that could have been a yearly renewal that is practically easy money.

Gut wrenching, isn’t it? Thinking about the sales goals you could have easily hit and all the money you missed out on. It’s especially scary when you start wondering that if you missed one, how many more you missed.

How did you miss out?

How? How did you miss out on such a large opportunity? How did you lose a client without even a care?

That’s easy – you had your back turned. You didn’t see them because you had tunnel vision or just didn’t want to “risk it.” You made the mistake many other distributors do. You have your set portfolio and never look for opportunity, or turn away when opportunity comes knocking.

You might go to the ASI and PPAI shows and tweak your portfolio a little, but how much do you actually change? You might change to a better fabric, a more responsive supplier (they all make the same stuff anyway, right?), or you might integrate an item similar to what you are selling already but this one lights up. Many salespeople get so focused on their niche and their set portfolio that they forget to really look around them. When was the last time you really added that unique piece that made you look twice to your sales repertoire?

It’s not often, is it?

Why are you missing out on the big sales?

You probably haven’t tried because you are scared.

Scared to get into something new because that means more work or because you were told not to touch the “luxury” items because they are too expensive and they’re too much of a risk. Or, even worse, you could have one of these fears holding you back.

But is the fear of work or scaring away clients with bigger items really worth losing out? You can’t let fear hold you back from success, especially if you are ignoring signs that clients want or need some of those luxury items. You are a salesperson, so you should be willing to sell, right? Especially if you are blindly ignoring what your clients need or are asking for – why lose out on such opportunities and potentially hurt your relationship with your client by not fully serving them?

Alright, alright, you get it, why be scared when profit and properly serving clients are so attainable, but where are the opportunities? Well, my dear skeptic, they are all over the place. They can be found in various industries like airline, tech, leisure, and so many more – check them out here.

So, what do you do?

Do the Unthinkable: Try Something New

We’re well past Halloween, so venturing down a new path is no longer advised against because you’re not going to be attacked by vampires. So, don’t be scared anymore, that season has come and gone.

Instead, we’re barreling towards Thanksgiving, the time for being thankful, plentiful, and putting up with unpleasant things.

Yes, putting up with your aunt that gets too drunk at every family gathering while being thankful that you only have to deal with this trial by fire for two holidays is something we can all relate to. But the holiday is not only dealing with things you don’t like, but also scaling the perilous terrain of “new” (like your cousin in-law’s weird-looking Pinterest recipe – everyone likes being the guinea pig, right?).

Pint. fail - thanksgiving-1.png

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We all know trying something new is not always one of the most pleasant things, but selling custom goods that your clients are begging for is laughably less dangerous than trying a dish by the worst cook in the family.

So, now, with the renewed forced spirit that embodies us all in these holiday times, you can bravely forge new paths and explore new sales avenues (*ahem*perfect for holiday shopping). 

But, with all jokes aside, putting one or two custom suppliers in your portfolio can only be a bonus card in your back pocket. You can make sure it’s special for your clients and a pay day for you.

The fear of giving clients something new and interesting should be something you’re running to, not away from. Your customers come to you for creative promo marketing ideas, so why not deliver? Yes, doing something new is typically not fun, but when will opportunity and promise finally outweigh fear and hesitation for you? Don’t miss out on another sale just because you’re scared to upsell. You are a salesperson in a proud and thriving industry, embrace the unthinkable – try something new.

Don’t keep making the same mistakes by letting fear control your future, learn more about custom products from Bruce Fox bybrowsing our website. Want to delve further into the pool of opportunity? You can learn more about becoming a custom recognition specialist, pick up some custom promo sales tips, or just reach out for a conversation.

KM profile image.jpgKristina Hublar is the Marketing Specialist at Bruce Fox, Inc., which means she is the person behind the keyboard for the social media, emails, website, and other marketing efforts. She’s new to Bruce Fox, but is an Indiana native. In her spare time, you’ll find her plotting her next road trip, bobbing along to music while crafting, spending time outside with loved ones, or with her nose in a book. 


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Tags: Challenges faced by distributors