What You Give Away Speaks Volumes About Your Agency
Posted by Mike Ferris on Friday, February 08, 2008 and posted in SalesIf you give out the same things the competition does, how do you expect to differentiate yourself in the mind of the referral sources? The reason for giveaways is to keep your name in front of the referral sources so that they will call when they have a need. Longevity, utility and uniqueness are attributes to strive for in selecting items.
Here are some key pointers for maximizing the impact of your giveaway items:
1) Look at the budget and then find the BEST items (don’t order first and think later!)
2) ASK your customers what they would find useful.
3) Make your giveaways MEMORABLE—be creative.
4) Find something that is FUN (when I asked some physicians what they liked one said “Something that is fun and that I can take home to my kids to play with").
5) Tie the giveaway item into a campaign, theme or celebration
6) Don’t do what the competition is doing or what you have always done in the past.
7) Instruct the sales team on how to use the giveaway item(s) so that they are conveying the message and creating the desired result.