Unless you have a very experienced customer, you are going to have to ask questions before you can provide products and pricing. It helps to be knowledgeable about suppliers and promotional products in general beforehand.

There are some very basic things you need to know:

• What is the application and how will it be implemented?

Example Answer: Corporate trade show to ultimately increase insurance sales, handouts

• Who is the target audience?

Example Answer: Independent financial advisers and insurance brokers

• How many do they need?

Example Answer: 250 - 1,000

• What is their budget?

Example Answer: $ 3.00 - $ 5.00 range

• When do they need the product for?

Example Answer: 3 ½ weeks (and they still need to see your proposal and make a decision)

• Decorating - colours? Where on the product? Size?

Example Answer: Their corporate colours are navy and gold. Where and size will depend on the products they go with. Colours could achieved by choosing a product that incorporates one of the company colours, and imprinting the other colour, i.e. navy binder with gold imprint.

• Is there existing artwork that you can use?

Example Answer: They say yes, but you haven't seen it yet to confirm that it is usable. A client's artwork is often no good for imprinting purposes.

The more information that you can get initially, the better you will be able to help your customer solve their problem, and give them what they need and want. If you forget to ask pertinent questions, you'll have to contact your customer for more info. One call may not bother them, but several to ask just one more question, will have them wondering if they made a mistake in dealing with you as their promotional products distributor.

If this is your first dealing with this client, you may want to inquire as to whether or not they are getting quotes from other distributors as well. That will help you to know if you need to be more competitive. Some organizations, particularly charitable ones, have a three quote rule.

In the above example of the corporate trade show, you have determined the event, the goal, the criteria and the delivery date. You can now set to work putting together a proposal of promotional products ideas that fit their needs....as quickly as possible. In this case, the customer wants something functional, so you may suggest promotional pens and notepads, document holders, pocket planners, and the like. If there is something new on the market that fits the need, suggest it. A new idea may excite the customer about using promotional products for part their corporate advertising campaign.

While you want to find some great ideas, it is important not to inundate your customer with suggestions. If you provide too many options, you'll immobilize them and they won't be able to make a decision. Pick your best three and present them.

Make your client glad they called you instead of one of your competitors. Remember, promotional products distributors are marketing consultants to the clients. Help solve their problem and you'll have a customer for life.

Just for the record, promotional products are the same thing as advertising specialties. They are also known as ad spec and specialty advertising products.