by Kirby Hasseman
It turns out my first sales manager was half right. When I first got in sales, I was told “When in doubt, go and see the people.” It was an over-simplification, of course. On the other hand, it’s always seemed to work for me. When I was waiting for the phone to ring or waiting for the sales to come in, I hear that voice. “Go and see the people.”
In Jonah Berger’s book “Invisible Influence” I am starting to learn why this works. In multiple studies, Berger explains that familiarity and having the “people see you” works. In one study, pictures of female students were judged on their level of attractiveness. (Cringe all you want, it was the study). It turns out that if the female students were seen in the class, they were judged to be more attractive. Other studies showed that “being seen” more often could make your more likable and trustworthy.
From my perspective this brings powerful insights into the world of sales, brand building and more! So here are a few takeaways…
See the People
Though the script has flipped a bit, the adage still holds water. When you are feeling reactive in your business, get out of your office and go “let the people see you.” And if you can add value in some way (or just to say thanks like this post suggests), even better.
Social Media
This is one of the reason great social media works. We are giving people a chance to “see us” on a regular basis. Some people would say this can be overdone. Maybe. But the science from this book suggests otherwise.
Consistency is Key
This is also a bit of science to back up my belief in consistency. Whether we are talking about social media, content marketing or sales, you need to be consistent in your efforts. We all have that voice in our heads that tells us we need to stop...it’s too much. But we need to push through that and continue to “show up” with your prospects and clients. Let them “see you” over and over again. Make sure never miss the opportunity to “see us!”
Sign up for our VIP newsletter here. We want to provide you as much value as possible!
by Kirby Hasseman
You would think the relationship between Politics and Promotional Products would be amazing. Whenever I think of the quintessential politician, it’s hard to get past them shaking hands and kissing babies without thinking of them handing out buttons to wear, notepads to write on or pens to write with! It feels like Politics and Promo are the perfect pair. But alas, that is not always the case.
The hypocrisy is always strange to me.
Usually it happens after an election cycle…or at the beginning of a budget cycle. A politician, looking for a “quick fix” to a budget challenge tries to find a place where they make a “big cut.” This is when the Politician turns on Promo. They make a declaration that their government will no longer spend money on non-essential items like Promotional Products.
This is just ONE example: Iowa Senator proposes cut on State Promo Spending. The promotional products were not “non-essential” when they were seeking to be elected, of course. At that point they were valuable election material! And that’s the thing. They ARE valuable campaign material. One of the things we know about (well done) Promotional Products is that they affect human behavior. If you want people to work safer, Promo can help. Do you want people to go to your website? Great news, an amazing Promo item will remind them. If you want them to vote for you, it works as well. (And if you want a legendary Beatle to jump up and down in excitement, a cheap t-shirt will work).
As a side note, as you live through an election cycle, most other forms of media make you frustrated with the process. TV ads, radio spots and Newspaper campaigns spread vitriol and hate. A well-done Promo campaign can help you celebrate your candidate…and keep you engaged in the process. But I digress.
The fact is, Politicians (and other leaders) should work to use the Promo that got them elected, to try and affect human behavior now that they are in office. Let’s face it. Some cool SWAG that brings your constituents some joy make us trust you more…not less.
If you want to make sure you never miss an update or a blog, video or podcast, make sure to sign up for our VIP newsletter here.
by Kirby Hasseman
Innovation is a buzz word that is being thrown around a lot right. And it should be. Technology is changing so much about our world at a crazy fast clip. This sort of innovation makes it an exciting (and scary) time to be alive. So innovation is a good thing, right. Well…not always. As someone that travels quite a bit, I spend my fair share of time in hotel rooms. For the most part, I really enjoy travel. I love to see new places and meet new people. But it seems like in every new hotel room I check into, the designers have decided to innovate in one unnecessary area…the shower. To me, if there is any place that uniformity would make sense, it would be a shower in a hotel room. I mean, by definition, you have new people using the room nearly every day…in every place. And in many (if not most) of these establishments, you have road-weary travelers that just want to start their day off on the right foot. They don’t need to start their day with a puzzle. But in nearly every room there is a new and creative way to turn on the water, turn on the shower, and adjust the heat. (Oh…and if you need to have directions on how to turn on your shower, it’s a dumb design). You might look at this as designers who are trying to innovate. They are exploring creative ways to make the showers function differently, and in many cases, scald the visitors. And you might be right! But they missed one very important point about innovation. It needs to solve a problem. Many times, we create new and different ways to do things…because we can. But the best innovation (and dare I say the spirit of innovation) comes when we have looked at the way we are doing things, and think of something better. That is when we truly innovate. If we are just changing things to change them, we are not innovating in a way our customers will appreciate. We are just getting them wet…and making them made. Oh…and don’t get me started about taking away the headphone jack in my phone! Make sure you never miss an update! Sign up for our VIP newsletter here. Oh…and if you want to check out some innovative promotional premiums, you can head to our website here.
by Kirby Hasseman
Welcome to our awesome blog post series for Hasseman Marketing called:
“Brand-ecdotes!”
Each week we will talk to a branding all star about what makes the Promotional Product advertising media so special!
This week we talk with Danny Rosin! Danny is the co-founder of Brand Fuel (a progressive and fun distributor in North Carolina). He also helped to create BandTogether, which is a super cool not for profit that raises money through their love of music to make their community better!
1. What is your all-time favorite Promotional Product and why?
From James Dean to Lebron. Marlon Brando to Pedro. T-shirts are memes, walking billboards, novelties, fashion statements, great bang for the buck, utilitarian…universal weekend wear. T-shirts were the gateway to me falling in love with and being a part of this industry. With a logo/design, they have incredible sentimental attachment.
Postscript for corporate swag buyers out there: Provide shirts that people want to wear versus have to wear.
2. Can you name a Promo Product that you have that STILL reminds you fondly of an event, person, organization? If so, can you tell us that story?
Before Brand Fuel ever existed, I was running pretty wild with my now business partner of 20 years, Robert Fiveash. As teenagers, we shared a lot. We played the same three sports in school (football, wrestling, lacrosse). We loved the same music (Ramones, Clash, CCR, Pink Floyd). We even dated a few of the same girls (but not at the same time).
We also co-lead a high school club that provided resources to children in developing countries through Operation Smile. When we started Brand Fuel, Robert gave me his 15-year-old Operation Smile t-shirt as a memento. I have kept it, using it as a prop when I speak with high schoolers who are leading similar Operation Smile student clubs 30 years after we started that first club. Anyone looking at it would say the shirt is on life support. It’s faded, worn and full of holes, like a Velveteen Rabbit. It is associated with so memories of my friendship with Robert. The shirt serves as a metaphor for the things we have shared. And it is a reminder to never forget where we came from and that there are many people much less fortunate that we should lend a hand to whenever possible. It’s always possible.
3. What is the current product you use all the time?
My OtterBox iPhone case by Branded Logistics. It keeps my multitasking device safe and looks righteous too.
The runner up is a journalbook. The most recent one where I write musings is made from a recycled vinyl Aretha Franklin album, from supplier Vinylux. My album journal is a head turner, makes people jealous (so I have been told) and is a conversation starter. That’s the power of promo.
4. What is an idea/product that you think organizations UNDER use?
Cause-marketing. I am a believer that the 5th “P” of marketing, soon after price, place, promotion and product, is PURPOSE. Organizations are shifting their marketing dollars to a more purpose-driven model where stakeholders (employees, environment and local community) versus shareholders matter more. When delivered with integrity, an investment in shareholder value will be associated with the positive result of healthier recruitment and retention for both employees and clients. B Corporations are leading this charge internationally. I encourage you to check out what our industry is developing through the PromoCares initiative, to get involved and then, use your business as a force for good.
5. What do you think is the best thing about Promotional Products as an advertising media?
When our industry is doing its job justly, no other form of media can match up. While promotional products are the only form of advertising people like to receive, a physical promotional product can also serve as the trigger for human to human connection.
The effective design, delivery and use of promotional products starts a conversation. Opens a door. Helps recognize an employee. Provides a canvas to feature loyalty to a school, for a band or a cause, for example.
When we aren’t putting logos on crappy, cheap items that end up in landfills, which is a liability for our client’s brands and our industry, our industry will be more associated with what our customers want – utilitarian marketing. Yes, more of that, please.
Wow! Special thanks to Danny Rosin for taking us along this week! Great stuff!
Make sure you never miss an update! Sign up for our VIP Newsletter here!
by Kirby Hasseman
I like to talk. Trust me. My wife will agree! But despite what people think, the best sales people, entrepreneurs (and friends) are good listeners. It’s so true that it’s become cliché. It’s simple. But that doesn’t make it easy. It’s something I have to work at. The best way I have found to do this is to “actively listen.” I try to take notes. And if you pay really close attention to me, you might even see me put my hand over my mouth to remind me to shut up! It’s my visual “tell.” But another way to be a better listener is to ask better questions. (As a side note, here are 5 great questions you should ask before your next Promo Campaign) I find that if I work to have great questions ready, I am better prepared to just listen to the answers. Look at it this way, the better the question, the more interesting the answers. “Successful people ask better questions, and as a result, they get better answers.” Tony Robbons. If I do a better job of asking questions, I want to know the answers anyway! Make sure you never miss an update! It’s time to sign up for our VIP newsletter here. We will email you (only once a week) with the latest content and specials. It’s your call. But life is better as a VIP.
