by Kirby Hasseman
The “secret to successful selling” is something that sales professionals and entrepreneurs search for like the holy grail. There are thousands of books about the subject. White papers and blogs are shared to help you find this elusive “white whale.” Videos are produced all the time to help you “fill the funnel” and “close the sale.” But here is the secret I have found about sales. There is no secret. The process to growing your sales is simple…not easy. Are you ready for it? Want to hear it? Here goes… 1. Make more sales calls (to real potential buyers).2. Ask for the order. I know that’s not sexy and not detailed. But I find in most cases (including my own), when sales are trailing, these two things can help. Let’s dig deeper though. Here are some more tips on growing your sales in nearly any market. 1. Be a Learner Not an Interrogator: If you have been in sales for more than 3 minutes, you have heard people tell you that you need to “ask questions” and you need to “listen.” There are all kinds of memes that will tell you that you have two ears and one mouth and to use them accordingly. But one trap you can fall into is to ask questions in a sequential order. You have a script (even if it is of questions) and you follow that. You want to get to the answers so you can qualify this prospect. In this instance, you are asking questions, but not really listening. Take on the role of a “learner.” Listen to their answers and ask follow up questions with things like, “Tell me more about that.” This will allow you to learn more about the problem you are trying to solve, but also the person who you are meeting with. 2. Provide Value: One of the best ways to connect with a person (buyer) is to listen to them honestly (see above). The next is to sincerely try to help them. Obviously we are all in business, and we want to make the sale and make money. But if you listen, you might find a way you can provide them value outside of the transaction. Do you have an article you can share with them? Are they new to town? Can you help them find a place to shop? Whatever. Listen to them and provide value up front and you will create a person that wants to do business with you when the time is right. 3. Ask For Next Steps: I said above that we need to “ask for the order” and that’s often true. But sometimes that’s jumping the gun. What I like to consider is “what is the logical next step?” Ask for that. Sometimes sales professionals are reticent to do this because it might seem pushy. To be honest, I think it’s weird if you have just spent time with a client and don’t ask. You have just wasted their time and yours. Maybe the next step is to put another appointment on the calendar. Maybe it’s to ask for the order. Maybe it’s step where the client needs to provide you information. Whatever it is, ask for that. The fact is, there are many subtle steps to the sales cycle. But if you take these 3 steps you will start to see progress in your sales journey! Don’t ever miss a post from Hasseman Marketing! Sign up for our VIP newsletter here.
by Kirby Hasseman
It’s time for a tradition like no other! Each week, our very own Jeff Wickerham takes the time to highlight a specific promotional product that he thinks YOU should know about! 
Do you want to show your customer or client a great year end gift? Check out this week’s pick the Mag-Lite Solitaire w/ Multi Function Mini Tool. This nicely packaged custom piece comes with a mini flashlight with your logo and a multi tool. A great way to say thank you to your customer, client, or board member. If you need more information let us know and don’t forget to sign up for our VIP Newsletter here.
by Kirby Hasseman
It’s time for a tradition like no other! Each week, our very own Jeff Wickerham takes the time to highlight a specific promotional product that he thinks YOU should know about! 
This week Jeff is highlighting the Hot/Cold pack! Watch the video above and learn more. Want to check pics, costs and more? Click here! And if you never want to miss our content, sign up for our VIP list! Each week we make sure you see our latest content and get some special offers too.
by Kirby Hasseman
It’s nearly time for the little ghosts and goblins in every community to start roaming the streets. And whether you are the one that hands out apples or Snickers bars, you know that Halloween is fast approaching. But what can you do in this season to market your business? Turns out, a lot. In addition to sugary treats, there are several cool ideas that will help to make your business stand out…and help kids stay safe. Skinny Flashlight: This is a fun item for both the kids and the adults. On the night of trick or treating, this will come in handy. But it will also give branding value for many nights to come. Check this out here. Safety Reflector Light: Yes…safety is a concern this time of year. The time has changed and there are a lot of excited kids out there! This piece can hang on backpacks (all year) and acts has a reflector AND a light! Click here for details. Grande Tote: Let’s face it. If they are getting candy, they want it all! Here is a great promotional piece that works extremely well for trick or treat. But it also has long lasting branding power at the grocery store…and any place else you need to carry things! Check out details on this bag here. Gommer Head Lamp: Okay so this might be strange for Halloween…but we love these! Not only will drivers be able to see your trick or treater, but they will be able to see as well. In addition, you can be sure this will be used year-round by those who work with their hands…or even those that run at night. This is awesome. Be Safe Bracelet: This is the safety item they will WANT to wear. This fun bracelet will not only be easy to see in the dark, but it will be a stylish piece too. All the superheroes will have them! Check this out here. So these are just a few ideas that will help you stand out in a crowded market place this Halloween! If you want more ideas, just let us know! Oh…and never miss an update by signing up for our VIP newsletter here.
by Kirby Hasseman
It is REALLY hard to believe, but the 4th quarter is upon us! And if this year has been any indication so far, October, November and December are going to fly by. That’s why now is the time to start thinking about saying “thank you” to your employees, stakeholders and best customers. Yes. It matters. Did you know that studies show that 69% of customers that leave you will do so because of “perceived indifference?” That’s right. They will leave because they think you don’t really care. That is a statistic that can be hard to swallow. But now is the time of year that you can assure that doesn’t happen. On the other hand, we understand that you don’t want to completely break the bank. So here are a few “frequently asked questions” that might be able to help you through the appreciation process. Do I have to buy for everyone? This is a tough one. This is a “yes, but…” answer. The obvious answer is, “do you want everyone to feel appreciated?” You should probably want all of your customers to know you appreciate their business. They are, after all, giving you money! But that doesn’t necessarily mean you need to appreciate them all evenly. The fact is, most companies have the 80/20 rule. 20% of their customers will often represent 80% of their overall business. If that is true for you, then you want to make sure the 20% REALLY know you appreciate them! What we recommend is to select a gift that is extra special and get that delivered to your top clients. Then create an “everyone” gift as well. This can be a nice, lower cost item that can also be a gift for prospects as well. Do I have to buy a LOT of quantity? Not always. Depending on how many you need, and the budget you want to spend on each person, we have many suppliers that can do very low quantity so you can make sure every customer and employee is recognized. Just let us know and we can guide you to a lower quantity option. What about Food? Food can be a great gift for the year end. First, it’s a customary item around the holidays. But maybe more importantly, its a great share-able item! Let’s say you have 4 customers in one office, a gift basket can be a gift for all of them! One thing you want to consider about food is freshness. When you go to a department store and see gift baskets out in October (or earlier), just know that those were likely put together months in advance. How fresh could that food possibly be? Just something to consider. We have some amazing food options for your year end needs. Those are just a couple of questions we get! We are glad to answer any additional questions you have too! What is most important is to remember to say “thank you” to your customers and employees. You will be glad you took the time! If you want to make sure you stay on top of all of our updates, sign up for our VIP list here.
