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Promotional Products for Lead Generation Opening New Accounts Trade Show Promotional Products
08.29.2008 Author: Nye Ohrberg

Promotional Products being Creative while Securing your New Appointments

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Company Name: Robertson Marketing Group Inc.
Award Level:  
Industry Category: Self-Promotions
Industry Name: Self-Promotions
Promotional Objective:
  • Opening New Accounts
    		•
    Award Year:  
    Promotion Amount:  
    Distributor:  
    Objective: To secure appointments for salespeople
    Strategy Execution: A promotional products-direct mail blitz was planned to give prospects an inkling of the distributor’s creativity and a reason why they should see the company’s salespeople. The prospect list was qualified by spending potential, with the A list getting four “hits,” the C list two. The items selected for the entire audience were a fish-topped ballpoint and a squeeze ball. Copy accompanying the fish pen declared, “RMG has so many promotional marketing solutions it will make your pen swim,” and the ball, embossed as a globe, proclaimed “There’s a world of difference between RMG and the competition.” Best prospects also received a plush monkey with a banana-shaped pen (copy: “A bunch of ideas people go bananas over”) and a head-shaped plant with the suggestion, “Just add water & RMG.”
    Results: The distributor’s customary appointment rate, produced by phone call and follow-up letter, was 60 percent. The promotion-inspired appointment rate rose to 85 percent

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    This entry was posted on Friday, August 29th, 2008 at 8:32 am and is filed under Opening New Accounts. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.

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