The Power of Promotional Products: - Advertising Specialty Institute
The Power of Promotional Products: - Advertising Specialty Institute
The Power of Promotional Products: - Advertising Specialty Institute
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<strong>The</strong> <strong>Power</strong> <strong>of</strong> <strong>Promotional</strong><br />
<strong>Products</strong>:<br />
<strong>Advertising</strong> Specialties<br />
Impressions Study<br />
Moderator: Natalie Townes, ASI Pr<strong>of</strong>essional Development<br />
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Panelists for<br />
“Prove to Your Clients That <strong>Promotional</strong> <strong>Products</strong> Work”<br />
Michael Crawford, Principal,<br />
Crawford Creative Group, a multiservice<br />
agency, which includes<br />
promotional products as its core<br />
media. Michael also teaches visual<br />
communications, marketing, sales<br />
and advertising design at local<br />
colleges and high schools. Michael<br />
is also an award-winning graphic<br />
designer and consultant and<br />
frequent speaker at ASI Shows.<br />
Lisa Leitch, Sales Trainer Teneo<br />
Results As a former national<br />
advertising manager, Lisa Leitch<br />
understands the client and buyer's<br />
perspective. As a multi-million dollar<br />
salesperson & VP <strong>of</strong> sales for one <strong>of</strong><br />
the largest Canadian promotional<br />
distributors, she uses her experience<br />
to help distributors accelerate sales<br />
performance and differentiate<br />
themselves as promotional experts.<br />
Jo-an Lantz, Geiger’s Executive<br />
Vice President& Board Member<br />
Jo-an is a former ASI International<br />
Person <strong>of</strong> the Year (2004), and a<br />
member <strong>of</strong> ASI <strong>Power</strong> 50. She<br />
represents Geiger in WAGE (World<br />
<strong>Advertising</strong> Gift Exchange), an<br />
organization with 26 members from<br />
25 different countries. Jo-an has<br />
served a variety <strong>of</strong> different industry<br />
groups and associations.<br />
Melinda Ligos, ASI Magazine’s<br />
Editor-in-Chief Before joining<br />
ASI, Melinda spent more than 13<br />
years at Nielsen Media in New<br />
York, overseeing a group <strong>of</strong><br />
business-focused magazines that<br />
included Sales & Marketing<br />
Management magazine. Under her<br />
leadership, ASI magazines have<br />
been honored with two Neal<br />
Awards from American Business<br />
Media and six FOLIO awards.<br />
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A Groundbreaking Research Study<br />
From ASI<br />
We’ll Reveal. . .<br />
• Statistics showing how advertising<br />
specialties influence end-users’ buying<br />
decisions<br />
• <strong>Power</strong>ful numbers that illustrate the staying<br />
power and number <strong>of</strong> impressions <strong>of</strong> popular<br />
advertising specialties<br />
• <strong>The</strong> Cost Per Impression <strong>of</strong> advertising<br />
specialties compared with other popular<br />
advertising media<br />
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Survey Methodology<br />
•<br />
•<br />
•<br />
A team <strong>of</strong> interviewers surveyed<br />
businesspeople in four metro areas: New<br />
York, Chicago, Los Angeles & Philadelphia<br />
An online survey to additional end-users<br />
augmented the in-person survey<br />
618 completed surveys in all<br />
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You Will Leave With. . .<br />
•<br />
•<br />
•<br />
Solid ammunition to overcome 12 common end-buyer<br />
objections<br />
Your own personal copy <strong>of</strong> the study which can be<br />
downloaded at www.asicentral.com/study<br />
Techniques for using this valuable research to<br />
– Reach new customers<br />
– Increase sales with existing customers<br />
– Firmly position promotional products as the most cost<br />
effective advertising medium in the minds <strong>of</strong> your<br />
clients<br />
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Objection 1<br />
“Why should I put my logo on a pen or<br />
keychain? Nobody remembers the name <strong>of</strong><br />
the company that advertises on those<br />
tchotchkhes.”<br />
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Solution 1—End-Users Remember the<br />
Brands on the Items <strong>The</strong>y’ve Received<br />
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Objection 2<br />
“Is someone really going to change their<br />
opinion <strong>of</strong> me just because I sent them a<br />
pen? I doubt it.”<br />
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Solution 2—42% <strong>of</strong> end-users have a<br />
MORE favorable impression <strong>of</strong> an<br />
advertiser after receiving the item<br />
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Objection 3<br />
“Sure, my client is going to love to take the<br />
free stuff I give him. But that won’t make<br />
him any more likely to do business with<br />
me.”<br />
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Solution 3—Nearly 25% <strong>of</strong> end-users are<br />
MORE LIKELY to do business with the<br />
advertiser on the items they receive<br />
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Objection 4<br />
“Say I use a promotional product in a direct<br />
mail campaign. What assurances do I have<br />
that I’ll ever hear from the prospect again?”<br />
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Solution 4—Most end-users have done<br />
business with the advertiser AFTER<br />
RECEIVING the item<br />
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Objection 5<br />
“I bet nobody really holds onto a promotional<br />
pen. <strong>The</strong>y probably go right in the trash.”<br />
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Solution 5—Writing Instruments Are <strong>The</strong><br />
Most-Recalled <strong>Promotional</strong> Item<br />
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Objection 6<br />
“Other than maybe a T-shirt, my guess is that<br />
clients aren’t going to keep anything I give<br />
them.”<br />
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Solution 6—<strong>The</strong> Typical <strong>Promotional</strong><br />
Product is Kept for 7 Months<br />
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Objection 7<br />
“Unless a promotional product is super highend,<br />
which I can’t afford, or really attractive,<br />
nobody’s going to want to keep it.”<br />
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Solution 7—End-users keep items<br />
that are USEFUL<br />
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Objection 8<br />
“Why should I waste my money on a tote bag?<br />
It probably only gets used one or twice at<br />
most – maybe some guy will grab it to wipe<br />
<strong>of</strong>f his windshield or something.”<br />
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Solution 8—Bags are the most<br />
frequently used apparel item<br />
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Objection 9<br />
“I need an advertising mechanism that will be<br />
in front <strong>of</strong> my prospects every day – that’s<br />
why I advertise in my local newspaper. Your<br />
products won’t do that for me.”<br />
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Solution 9—Many <strong>Advertising</strong> Specialties<br />
Are Used Every Day<br />
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Objection 10<br />
“I need to invest my money in media that<br />
delivers real impressions. Now if you could<br />
show me how many impressions I’d get from<br />
a promotional product, I might consider<br />
buying one. But you can’t do that, can you?”<br />
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Solution 10—<strong>Promotional</strong> <strong>Products</strong> Deliver<br />
Significant Numbers <strong>of</strong> Impressions<br />
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Objection 11<br />
“Money is tight right now. I’d love to buy<br />
something from you but I just can’t afford<br />
promotional products.”<br />
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Solution 11-<strong>The</strong> Cost-Per-Impression<br />
<strong>of</strong> <strong>Advertising</strong> Specialties is a Fraction<br />
<strong>of</strong> a Cent<br />
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Objection 12<br />
“I’d rather put my marketing dollars into<br />
television ads. <strong>The</strong>y’re much more costeffective<br />
because they have a wider reach.”<br />
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Solution 12—<strong>Advertising</strong> Specialties<br />
Deliver a Better CPI Than Virtually Any<br />
Other Media<br />
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Cheat Sheet<br />
(Give This To Your Reps!)<br />
•<br />
•<br />
•<br />
•<br />
•<br />
84% <strong>of</strong> end-users can name the advertisers<br />
on the items they receive<br />
62% have done business with the advertiser<br />
AFTER receiving the item<br />
End-users keep products for 7 months<br />
<strong>The</strong> average cost-per-impression <strong>of</strong> a<br />
promotional product = $0.004<br />
<strong>The</strong> CPI for advertising specialties beats all<br />
forms <strong>of</strong> media (except billboards)<br />
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Educating the<br />
Industry and End-Buyers<br />
•<br />
•<br />
•<br />
•<br />
•<br />
You’ll find coverage <strong>of</strong> the study results in all<br />
7 ASI magazines and on ASI Radio<br />
Results are available on<br />
www.asicentral.com/research<br />
ASI will conduct a Public Relations campaign<br />
in general business media<br />
Educational seminars at 2009 ASI Shows<br />
Presentation for end-buyers for distributors<br />
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Thanks for attending!<br />
•<br />
•<br />
•<br />
•<br />
Send your questions to asieducation@asicentral.com.<br />
Thanks to our esteemed panel…<br />
Michael, Jo-an, Lisa and Melinda<br />
Invite your salespeople to listen to this webinar at<br />
www.ASICentral.com/webinars beginning next week<br />
Join us Tuesday, Dec. 9 at 2 pm Eastern for<br />
“Become a Master at Selling Apparel Programs”<br />
where you’ll get a sneak peek at the hottest<br />
wearables and fashion trends for 2009 as well as tips<br />
for selling the latest looks and hot new imprinting<br />
techniques.<br />
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