Wrapping Up 2015
4. Showcase variety.
At the start of each Q4, Hroma creates a helpful visual to show clients the variety of gifts she can offer. “The boards are based on different criteria—price range, client industry and type of gift (tech, desktop, recreation, apparel, etc.),” she said. “So many clients just want ‘ideas,’ which is a pretty broad category. The gift boards show three to four items per presentation with some of the newest products in the industry to get a client thinking—and hopefully buying.”
5. Create Repetition.
With so many companies offering corporate gifts during this time of year, it’s a chance to create repeat customers and make Q4 consistently profitable. “If you are not targeting this apparent need by offering custom, unique, made-to-order food gifts, you are foregoing massive sales potential that tends to go on autopilot year after year,” Caputi said.
6. Work with budgets.
While you’re looking to build your Q4 sales, clients working on a calendar fiscal year may have budgeted funds that need to be spent before the year’s end. “Working with a client to produce work in the fourth quarter, but not deliver until the first quarter can bring value to the relationship while securing new business,” Buck said.
7. Target nonprofits.
Nonprofits and other organizations with membership and fundraising drives are active toward the end of the year, Buck mentioned. Between direct mail programs for fundraising and membership renewals, there are plenty of print sales opportunities. “Zoos, museums, theaters and even alumni groups use this time to ask for funding,” he said. “Integrated cards are frequently in the post-donor phase, which may be sent with the contribution thank-you letters.”
8. To sell gifts, give a gift.
Hub Pen Company offers free personalized pens for distributors to gift to clients, Arruda said. The gift doubles as a sample, but regardless of the type of gift, distributors should package it as a gift as well. “It might be as easy as taking a product and putting a velvet sleeve on a pen,” he explained. “The more appropriate holiday gift would be to put a pen in a gorgeous gift box with a letter of appreciation inside.”