Capturing the Corporate Market

28 Oct

CAPTURING THE CORPORATE MARKET

CORPORATE SALES

Motivate, Celebrate and Appreciate

Consumer trend survey

  • 94% of executives polled say no one ever contacted them about their holiday gift giving needs
  • 88% of executives order their company’s holiday gifts themselves and 12% delegate the responsibility
  • Largest group of executives said they spend $25 to $50 on employees and $35 to $55 on clients
  • There is a 2 billion market to tap, that’s what corporate holiday gifts are worth within the incentive gifts industry.
  • The IRS allows a deduction of $25 (check this number with your tax preparer for a more current amount) per gift but most feels this is too low and they spend more.
  • Spending is consistent, they don’t believe in skimping on Christmas/Holidays
  • The Corporate gift giving business is not satisfied by food anymore; they want warmer, more personal and more fun gifts. They want fresh, hip ideas that have a sensibility of “it’s not just the money, I really care about you” They want to personalize and acknowledge hard work. Acknowledging stress gives a little more permission to be casual. Aromatherapy, candles, perfumes are some of those gifts that are more personal and creative.

Corporate Vs Consumer Sales

  1. Corporate buyers want to buy. They are actively looking for products and services that help them run their businesses more effectively. They want to save time, moneyand increase sales and productivity. There are purchasing agents whose sole job
    is to buy. Giving is MANDATORY.
  2. Corporate buyers are spending other people’s money. Most companies have written gift policies many believe the government tax deduction limit of $25 is too low and often spend more. “ The Concise Guide to Executive Etiquette” (Doubleday) say upper managers prefer gifts in the $50 range; Senior Executives spend $100 or more.
  3. Corporate buyers are sophisticated. They appreciate and are willing to pay for the extra touch.
  4. Corporate buyers read. Your written material must stress the benefits of your service, not just the features.
  5. Corporate sales involve a multi-step process. Make your contact via phone or direct mail. You must get past the gate keeper. “What is your call regarding”? respond “this is about the gifts he needs for the Holidays” or “ This is about a gift for you”
  6. Some corporate buying involves multiple buying influences for example an administrative assistant, her boss and whoever authorizes payment. Don’t fear this process, be encouraged to know the company has an active gift giving program. They are predisposed to buy.
  7. Corporate sales require a different approach and commitment than consumer sales. But if you show corporate clients how your gift service can help them reach their goals you’ll watch your business soar.
  8. It’s nice work, so get on the phone, stop by that office and follow up with the letter and CLOSE THE DEAL.

CORPORATE SALES TIMELINE

September:

  • Obtain business names, contact information, address and phone numbers of potential corporate clients.
  • Mail out personalized contact letter on Holiday Letterhead and envelope

(Don’t worry there is still time to make it happen)

October

  • Make follow up calls
  • Schedule follow up appointments- take samples with you if applicable (OR catalogs)
  • Close and sign deals, obtain 50% deposit and schedule delivery dates
  • Order holiday products before inventory levels run low and or get depleted (if applicable)

November  

  • Begin assembly of corporate gifts (baskets) or whatever applies to your business.
  • Make sure your products have your label with all your information for reorders.

December

Deliver Corporate Account gifts

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