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Complete Story
07/15/2026
Prospecting for Promo
Source: Bill Farquharson, July 13, 2026
Good morning!
This month's LinkedIn posts have focused on selling promo.
Last week I covered what's different about selling it, its value, the hardest part, and closed by talking about how sales frustration is normal.
Next, let's talk prospecting via a popular medium: Networking. For some reason, many who are new to selling promotional products and branded apparel start here. The mistake they make is to talk about promotional products and branded apparel. They soon find out, that's not what people want to talk about. As Dale Carnegie would tell you, someone's favorite topic is themselves. In a networking environment, that includes talking about their company.
The trick to finding solid opportunities comes down to asking questions about their business; questions which are directly connected to an application.
For example:
- "Tell me, how does your business generate leads?"
- "How do customers typically find you?"
- "What's your differentiator?"
- "How do you create a team environment at your company?"
Believe me, you will get an earful. And the answers to those questions can lead to a promo sale…or two.
Walk in to a networking event with a cache of questions designed to get people talking about their business. Read the list before you enter the room. Add to the list when the event is over.
I'll be talking lead-sources for selling promo and apparel all week. Make sure you look for my additional LinkedIn posts this week and all month.
The Sales Vault, created by Bill Farquharson, is a subscription-based resource and sales community featuring a calendar packed with live workshops, on-demand sales courses, peer-to-peer discussion groups, and 35+ years of sales training content all searchable by sales challenge. Think of it as a sales conference where the seminars and workshops, full of instantly applicable ideas, are ongoing and more programs are added constantly.
The Sales Vault is available on a monthly subscription basis, normally at a no-brainer monthly price of $45/participant, but… GMA members can take advantage of an exclusive offer: FREE membership for 30 days followed by a discounted monthly subscription price of just $40/participant.
Bill has been a friend of GMA for many years and is, no doubt, known to our members as a top sales trainer and content creator for the graphic arts.
Other Vault resources:
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