You are expensive! Do you shop price or service?

Someone said to me this morning that his secretary told him that… “I Was Expensive!” His responded by saying, How can you say that when our potential clients say the same thing about our company? People should buy on the service they expect and not necessarily on price alone.

It’s that famous question, “How Much?” Why is it that some people (the same people over and over again) that shop by price alone? Although, their own business products pricing is set by someone else and not them. It intrigues me that those people have that mindset. Do you want your driveway that has 3′ of snow on it plowed in 15-minutes by the guy who said I’ll be right there, or would you rather shop around all day to find someone cheaper and when you do they can’t do it for 2 days. Time is money. You just stayed home from work for 2 days to save $20. Time is money.

I personally don’t shop for things in my life by just price alone. I look for when they can be at my house to do some work, deliver something to me on my time frame (not that famous 4-hour window) 10am-2pm or 12pm-4pm because they always come at 1:55pm or 3:55pm. My time is just as valuable as theirs and I’m willing to pay more money for a better service. I recently had our dishwasher stop working so I called my normal guy at 8am and he was there at 11am. After the fact, I had someone else tell me “hey, I could of fixed it cheaper, but I couldn’t of come for a week. In the long run, that wouldn’t of been cheaper, because I would have had to wash dishes by hand for a week. There is a value to that.

Just this week someone texted me and asked me how much would it cost to put names on some jackets that he owned? I told him the price and he said OK. He said: How can I get the jackets to you? I told him, I’ll come pick them up (because that’s how I roll). A day later he texted me again and said ” How are the jackets coming?” I said they are still in the box because you never gave the names you wanted embroidered and on what size? He said: Oh, crap, thought I did that already. Then he asked: can I add his company name on the jackets for free since I was already doing the names. I said that would cost more money. He asked why is it more money to add a company name? I said I don’t do free embroidery, just like you don’t do free taping of drywall. Some people just need to hear it like it is. He said OK looks like I’ll just do the names since I can’t get the company logo for free. I said, you are right!

The point in life is DON’T SHOP PRICE ONLY! There is so many things in life that you can get in a reasonable time without having to even discuss price. It you get done quicker than you thought you could, that right there is worth more money than you probably have in your pocket because TIME IS MONEY!

Rick Gosser
sales@gossercorpsales.com
219-808-9888
http://www.gossercorpsales.com

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We can embroider on anything…

A recent discussion about what type of things we can embroider on, made me really think about that one.

Since 2002, I have been in the embroidery business and there never has been any item that we can’t embroider on. I have done leather motorcycle seats (flat and off the bike of course), t-shirts, sweatshirts, polo shirts, dress shirts, hats and caps, jackets, briefcases, bags, chef coats, aprons, visors, towels, wedding robes, blankets, scarfs, lab coats, doctors and nurses scrubs, sweaters, tots bags, messenger bags Christmas stockings.

The challenge becomes, when a potential client or client has that next unusual question, “Can you embroider on?”

So, we are challenging you, to challenge us! It’s not like we are wanting something different or odd to embroider on. But, we do ALL of own embroidery in-house with our own machines that run like a fine tuned oiled machine. My machine technician recently told me “You have the best kept secret in the Midwest, your machines are over 13 years old and they run better than the new machines, because you take care of them.”

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Email us any logo in a PDF, EPS, AI, JPG or whatever file, and we can turn it into embroidery for you.

You see most of our projects on our company Facebook page.

Rick Gosser
Gosser Corporate Sales Inc.
phone: 219-808-9888
email: sales@gossercorpsales.com
web: http://www.gossercorpsales.com
Facebook: https://www.facebook.com/gossercorpsales/

Does branding matter to small businesses? 8 tips to help YOU!

The answer to this question is a simple ‘Yes’. Branding matters to every business but perhaps more so to a small business, where it really helps to differentiate you from the competition. You need to be memorable, if people can’t remember your name how are they going to find you?

Here are some tips to help you grow your branding and stay front of mind.

1. Develop your brand mantra which is the heart and soul of your business. Your mantra is a quick and simple memorable statement that tells everyone immediately who you are and what you have to offer.

2. In addition to your brand mantra choose your brand messages – most companies have three key messages but it is perfectly ok to have one if you feel it does everything you need. Your messages should tell your audience what sets you apart from the competition, the added value you bring to the table and why they should choose you.

3. Tone of voice is about creating a voice to accompany your branding messages and mantra. Tonality is not just about what you say but how you say it. Do you want to be seen as formal and corporate or informal but professional, or professional but fun? Your tone of voice is a reflection of your personality so be sure that the persona you are putting out is consistent throughout all your marketing material and is in line with your business goals.

4. Your logo and design scheme is a graphical representation of your business. It needs to consistently appear on all your marketing materials and harmonize with your messaging. When starting out it’s important to invest in a design expert who can encapsulate the essence of your brand in a graphical way. Many solo operators go down the route of designing the scheme themselves, unless you have undertaken graphical training it will look like a ‘home job’ – investing in this element of your business is worthwhile.

6. Be consistent – every branding expert will tell you that you need to be focused about how you appear, how you engage with your clients and how you deliver your services. By being consistent you tell your clients that you are reliable and dependable and this helps build a trustworthy brand because people know what to expect.

7. Remember to think, act and plan like a business leader. The more you plan the more prepared you will be. The saying ‘fail to plan and you’re planning to fail’ has a lot of merit. The great thing about planning is if you are organized and on top of what you are doing then when an issue arises you can deal with it swiftly.

8. Thank you. Saying thank you to your clients, employees, freelancers and yourself is important. If you’ve done a great job give yourself a pat on the back. If you had an opportunity to present to a potential new client thank them for their time and tell them how excited you are to have the opportunity to present. There is nothing wrong in telling clients this providing it’s done in a genuine way – very few people do this and you will be remembered for it.

If you are just starting out or been operating for a number of years your brand is an important part of your business success. It’s never too late to start and as the leader of your business it’s your job to pull it all together and drive it forward.

Rick Gosser
Gosser Corporate Sales Inc.
219-808-9888
http://www.brandingcaptain.com

We can make shirts from pictures…

Recently it seems our clients are asking us to male shirts using pictures. Years ago I would of asked, “You want me to make a shirt using your picture.? Sorry, we don’t do that kind of work. However, changes in the decorated apparel business now allows us to put on our creative thinking hats and now we say, “Sure, we can help take your idea and make it reality.

Here is the latest picture we got with a simple request: She said, “I want the shot glass image with some lettering added.” Can you do that? Of course was my answer. This is what we made for her, exactly what she wanted.

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These shirts will be sailing to the Bahamas as they leave tonight on their cruise.

You have the ideas, we turn them into reality. What can we make for you? http://www.gossercorpsales.com

Rick Gosser
Gosser Corporate Sales Inc.
219-808-9888
http://www.gossercorpsales.com

Seven Ways to Start a Relationship with a New Potential Customer

In order to develop relationships with new prospects and turn those strangers into friends, you need to work at it and be real. This requires taking the necessary steps to help you gain their trust and turn those friends into customers. Here are seven tips that can help you with that.

1. Get to know them
You need to learn everything you can about prospects as people and their company. Spend the time to check out both the person and the company online. Check on Google, LinkedIn, Facebook, Twitter, Pinterest. Get to know them. From the company’s online presence, you should be able to pick up on the words used, its mission, vision and the image it is trying to project. Try to get a sense of the person’s beliefs and how they align with your own. Who are they and what do you have in common? What are their feelings about your message?

2. How will you make their life better?
It is all about them. If you can’t make their life better, why are you calling on them? What is the result you will deliver for them? Most likely they want more money, more sales, more customers and more profits, and less work and less stress. But don’t assume. Get very clear on your promise. Until you can get very clear and articulate about the transformation that you can offer them, you’re not ready to call on them.

3. Keep it real.
Assuming that you are a good person with ethics who really cares about other people, be that person. There is no place for old-school manipulation, pressure or guilting in building relationships. You should be able to feel good about what you’re about to ask for and the recommendations that you are making. Your new friend should also feel like it is the natural next step. People can spot a phony or a sleaze a mile away. Don’t be a phony or a sleaze.

4. Create value.

Don’t you hate this cliché? It’s the hard work, the counter-intuitive work that you need to be doing. How do you create value? You do it by giving away ideas. You do it by sharing ideas and best practices. When you leave your customer after a meeting, are they better off than when you showed up? Do they have something that they feel good about or that they can implement now? Have you left them wanting more? What’s the best tip you can share with them today that is going to make their life better now?

5. Be a storyteller.
Take them to a place with you where their problems go away. Learn how to tell stories. Stories engage both the brain and the heart, and give you an emotional connection. Stories allow them to get into the movie you are creating, and that allows imagination to move them along with you. There is something primal about a story. Become a talented storyteller and they will always want to hear more from you.

6. Make it easy to work together.
Consider from the other person’s point of view what obstacles there might be for you working together. Remove them ahead of time. Don’t make it confusing. Don’t put in a lot of conditions. Lay it all out and tell them what the next steps are, how you will work for them, how you will keep them informed and how you will make them look good. Find out if they want you to bundle all of the extra costs, such as set-up charges and freight. Be aware of the processes that they need to follow and put together a proposal that already anticipates their processes. Be very clear and very easy to work with, and make it very easy for them to justify working with you.

7. Don’t take anything personally.
Sometimes you won’t get your way. If you created a solution that you believe in and they didn’t buy, feel good about yourself. Sometimes it works out, sometimes it doesn’t. If you are desperate to make a sale, it will be obvious and it will be an obvious turnoff. Create something great, offer it to them and then let go of the decision. You want to feel good about your work and you want to leave the door open to try again.

The most profitable clients are built through the hard work of getting to know them, to understanding their motivations and their problems, and coming up with solutions that are totally framed around them. It’s a form of servant leadership. When you serve their needs, you earn their trust. When you earn their trust, you develop loyal customers who very often become your biggest fans.

Rick Gosser
Gosser Corporate Sales Inc.
219.808.9888
http://www.gossercorpsales.com

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