The sales process for custom products is more similar than you think to the stock products you’re used to. By making small adjustments and noticing upsell opportunities, you can walk away with healthier profit margins and your clients will receive more impactful products — just follow these simple steps to make it happen.

Step 1: Discuss the basic project details.

First things first: talk with your client to understand their promotional project and what they hope to accomplish with it. Make sure to touch on each of the main points below to get the full scope of their advertising initiative and ensure custom promos will make a good fit.

• Budget: How much spend is allocated? Is this flexible?
• Event: How and when will promos be given away?
• Quantity: What is the expected amount of product needed?
• Outcome: How will success be measured? What is the desired goal?
• Timeline: How much time is available to get products ready?

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