Custom Apparel Startups

Episode 105 – Sales Conversion Strategies


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Since you are running through this series, you are going to stumble upon sales opportunities.

It's important to do 2 things when an opportunity arises:

  1. Recognize the potential for opportunity
  2. Take actions when the opportunity is presented.
  3. So how would you go about doing this? Let's jump into some ways to recognize a potential customer and how you could take the next step into getting them closer to being another satisfied customer.

    Look for visual clues:

    • They stop at your booth or eyeball the shirt you're wearing

    • They are wearing custom branded apparel - like for a business

    • Facial expression when you show them what you do

    • Come by your shop/booth or visit more than once

    • They are obviously IN your niche market target

      wearing cheer, business logo, bicycle shorts

    • They're USING promotional products

      Listen for verbal clues:

      Oh yea we always get custom shirts made

      • Where do you get them now? What could they do better for you?
      • Do you customize ............ hats, bags,etc

        • Discuss all the things you offer and suggest things they should get
        • I've thought about doing this

          • Great, let me show you the benefits and how it's affordable
          • Do you have a storefront?

            • Why do you ask? is there something you are looking for? I customize anything
            • Do you have a business card?

              • Why do you ask? is there something you are looking for? - Let me get your info too
              • Do you have Facebook / Insta etc?

                • Of course. I am always curious why people have an interest to follow. Interested in seeing samples or reviews?
                • Converting Conversation Starters:

                  In Person

                  • It looks like you get custom shirts done, where do you get that?

                  • I see you bought some custom apparel before - I'd like to chat about a little higher quality option, okay?

                  • A lot of businesses like yours give away swag/wear custom t-shirts

                  • I've got a bunch of clients in [insert niche], can I show you a few examples?

                  • I was in a [insert their business] the other day and it looked like they were doing great selling t-shirts - have you thought about that?

                  • People always stop and look at that design. What size are you?

                    Converting to the Sale:

                    In Person

                    • I'd love to show you what I can do - how about if I make you one?

                    • It sounds like you do a lot of different things - I'd love to be a part of that. Why don't you make a small mixed order now and let's see how they do?

                    • While you look around - how about if I make you one of these? They're only $____

                    • Why don't you hire me to do that logo/shirt/design a little better? I'm sure you'll be happier with it

                    • I love that design too - do you want me to wrap it up or have it delivered?

                    • I'm sure you'll be happier with the work I do - why don't you place a small order now, then if you like them we can discuss a larger one?

                      On the phone

                      • Can I save you some shopping time? I'm going to do a great job at a great price - I promise you'll be happy with the results. Why don't you just let me take the order now and I'll get started?

                      • I've got time in production schedule tomorrow or Friday - can I put your job in one of those time slots?

                      • You'll be happy with the price detail I'm sure - when do you need me to deliver the shirts?

                      • I'm about to start a big job - if you place the order now I can probably get it done beforehand? is Tuesday delivery in your time frame?

                        Next Steps:

                        1. Write down some of these converting phrases and make them your own
                        2. Practice them [corny, but necessary]
                        3. Use them - and keep track of when you don't.
                        4. See if your sales improve!
                        5. ...more
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