Coach's Corner
by Fred Albrecht
THE POWER OF REFERRALSDid you know that it is scientific fact that customers who are referred buy more, have a higher retention rate, allow for higher margins and is the lowest cost for acquisition? Ask and you will receive. Ask, your current customers, suppliers, friends and family. Don't be shy, the number one answer when I ask sales reps or other Proforma owners how they grow their business they say REFERRALS. Yet few implement referrals as a "business strategy". We have made it easy for you to ask, check out the flyers we have built, the suggested email to go with it and the "Thank You" website we built. We will continue to add to the site as you begin to utilize the program. Check out Cathy Rossner's success story, hard cold facts that referrals build business faster than any other method. Lisa Gilreath and Irv Russotto also know the power of referrals and proactively ASK and they receive. Here are your "Action Steps" to implement your referral program:1 ) Email your customers, describe the program and let them know all they have to do is email you a client referral and you will send them to our site. When your client completes the form, Cory will contact you to verify the referral and place the order for your client's gift. You will be billed monthly for any gifts redeemed, including the freight to the client. All items are deeply discounted at the lowest possible price, Leeds generally is 50% off EQP net for example. 2 ) Add this to your "Social Media Page." Simply let the public know you have a client referral program and that you are interested in referrals. For example: "As you know I build my business by referrals. Do you know any marketing or HR directors within your company or within your network of friends that could benefit from my services?"3) Send a personal letter to specific buyers and friends asking for their help, people inherently want to help their friends. 4) Add this to your signature line: "I build my business by referrals, please don't keep me a secret. Ask me about my special "Thank you" website."
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Announcing the New Referral Gift Program
Proforma Albrecht & Co. is pleased to announce our new Referral Gift Program with the launch of our new site: http://www.thankyou.proformaalbrecht.com
Click on the image for a larger flyer with complete details.
One of our reps, Cathy Rossner, has been using this process for a few years now. See how it works for her!
"Below is the email I send out whenever someone gives me a referral. This email goes out immediately when I get the referral, irrespective of whether an order results from the referral. And, there's no limit to the number of gifts anyone can receive. I attribute much of my success in growing my business to this referral program.
My initial orders for these new referrals totaled over $350,000.00 in 3 years along with $586,000 in subsequent business for those same referrals for a total of over $936,000.00 in new business as a direct result of my referral program in 3 years. Most of these are buyers within one company."
Here is the email she sends out (replaced with OUR URL so you can copy and paste)
Hi,
Thanks very much for referring me to (name). I really appreciate it!!
Please go to this web site and select a free gift. Just my way of saying thank you!!
Cathy Thank you Cathy for sharing this powerful tool with all of your peers. BELOW IS A CUSTOMER-FRIENDLY PDF YOU CAN DOWNLOAD AND SEND TO YOUR CUSTOMERS IF YOU WOULD LIKE TO ATTACH A FLYER IN YOUR THANK YOU EMAIL! 
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Up Close & Personal
Billy Sarno, Admints & Zagabor and World Wide
Shared Resource Program
Admints & Zagabor and World Wide have partnered to offer our distributor partners an experienced group of full-time factory representatives. These individuals work only for these two supplier companies and will deliver value in their communication while exceeding expectations with every interaction.
Billy Sarno: Mid-West Regional Manager
Billy is an industry veteran with 32 years industry experience. He adds a customer centric focus in supporting our distributor business partners with 29 years of experience on the distributor side. He served as VP of Sales & VP of Business Development for top 5 distributors in the industry. Experiences include managing new business development process and strategy to win & develop national accounts for on line store contracts and event marketing with branded merchandise. Billy`s Merchandise Agency background also included work with Fortune 500 Corporations on a global basis which covered Corporate sponsorship with NASCAR, US Olympics, Major League Sports Sponsorship and much more. On the supplier side Billy served as VP of sales & VP of Business Development for Visions Award Craft before joining ADMINTS& World Wide Line as Mid-west Regional Manager. His depth of experience brings multiple areas of support opportunities for our distributors to leverage.
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Video of the Week - Billy Sarno - Admints & Zagabor
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Billy Sarno- Admints & Zagabor
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Billy Sarno details three of the most popular promotional products from Admints & Zagabor.
1. The Admints Patented Mint Box with full color printing.
2. The 100% Beeswax Lip Balm with up to 100 flavors and custom flavoring and packaging available.
3. Zagabooks - the 6 panel booklet that holds several of their promotional products inside it, with full color print.
Watch the video for complete details on each of these cool products from Admints & Zagabor.
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Gourmet Candy Window Tins
Admints & Zagabor is offering irresistable candy promotions this month. It's not too early to start thinking about the upcoming holiday season.
Click the image for a full size pdf you can send your customers.
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Success Stories from the Field:
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Chuck Castellana Triples Sales with Client Thanks for Appointment Setting Program
Chuck Castellana, Owner of Proforma Castellana Enterprises in Alexandria, VA has watched sales with a local university triple for the past three years, working all the way up to $100,000 in sales so far this year. Thanks to an appointment initially set by the Appointment Setting Team, Chuck has reaped the benefits of this successful Support Center program and recently earned a $30,100 sale for student weekly planners.
When Chuck initially met with the local university, they expressed disappointment in the vendor they had been using for promotional products. They decided to take a chance on Chuck, and their happiness with his services can be clearly seen through the repeat orders they've made with him over the years. Last year, Chuck worked with the university to supply a weekly planner for professors to use. The professors and the university were so pleased with the planners that they decided to reach out to Chuck again - this time for elaborate four-color process student planners - earning him a $30,100 sale. A simple appointment was able to set Chuck's sales in motion and has created a very satisfied client in the process!
Contact Cory Short, cory.short@albrechtco.com for more information.
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Success Story: Braille Promotional Product
Keith Annison, Sales Consultant Extraordinaire!
Keith showed his customer, Vanda Pharmaceuticals why he is their "Agency Without the Agency Fees". The Problem: Vanda is a Bio Tech Company in Washington DC who needed a solution for "Braille Print" on promotional products. The Solution: Keith thought of applying a label with Braille Print to a water bottle for a "Dot Dash" event to raise awareness for the National Federation of the Blind, with sighted and blind runners. Kim Perry, his Customer Service rep searched ESP and found a label supplier that could print "Braille" labels. Imagine the joy those runners felt when they reached the finish line and were given a water bottle, they could read! Click on the image for a larger view.
Click HERE to read the testimonial letter from the customer!!
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Fred Albrecht
513-753-2580
Proforma Albrecht & Co.
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