What is the number one complaint customers make about salespeople? According to a survey conducted by the Purchasing Manager’s Association of America, it’s that salespeople talk too much and listen too little.

Poor salespeople dominate the talking. Top sales people dominate the listening.

Here are some tips for active listening:

1. Avoid distractions. Listening is best done in a relaxed atmosphere.

2. Interact through body language that you are alert and interested in the conversation.

3. Don’t interrupt. Sounds easy. It’s not.

4. Don’t be afraid of silence. If you ask a question, wait for the answer.

5. Make sure that you understand what the customer is saying. Paraphrase and repeat what the customer has said to make sure that you’re both on the same page.

6. Ask pertinent questions, and don’t be afraid to clarify.

7. Avoid arguing and stay focused.

8. Summarize points that have been made at key moments.

Your customers want to feel like they are the most important thing in your world. They deserve your undivided attention, even if it’s only for a few minutes.

* Picture from Ron Martin.

It’s the season for home shows, health fairs and trade shows. Utilizing kitchen and household promotional items is a fun way to promote your business and give a useful branded product.

Hand Sanitizer Sprayers
Help prevent the spread of those nasty viruses. One of the most popular promotional products of 2009, hand sanitizers are a great way to spread good health while you spread your promotional message. Available in a number of styles and colors, the pocket sprayer is one of our favorites.

Acrylic Body Massagers
Popular and affordable, Acrylic Body Massagers are handy gifts. Features an ergonomic handle, two massage head sizes for surface or deep tissue massage, and is available in several translucent colors. An excellent giveaway at health fairs and home shows alike.

Chip Clips
Amazingly popular promotional items, chip clips are available in many styles, sizes and colors. A must for anybody with a kitchen.  The House Shaped Chip Clip is a fun way to promote a real estate or mortgage lender. And the Paw Shaped Chip Clip is ideal for promoting vet clinics and pet stores.

Supreme Pizza Cut-it
Supremely handy in the kitchen! Easily slices pizzas, quesadillas, brownies and more. Contoured blade spreads apart cheese as it slices. Disassembles easily for washing and is top rack dishwasher safe. A trendy promotional gift.

Can Strain-It
Easily fits over most vegetable, fruit and tuna cans and quickly drains liquids from them. Uniquely designed notch on the side conveniently lift tabs and prevents fingernail breakage. Ideal for super markets, food festivals and cooking classes.

Thermometers
Unique promotional gifts, thermometers are appreciated giveaways. Your potential clients will find a place in their home to proudly display their new thermometer.

Stainless Steel Bottle Openers
Sleek and stylish, this six-inch stainless steel bottle opener features a large imprint area on its arched, high polished finish. High perceived value for less than $3 each.

Waiter’s Friend Corkscrews
Available in blue or black, this pocket corkscrew features a five-turn Teflon coated corkscrew and mirco serrated foil cutter.

Go Green Cooler Bags
An eco-friendly version of an old favorite, the Go Green Cooler Bag is recyclable and biodegradable. Features a reflective-lined, reusable thermal cooler bag. Large capacity makes this bag an ideal size for snacks and drinks.

Quick Fix Screwdriver Pens
The pen is mightier… when it’s a screwdriver! Includes four interchangeable magnetic tips. A handy promotional tool.

According to PPAI (Promotional Products Association International):

• 72% of tradeshow attendees who received a promotional product remembered the name of the company that gave them the product.

• 76% of attendees had a favorable attitude toward the company that gave them the product.

• Including a promotional product with a pre-show mailing increases the likelihood of an attendee stopping by the booth.

• As a rule, promotional products of greater value generate more sales leads than products of lower value.

Q. What looks like a blanket, has sleeves, keeps you warm from head to toe, and has sold more than four million units worldwide?

A. The Snuggie.

And now you can order the Snuggie decorated with your logo. A fun gift for your employees and favorite clients. It certainly will get them talking.

If your budget doesn’t work for the Snuggie, remember to ask us about the Hugme and the Couch Cozie!

Gifts create positive feelings. According to the Promotional Products Association International (PPAI), customers who receive promotional gifts express more goodwill toward the company and its salespeople than those who do not receive gifts. Corporate gifts are effective when promoting your brand to your employees, customers or potential clients. While the holiday season is a common time to give personalized gifts, these ideas can be used throughout the year when implementing your next promotional gift campaign.

Make It Useful
A useful gift is typically the most appreciated. And when your prospective customers appreciate the gift, they will remember you warmly. A custom imprinted USB drive is very useful as most professionals need to move computer files from place to place. But did you know that you could preload your catalog or other useful information on the drive? How about digital photo frames, where you can include pictures of your products? These promotional gifts are useful and will be well received.

Don’t End Up in the Trash
We’ve all received a gift that left us shaking our heads in bemusement. Don’t give the equivalent of “dad’s tie” as a promotional gift. A gift with high perceived value will be kept and used. If the recipient doesn’t use it, they’re going to give it to somebody who will. A few ideas include leather padfolios, wine sets or relaxation kits.

Open Your Horizons
It’s easy to fall into the trap of looking for items directly related to your industry. Construction companies give away tools or items shaped like tools. Car dealers give away auto related gifts such as sun screens and license plate frames. Travel agencies give away luggage tags and passport holders. And sometimes these gifts are very appropriate. But don’t limit yourself. Remember, these gifts are not for you, but your clients. Put yourself in their shoes and think about what will be useful for them.

Create a Buzz with Tasty Treats
Nothing creates a buzz around an office like food and snacks. There are many great ideas for how to incorporate these tasty treats into your promotional gift campaigns. Chocolates molded with your company logo. Cookies decorated with your brand imprinted in the icing. Or a custom imprinted gift tin filled with nuts, candies or popcorn.

Never Waste an Opportunity to Promote Your Brand
And above all else, don’t waste an opportunity to promote your business. It’s nice to say thank you to your best clients with a gift. But make sure they never forget where the gift came from.

With the first bit of snow falling last week in northeast Kansas, it reminds me that it’s that time of year. Yep. Time to let your customers, staff, suppliers and potential clients know how much you care. And while you’re at it, make sure you reinforce your brand in the process!

Here are just a few great ideas to get your wheels turning.

USB Drives
Available in dozens of styles, USB Drives are popular and useful gifts. These drives can also be preloaded with your catalog or company information.

Puzzle Globe
This extraordinary 72-piece Puzzle Globe features a high-polish globe with matte silver world map. Use the matte silver magnetic base to remove the puzzle pieces from the globe.

Office Dirt
One of the most unique personalized gifts available – Office Dirt. Your clients will love the gift of life.

Activo Insulated Totes
Made by Picnic Time, these insulated totes feature multiple pockets and an expanded main storage area. Features water resistant lining and is available in several colors.

18 oz. Stainless Steel Mug with Car Warmer
Millions of Americans drink coffee. So make sure they’re drinking coffee out of mug with your logo printed on it. Features a car adapter and a temperature indicator on the handle.

Equinox Wine Sack
An insulated, single bottle wine duffel with adjustable should strap. Includes stainless steel corkscrew. Made by Picnic Time.

Bamboo Photo Frame
Utilizing bamboo saves trees and improves the atmosphere. Show that you care about the environment and your staff with these Bamboo Photo Frames. Holds a standard 4” x 6” photo.

Grill Master Traditional BBQ Set
Many of us grill year round. And these are the ultimate set of tools for any Grill Master.

Deluxe Grocery Shopper
This is a durable and reusable shopping bag. Ideal for quick trips to the grocery store. These non-woven bags are eco-friendly and uber-popular.

Cotton Cinchpack
Made from 100% cotton, this cinchpack is a great value. A useful gift for people on the go.

24 oz. h2go Stainless Steel Bottle
Stainless Steel and Aluminum Water Bottles have been among our most popular promotional items this year. Tons of styles and colors available, but the h2go Balance Bottle is definitely one of our favorites.

Cutter & Buck American Classic Wine Set
Set includes stainless steel wine pourer, drip ring and wine opener in a 1-piece flap-over carrying case. Cutter & Buck branding on case and opener. Includes a 2-piece Cutter & Buck presentation box.

Bell Ornament Set
Help your customers ring in the holidays with the Bell Ornament Set. This fine holiday gift features six bells.

(Technorati: 5SCP5D4X2WW3)

1. Customer Goodwill & Retention
2. Tradeshows
3. Employee Relations & Events
4. Brand Awareness
5. Public Relations
6. New Customer/Account Generation
7. Employee Service Awards
8. Not-for-Profit Programs
9. Internal Promotions
10. New Product/Service Introduction

Source: PPAI (from 2008 sales figures)

Wearables (30.68%)
T-shirts, golf-shirts, aprons, uniforms, blazers, caps, hats, headbands, jackets, neckwear, footwear, etc.

Writing Instruments (9.04%)
Pens, pencils, markers, highlighters, etc.

Calendars (7.89%)
Wall and wallet calendars, desk diaries, pocket secretaries, etc.

Bags (6.92%)
Tote bags, shopping bags, satchels, gift bags, drawstring bags, cosmetic bags, paper bags, duffel bags, briefcases, etc.

Drinkware (6.09%)
All–glass, china, ceramic, crystal, plastic and stainless steel drinkware

Desk/Office/Business Accessories (5.54%)
Folders, desk pen sets, calculators, non-dated paper products, cubed paper, scratch pads, adhesive notes, stationery, etc.

Recognition Awards/Trophies/Jewelry (3.23%)
Awards, trophies, plaques, certificates, figurines, jewelry, etc.

Other (3.19%)
No examples reported

Sporting Goods/Leisure Products/Travel Accessories (2.99%)
Picnic/party products, camping equipment, barbecue items, bar products, binoculars, luggage, passport cases, etc.

Housewares/Tools (2.6%)
Measuring devices, kitchen products, picture frames, household decorations, ornaments, tool kits, first aid kits, furniture, flashlights, cutlery, weather instruments, etc.

Buttons/Badges/Ribbons (2.53%)
Buttons, badges, ribbons, signs, banners, etc.

Games/Toys/Playing Cards/Inflatables (2.44%)
Kites, balls, puzzles, stuffed animals, etc.

Magnets (2.32%)
Magnets and magnetic products

Computer Products and Accessories (2.27%)
Mouse pads, monitor frames, disk carriers, wrist pads, software, etc.

Stickers and Decals (2.06%)
Stickers, decals, etc.

Electronic Devices & Accessories (2.04%)
Radios, TVs, videotapes, music CDs, phone cards, etc.

Textiles (1.99%)
Flags, towels, umbrellas, pennants, throws, blankets, etc.

Automotive Accessories (1.85%)
Key tags, bumper strips, road maps, floor mats, window shades, etc.

Personal/Pocket-Purse Products (1.63%)
Pocket knives, grooming aids, lighters, matches, sunglasses, wallets, etc.

Clocks and Watches (1.43%)
Clocks, watches, etc.

Food Gifts (1.25%)
Candy, nuts, gourmet, meat, spices, etc.

Source: PPAI sales figures for 2008

1. Education (schools, seminars)
2. Financial (banks, credit unions, stock brokers)
3. Not-for-Profit (charities, churches)
4. Health Care
5. Construction
6. Trade and Professional Associations
7. Real Estate (agents, title companies)
8. Government (public offices, agencies, candidates)
9. Professionals (doctors, lawyers, CPAs, etc.)
10. Restaurants and Bars

Source: PPAI (from 2008 sales figures)

Come summertime and there is a flurry of libraries attempting to inculcate a love of reading among school children by starting summer reading programs. These reading programs are a commendable effort by public libraries to get school children to get into the habit of reading in their free time.

Libraries choose the summer to start reading programs for a couple of reasons. For one thing, students who need extra help or personal attention are able to receive it. Another advantage of summer reading programs is that they are not held in school buildings. This helps the children to perceive the reading as fun instead of academic or boring. Summer reading programs also allow the teachers to experiment a little regarding the various ways they can make reading more interesting for children.

According to a study conducted by the Wisconsin Department of Public Instruction, students who are recreational readers academically out-perform those who aren’t. The study also states that voluntary reading helps students become better spellers, readers and writers. Therefore, getting more students to join these programs will only be beneficial for their future.

If you are interested in increasing the attendance at your reading program but aren’t sure where to start, then imprinted promotional products are a good idea. Handing out Brass Slide Bookmarks, imprinted with your logo, to school children will not only ensure that they remember you, it’ll also see to it that they give the program more than a passing thought. For students who have almost made up their mind to join but need a final push, these Photo Bookmarks will make the program more personal (and, therefore, more real) for them.

Rewards for achievements make any program more fun. As students advance through the program, give them fun items like journals and jotters. If the members of your program are middle and high school children, you could encourage them to write out whatever they like about the books they read in the journals. They could also conduct some research and make a list of books they are interested in reading.

And don’t forget about the parents! Parents are critical to a strong reading program. Children won’t learn to enjoy books if their parents don’t encourage this. Try giving parents an imprinted gift like an unusual desk clock to remind them to make time for reading.

Summer reading programs are an excellent way to introduce children to the magical world of books in a relaxed and informal manner. It’s the best gift you can give the kids of your town.