In our last blog post, we discussed WHY Recognition & Incentives are an increasingly necessary part of any company's employee retention program and the potential for distributor profit when selling Recognition products. In this post, we'll share some "how to sell" ideas for growing this segment of your business.
If you're not selling awards/recognition/incentives to your customers, who is? Protect your existing business by increasing your network within your client's company. Your marketing or communications contact may not be in charge of employee retention and recognition. Ask existing contacts to make an introduction.
What additional departments could be appropriate targets for your inquiry? The following departments are all potential targets:
Human Resources – Service, Attendance, Retirement, Training, Promotions, Wellness Programs
Corporate/C-Suite – Significant Milestones, New Buildings, Acquisitions, Holiday Gifts
Finance – Budget Performance, Inventory Control, Cost/Savings Initiatives
Sales – Annual Performance, Sales Incentives, Clubs, Networking Communities, Customer Gifts
Marketing/PR – Trade Shows, Meetings, New Product Launches, Project Completions, Events, Brand Advocate Programs, Contest Prizes
Operations – Cost Improvement Programs, Efficiency/Safety/Process Improvements
How do you help your customer build an Employee Recognition Program? There are three components of a comprehensive program to enhance employee engagement:
1) Day to Day Recognition – informal, frequent and ongoing. Thank you notes/emails, public praise. This would include the largest number of recipients.
2) Informal Recognition – singles out individuals and teams for progress. Low cost items as rewards.
3) Formal Recognition – a structured program linked to organizational values and goals. Public recognition on an annual basis. A select few employees are awarded. Higher cost/value items for prestige.
Questions to ASK your Customer:
What is the desired objective?
How many pieces do you project needing – quantities, award frequency, etc
One award or multiple tiers?
Theme or logo?
Where do you anticipate recipients keeping the award?
Is a functional award appropriate or perhaps just to be displayed?
Is the award specialized to a particular person's interests or generic?
Recipient's level in the organization?
What is the budget?
Is this a new program that is being initiated (and intended to repeat or grow next year) or is this an existing award program and they are just shopping for the actual items.
Contact your Norwood or BIC Graphic sales representative for brainstorming help and ideas! And visit http://www.norwood.com and http://www.bicgraphic.com for lots of great products perfect for Recognition and Incentive programs!
~Margit Fawbush
