A couple of years ago at a TPIE Seminar, I had my friend Scott Baron of Botanical Design in Seattle join me in presenting “Sales for Interiorscapers”.  As usual he was terrific and I loved having his different “take” on the subject.  One of Scott’s favorite sales beliefs is that “desk real estate” works.  “Desk real estate”?  The term was new to me but ear catching.  Scott explained that he has a program of logo’d mugs, pens, calendars, and other desk top visuals, always there, always reminding the client of his service.

 Spend Your Dollars Wisely
Now, before you go out and buy 500 mugs with your company name on them, listen to Scott’s other words of wisdom.  “You know calendars and mugs in and of themselves will not get the job done.  They are just part of a connect the dots program that includes good product knowledge, good presentation, and a value package.  They are just another element to break the ice.”  Scott then told me about his newest “ice-breaker, attention-getter”.  “For jobs with lots of potential; for jobs I really, really, really, want, I present a cool, hand blown glass fortune cookie that comes complete with sake cup, chopsticks, and is in a black lacquered take-out container.  To this I affix a beautiful card that says something about the clients fortune is assured by working with our company”.  “Wow!  That must cost a lot of money” I replied.  “Fifty bucks, he replied, so we only use them when there is upside potential.   It certainly grabs their attention”.

Stake Your Claim
And that’s what it’s all about - Getting their attention, differentiating yourself, establishing a dialogue and carving out a small place in their memory so you’ll be the first one they’ll call when they "need plants".