Issue link: https://docs.hic.us/i/403552
h h a a n n d d f f u u l l o o f f b b u u s s y y a a v v i i a a t t i i o o n n m m u u s s e e u u m m s s i i n n t t h h e e c c o o u u n n t t r r y y , , t t h h e e o o v v e e r r a a l l l l a a v v i i a a t t i i o o n n m m a a r r k k e e t t p p l l a a c c e e i i s s b b o o o o m m i i n n g g . . M M a a k k e e a a l l i i s s t t o o f f o o t t h h e e r r p p r r o o s s p p e e c c t t s s t t h h a a t t y y o o u u c c a a n n g g o o a a f f t t e e r r u u s s i i n n g g t t h h e e s s a a m m e e s s a a m m p p l l e e s s a a n n d d p p r r e e s s e e n n t t a a t t i i o o n n s s . . A A s s n n o o t t e e d d a a b b o o v v e e , , t t h h e e r r e e a a r r e e p p l l e e n n t t y y o o f f p p o o s s s s i i b b i i l l i i t t i i e e s s h h e e r r e e . . P P r r o o b b a a b b l l y y e e n n o o u u g g h h t t o o k k e e e e p p y y o o u u b b u u s s y y f f o o r r s s e e v v e e r r a a l l w w e e e e k k s s . . Develop A Sample Kit For This Market – Now that you know who you will be approaching, develop an exciting sample kit that will appeal across the board to all of the potential clients, while realizing that each prospect is unique. Choose an array of pleasing colors and unique designs. Be sure to have a printed price list ready to hand-out. NOTE: If you choose to embroider your samples, stay away from specific company logo's. It can be a turn-off to a client to see a shirt presented with his competitor's logo embroidered on it. Develop A Sales Pitch - Of course each client will require a specific presentation, but they can all be based on a generic foundation. The first thing for you to understand is that you aren't selling embroidery. You are selling image, souvenirs, memories, etc. In the case of the Aviation Gift Shop, visitors will be buying souvenir mementos. Most of them will not care so much about the embroidery as they do about the design and or the message it portrays. For an airline client, embroidered garments will most likely be used as uniforms. For this customer your spin will be the advertising angle. Logo'd shirts will serve as a billboard promoting the airline to it's passengers. On the other hand, with a regulatory group like the FAA, embroidery can serve the purpose of quick identification, or even a badge of authority, prominently displayed as a reminder of who they are and the power they carry. As you can see, there are lots of spins you can use to sell your product. Be creative, but don't get too far "off the wall." Simply decide on the appeal factor for each client and make that your main thrust. Use Each Client As A Stepping Stone To Another – It's quite normal for members of a given market to know each other. The Museum workers probably know someone associated with a local aviation service company, who in turns probably knows someone at the airlines, who in turn probably knows someone www.hsi.us care@hsi.us 120