The 3 Ps of Prospecting: A ProBF's (Professional Best Friend) Guide to Winning in Branded Merch

Introducing ProBF ProTips, our new advice column from Facilisgroup’s Director of Professional Development and professional best friend, Terri Harland! She’ll share her tips and tricks in the promotional products industry to help sales reps elevate their skills and drive incredible growth from prospecting tips to closing deals and everything in between. She’s done the research, so you don’t have to.  

Listen, promo peeps—I’ve been in this game long enough to know that prospecting is an art, a science, and sometimes a tragic comedy. I’ve sent emails that never got replies, left voicemails that made me cringe, and showed up to meetings thinking I could “wing it.” (Spoiler: the Capricorn could never.) 

But here’s the good news: I’ve made the mistakes, so you don’t have to. If you want to land more clients and build real relationships in the promotional products world, follow the 3 Ps that helped me and, dare I say, also made it a little more fun: Practice, get to the Point, and make Promises. 

Practice: Because “Winging It” is Not a Strategy

I love spontaneity as much as the next person, but prospecting is not the time to “just see what happens.” The key to getting better? Practice—often and with patience. 

• The more you say something, the more natural it becomes. Think of it like muscle memory—your confidence will come through when things roll off your tongue effortlessly.  Your prospects can hear confidence. 

• Ever notice how some people just sound like they know what they’re talking about? That’s because they’ve put in the reps. 

• So, practice your pitch out loud, refine your responses, and test things out until you can prospect in your sleep (or at least without breaking into a cold sweat).  A leader once told me, “When you dream in the language you've learned, you've mastered it.” Call me when your dreams include your prospecting power statements! 

If you stumble a few times, good. That means you’re learning. Keep going.   

Get to the Point: Nobody Has Time for Your TED Talk

Your prospect’s attention span is shorter than a TikTok trend, so respect their time and get to the point. 

• Instead of a drawn-out introduction, start with why they should care: “I have an idea that could help you boost sales with branded merch—mind if I share?”  What's important to your prospect and how can you help? This isn't about you, it's about them.  

• Keep emails short and snappy. If they have to scroll more than once, it’s too much. 

• When leaving voicemails, sound like a real human, not a pre-recorded sales pitch from 1998. 

And here’s the kicker: persistence matters. In today’s digital world, the average prospect needs 7 to 10 touchpoints before they convert to a conversation much less a sale. That means one email or call won’t cut it. 

So, follow up (without being a nuisance). Mix up your outreach: a phone call, a LinkedIn message, a handwritten note. However, you do it, keep showing up. 

Make Promises: And Actually, Keep Them

Want to be unforgettable? Be the person who follows through—every single time. 

• If you say you’ll send samples by Tuesday, send them by Tuesday (or sooner, if you really want to impress). 

• If you promise pricing by Friday, don’t make them chase you down for it. 

• If you say you’ll follow up next week, don’t let it slip through the cracks even if they didn't reply.  You're earning trust. 

While we’re at it, show some personality. Be the fun, reliable, professional best friend they want to work with. Make a pinky promise (okay, maybe just metaphorically) when setting expectations: “I’ll send that sample by Tuesday—pinky promise. And if I don’t, you have permission to publicly shame.” 

Little things like that build trust and make you memorable in the best way. 

Final Thoughts from Your Professional Best Friend 

Prospecting isn’t about tricking people into buying from you. It’s about showing up, adding value, and proving you’re someone worth doing business with. 

So, practice until confidence is second nature. Get to the point and be persistent. Make promises—and keep them. Do all that, and soon enough, you won’t just be another salesperson in their inbox. You’ll be their go-to, their trusted partner, and their professional best friend. 

And if you mess up along the way? Don’t sweat it. I already did that for you. Now go get ‘em! 

Facilisgroup Partners have access to Terri and her Amplifi professional development courses at no additional cost. Want to learn more? Click HERE.