Festive events and other holiday gatherings are the places to be in December.

I’m not talking about the places listed in the newspaper. I’m talking about the events that are recommended by people you know, the events that they plan to attend because of the movers and shakers who will also be in attendance. That’s where you want to be.

The only way to get an invitation to these gatherings is by asking local clients, colleagues, and professional service providers where parties are planned, which ones they’re attending, and how you can receive an invitation.

Don’t be shy about asking. All anyone can say to you is, “I don’t know of any parties.”

At these events you’ll meet people who fit your customer profile, and you’ll be able to talk with them in a casual atmosphere, get their attention, and have strong potential to sign them up as clients in early 2012.

Think about it: the chance to party and meet future clients. Sound like a plan? Then make it happen.

Shirley George Frazier

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Later today, I’ll visit my dentist for a mid-year dental cleaning.

This appointment also gives me time to chat with the hygienists and office staff, and the conversation will give me an opportunity to ask everyone how they plan to celebrate Father’s Day.

Do you also secure professional relationships during appointments in this same manner? My hope is that you do.

• People buy from people they know, like, and trust. Here’s an environment where all three factors about you are confirmed.
• Individuals at these facilities need personal and business gifts. You can give them subtle reminders that you have both.
• Marketing goes beyond speaking with office staff. These individuals are part of bigger circles that also require occasional gifts.

Next time you have an appointment to visit a professional practice, whether it’s your dentist, financial advisor, or insurance broker, prepare to market your gift baskets to them as dutifully as you prepare for the main appointment. You may be pleasantly surprised with both outcomes.

Shirley George Frazier

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Last week one of my designer clients received a fabulous surprise call.

A corporate representative ordered 1,500 $50 gift baskets for a conference scheduled in July.

Thankfully, this order arrived early enough for us to plan all the logistics so the contract is written properly.

How did she get the account? This designer was recommended by a person she met at a chamber of commerce event three years ago. That person kept the designer’s business card and passed it to the corporate rep. The designer got the order because of the positive impression she made during the conversation.

Since this designer is in the Gift Basket Business Program, we’re going step by step to find the products, hire staff, and locate space for this project, and she’s delighted.

Think back. How often are you planting seeds through networking events and other gatherings that may ultimately deliver profitable orders when you least expect it?

Shirley George Frazier

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1. How to Make Sure Your Gift Basket Business Doesn’t Go Bankrupt

A long-time phrase, which you may have heard or read in the past, is still true:

People do business with people they like.

This is very true about gift baskets. Your clients are yours because they know, trust, and appreciate the way you interact with them and make the gift-giving part of their lives easier. Clients may not tell you this, but if asked, they will confirm these emotions.

There’s a good chance that you met most, if not all, of your clients through face-to-face meetings, or perhaps you were their client first and they reciprocated once learning about your gift basket business.

That’s how business relationships are built and why cold calling to people who don’t know you won’t turn a stranger into a customer.

Mutual relationships in all walks of business life begin through pre-existing relationships or casual conversations at networking events.

As you build your gift basket business, try your best not to look outside of your current circle of associates. They are the ones who will buy from you and refer you to potential clients.

If you’ve captured accounts through cold calling, what did you say to get the order?

Shirley George Frazier

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My meeting yesterday with a financial adviser was time well spent.

We discussed how the current economy makes it a wise time to consider investing in financial products that were not advantageous to my goals in past years.

She also advised me to start planning for long-term care and other concerns that will help me preserve my assets. These topics are crucial to understand today, even if they make your head spin.

My adviser and I capitalize on our mutual relationship. We’re both winners because we talk about more than business, but the casual conversation leads to a more-profitable business for each of us.

The same type of relationship with your own service providers will build your gift basket business in more ways than you envision.

This is the type of networking I hope you are practicing as often as possible so that you build strong connections with people who know other people who will do business with you today and tomorrow.

These three tips will build your sales faster with people you know than going to a meeting and announcing that you sell gift baskets.

Too many of these meetings are similar to cold calls, and you know how chilly the reception can be when strangers don’t have long-term interest in your success.

Shirley George Frazier

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Making a great, first impression is still a professional standard, so why in 2009 are people handing out business cards with pocket lint, smudges, and cross outs? It’s unacceptable when new cards and card cases are accessible and affordable.

I have four types of business cards, each ready for distribution to a person who qualifies to receive a specific one.

For example, if you cater to accountants, real estate agents, and technology firms, it’s acceptable to order three types of business cards to distribute to those industry participants.

You’ll invest a maximum of $30, including shipping, to reach 750 individuals, and your card may land in another person’s hands as a referral, multiplying your efforts.

I not only have multiple cards, I also keep multiple business card cases filled with my cards in a purse or briefcase.

When retrieved, the case become an immediate conversation starter because it’s colorful or adorned with jewels.

Take a look at your cards and consider an update. Your business longevity is worth it.

Shirley George Frazier

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When you’re excited about selling gift baskets, you feel like telling the world. But some people in the world won’t be happy with your decision.

I told an uncle about my choice to make gift baskets. He bombarded me with questions. I happily answered him with responses that proved I’d done my homework, but it didn’t matter. He thought my decision was, for lack of another way of saying it, a crock.

How would you feel if a friend or family member tried to stop you from making gift baskets? Would their harsh words deflate you, or would you take their words with a grain of salt and move forward with your plans?

I address this issue in the first chapter of How to Start a Home-Based Gift Basket Business because most of us have felt the sting of strong opinions coming from people who are closest to us. They don’t believe you will be successful. They say you won’t make it, that this will be another failed attempt at running a business.

How can you proceed if your spirit is deflated?

1. Stop sharing your plans with naysayers.
2. Research the rewards and challenges of participating in the gift basket business so that you’re ready for just about anything.
3. Keep working at your day job until revenues match your employment income for at least nine months.
4. Consistently market your business to clients through online and offline methods to grow your following.
5. Surround yourself with entrepreneurs who support and understand your beliefs.
6. Share your concerns here and at Ask The Gift Basket Expert.

Had I listened to my uncle, I would not have grown my revenue year after year, stopped working for someone else, marketed my gift baskets on television and cable shows, or developed the Gift Basket Business site and blog (what you’re reading here) where I share ideas and information with you.

Most of all, the books How to Start a Home-Based Gift Basket Business and The Gift Basket Design Book would not be available to guide you and thousands of other designers in the right direction.

Listen to your inner spirit. If gift baskets are your passion, let no one’s words take you off course. Keep people who understand business ownership and management in your corner. They are the ones who will bombard you with good guidance.

Shirley George Frazier

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Many gift basket groups have started and ended during my 18 years in the industry. The reason for the disbanding varies.

Few groups thrive today. The ones I’m familiar with are listed on the groups’ page, and there’s a good chance that others exist but aren’t added here.

There are alternatives if you’re looking for local support but no specialized gift basket group meets in your area. Look for:

I meet with a friend each month at a tea shop to talk about goals, triumphs, and dilemmas. We accomplish more in our one-on-one meetings than we’ve ever attained at the noisy lunches coordinated by established organizations.

I’m not saying that there’s something wrong with other groups, but sometimes, two people who listen to and support each other have more power to create dynamic businesses than what’s possible through big, non-specific groups.

What’s been your experience attending gift basket groups or support groups in general?

Shirley George Frazier

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