From Order Taker to Sales Machine

In the competitive world of custom apparel, many print shop owners and sales reps fall into the trap of being mere order takers—waiting for customers to come to them, requesting quotes, and hoping for the best. To increase sales and grow your business, you need to become a proactive sales machine.

Let’s take a look at some practical steps to shift from passively taking orders to actively selling.

Understand Your Ideal Customer

To sell more, you must first identify and understand your ideal customers. Who are they? What are their pain points? What motivates their purchasing decisions? What geography are they in?

Small business owners might need branded workwear to create a professional look, while schools and sports teams often order bulk uniforms for consistency. Event organizers rely on promotional merchandise to increase brand visibility, and nonprofits seek custom apparel to raise awareness and funds.

By segmenting your audience and tailoring your approach to each group, you position yourself as a problem solver rather than just another print shop.

Take a Consultative Sales Approach

Order takers simply provide a quote and wait for a response. Tru sales professionals, on the other hand, ask the right questions to uncover customer needs and recommend solutions. Instead of asking, “What do you need?”, guide the conversation with insightful questions:

• What is the purpose of your apparel order?

• What are you really trying to accomplish with this order?

• Would you like recommendations on trending styles and colors?

By leading the conversation and making recommendations, you’re not just fulfilling an order—you’re building trust and ensuring the customer gets the best value for their investment.

Position Yourself as an Expert, Not Just a Vendor

Your role isn’t just to print shirts; it’s to help clients make informed decisions. Educate them on different printing methods, fabric choices, and durability factors. If you notice a client choosing a material that won’t hold up well in their work conditions, advise them accordingly.

Beyond direct client interactions, use your online presence to establish authority. Blog about the latest trends in custom apparel, create quick video guides explaining different printing techniques, and share case studies showcasing successful projects.

Always Have Next Steps Scheduled

Many potential sales are lost simply because there’s no follow-up. After every conversation you have, next steps should be discussed and even put into a calendar invite to ensure you and they are on the same page.  

Bundle & Upsell Smartly

One of the easiest ways to increase revenue is by upselling and bundling products. Instead of selling only t-shirts, offer a full branded package. If a sports team orders jerseys, suggest matching hoodies and hats. Corporate clients may benefit from branded workwear bundles that include polo shirts, jackets, and name badges.

The key is to make upselling feel like a natural extension of the client’s needs rather than a sales tactic. When positioned correctly, clients will appreciate the added value and convenience.

Leverage Social Proof & Customer Testimonials

People buy from people they trust. One of the best ways to build trust is through social proof:

• Share photos of printed apparel

• Feature customer testimonials on your website and social media

• Encourage happy clients to leave reviews or share pictures of their teams wearing your products

Seeing real customers vouch for your quality and service can help convert hesitant buyers into loyal customers.

Create a Seamless Ordering Experience

Many customers abandon purchases due to complicated ordering processes. If your website is difficult to navigate or requires multiple steps just to get a quote, you’re likely losing business.

Make sure your ordering system is simple and intuitive:

• Provide easy-to-use order forms

• Add a live chat feature for customers who have questions

• Make it extremely easy for them to contact you

A streamlined process not only improves customer satisfaction but also increases conversion rates.

Conclusion

Transitioning from an order taker to a proactive sales machine requires a mindset shift and strategic effort. By understanding your customers, taking a consultative approach, building credibility, and following up, you can significantly boost your sales.

The print shops that thrive aren’t the ones waiting for customers to come knocking—they’re the ones actively selling, educating, and providing solutions!