Tiger Woods. Red House. PING Collection. Nike Golf. OGIO. These five names represent the finest in imprintable apparel and accessories. But how do you promote these brands to your current customers? And how do you win new customers for upscale items? Here are five tips to effectively sell premium products.

1. Target your market. Knowing who you’re trying to reach is basic Marketing 101. Yet it’s so simple, it’s often overlooked. Unlike customers who buy ordinary t-shirts and polos, the market for branded items is smaller—yet it can be more profitable. If you have customers who order Nike Golf and PING, you should definitely show them Tiger Woods, OGIO and Red House. The typical customers for premium apparel include:

• corporate apparel programs
• management teams
• incentive and gift programs
• golf events
• resorts and spas

2. Build trust. When you call on customers you will establish credibility by wearing a Red House sweater or a PING sport shirt. “Walk the talk” by using an OGIO bag to carry your sales materials. Outside of business meetings, people on the street or in the airport will ask about your clothes and accessories…giving you an opportunity to win more customers for aspirational items.

3. Show don’t tell. Immediately engage your customer by using returnable and grommeted samples. If they can see—and feel—for themselves the cashmere, silk and leather of Red House or experience the technological fabrics of Tiger Woods and PING, they’ll be more likely to purchase. For instance, the Red House Swatch Book is an economical and efficient way to display the luxurious fabrics of that collection without carrying samples of each piece.

4. Compare against retail. Keep your finger on the pulse of the retail market. Retailers like Nordstrom and Ralph Lauren offer cashmere. Bring along a retail cashmere sweater and a Red House sweater, and let them see and feel for themselves the superior quality of your brand.

5. Network. Once you’ve won the sale, always follow up with the client. And don’t be afraid to ask for referrals. Your corporate apparel customer may have contacts in other companies who would be interested in premium products for their programs. Positive word of mouth about your business and your products is invaluable…and it’s free!

By taking a focused approach and showing the high-end value of your premium offerings, you’ll satisfy your customers and tap into the profitable premium market.