I found a killer product, how do I sell this to retail stores

**Lambo** · 01-04-2010 09:19 PM

I found a killer product which I plan to sell hopefully by next month. I can get a great price on it too.

I plan to create a website, but I also want to try to sell the product to some smaller high end stores within my city.

Whats the best way to pitch to these stores? Cold Calls? Walk ins? appointments?

Any suggestions?

**Encrypted** · 01-04-2010 09:21 PM

Originally Posted by Lambo

I found a killer product which I plan to sell hopefully by next month. I can get a great price on it too.

I plan to create a website, but I also want to try to sell the product to some smaller high end stores within my city.

Whats the best way to pitch to these stores? Cold Calls? Walk ins? appointments?

Any suggestions?

I've seen people come right into a store that I worked at before, ask for the manager, and try to pitch the product to the manager. If it's a franchise, you'd probably want to try calling someone though.

**myfayt** · 01-05-2010 08:53 AM

Be careful which places you walk into, I'd say about 75% of businesses have no solicitation signs. So you can be kicked out of the store or something worse by trying to sell them something.

Places like malls and shopping centers are restricted from selling to, small independent businesses usually don't.

**Dan Nichols** · 01-05-2010 09:52 AM

I'll share a strategy that has worked for me on my dvd set - Armed Consumer. I went to linkedin and searched for the marketing manager of a huge national company. Then i looked to see how we were connected. Within 30 minutes of reaching out to this guy through a connection, he called me. Now how repeatable that is???? I'd say thin BUT it will get you a warmer intro than cold calling. LinkedIn has proved to be a business lubricant for me.

Of course calling the owners would be another strategy - I like to go right to the decision maker. Managers to me are another layer. They may get you the name of the owner/s though so be nice.

**Dan Nichols** · 01-05-2010 09:56 AM

One more thing - let your fingers do the walking. If it's a franchise work on the top. BUT... sometimes if you can talk a local franchisee into testing your product (assuming their franchise agreement allows them this flexibility) and seeing how it does that can work too. That's the kind of outside in strategy. Win over the troops so the commander can't say no.

**Lambo** · 01-06-2010 09:56 PM

thanks for the tips!

**peteVA** · 01-06-2010 11:49 PM

Originally Posted by Lambo

I also want to try to sell the product to some smaller high end stores within my city.

I can give you several suggestions.

First, smaller high end shops tend to be exclusive both in clientele and in attitude. I have found that a good, well designed mail campaign of two or three weekly posted letters that will get the owner to sit down and capture their attention works best.

Many times they will then call you.

You have to do them properly, but this will work. I think is some cases it is more they are interested in impressing you than they are in your product. They want you to tell them about how great an operation they have, but it also gives you a foot in the door and a chance to explain how your product will further enhance their standing in the retail community and bring in new clients.

Should you not get an appointment either by them calling, or by you calling and trying to get one, do not be perturbed. Keep in mind 3 basics -

1 - If they do not buy from you, it is their loss.

2 - Tell yourself "I have been thrown out of better (classier?) places than this."

2 - No harm will come to you. They do not employ bouncers and the worst that will happen is that you will be told the owner is busy, gone for the day, on a round the world cruise, etc. I have even been told the owner is out playing golf - by a person I later found out was the owner.

I do not know where myfayt is from, but I have been making cold calls on retailers for decades and have myself owned an operation in a large regional mall. I have never seen any No Soliciting signs (and I don't carry my girlfriend on sales calls) and I regularly had sale reps call on me in the mall.

Trust me, I have never been bodily removed from any of the thousands of businesses I have entered to make a sale. And I can only think of one that ever made a point of telling me to not come back.

Having references, or a lead in, a name to drop, an introduction made are also great, but cannot always be developed. Work on those angles, as well. Great if you can put them to use, but not absolutely essential.

I am dead serious about them wanting to show off for you. You are their guest and they want to impress you as much as you want to impress them. Praise what you can without being boorish about it and only suggest improvements if asked. And then diplomatically.

Again, you have nothing to lose, you will not suffer bodily harm and the worst thing that can happen is they don't buy.

But, before leaving, acknowledge their reason for not buying, but ask if they know anyone they think your product might be right for. A recommendation from another retailer can certainly help get your foot in the door with your next prospect.

You can even ask if they would write a note to the people they suggest you talk to. In fact, you could even have some made up ahead of time and get them to sign them for you.

**Dan Rollins** · 01-10-2010 07:14 PM

Write them a letter that gets their attention, creates interest, builds desire and asks for a response.

Less intrusive... respects their time... and highly effective!

Best,
Dan

**attari** · 01-12-2010 11:50 PM

i want to export babool thorns qty 1 million for making tooth picks,decoratives,window blinds..can u tell me a good buyer

**pacificfame** · 01-13-2010 12:12 AM

Originally Posted by myfayt

Be careful which places you walk into, I'd say about 75% of businesses have no solicitation signs. So you can be kicked out of the store or something worse by trying to sell them something.

Places like malls and shopping centers are restricted from selling to, small independent businesses usually don't.

Actually I laugh at these signs. You think a sign is going to stop me? I have walked into hundreds of businesses and not once has anyone mentioned the sign. Usually the sign is to arm off those selling "junk" novelty items and such.

Never let a little sign shy you away. Also, get to the decision maker! Talk with whomever greets you and tell them who you are and what you want. Ask them who is in charge of that decision and get their contact information.

**ron komorowski** · 01-13-2010 05:53 PM

When you are small and only have one product you must approach retailers/distributors TWO or THREE ways. I have spent time with these people around the world as well as top buyers in Home Depot and others on that level or even higher.

First way...your just a little guy unestablished. You must use GUERILLA MARKETING and all of your wild entrepreneur tricks to enter ways that are not normal to get yourself noticed because the "normal" doors are closed to small guys just starting. Cold calling and walking past "do not enter" signs may be your only way.

Second way...be EXCEPTIONALLY professional so you stick out, set apart from the "normal" channels. For example, spend TIME to create an AMAZING sell sheet/brochure or any other literature letters etc.

Third way...hire a manufacturer's rep. They will get 7% to 10% but they have all the contacts and can negotiate a better deal than you because they come with a reputation and get respect. You will give them 7% (10% on high side especially in this economy) but they may get you 20% more on your wholesale price plus get you better terms and other things...prime shelf space...joint advertising costs...lots of stuff.

Look up my product, my name and see all the articles. I know that is different than getting distributors but it was all done with GUERILLA MARKETING...how else does the little guy just starting out ever get noticed...unless you can stand out looking EXTRA professional...but that is not me...I'm a raw off-the-street entrepreneur...born and raised in NYC might have something to do with that. Good luck to you.

Ron Komorowski
Inventor of Handi-Straps
Handi Straps Lifting System Home

**canado** · 01-15-2010 12:53 AM

If your product is inexpensive enough UPS it to the head office or location of your prospect....make people think you are a large company, add a letter saying you are market testing, you would like (so and so owner) to have a look at your product, and respond with their opinion, give them an email address option as well as phone and post (email is the "safest" way to talk to someone you don't know, so give them that option, or chances are they just won't respond) and then regardless if they respond or not contact them, tell them you work for the company that sent them the widget and you are following up, ask for an appointment, and you're in!