Saying the right thing to buyers
2012/06/21 6:00 AM
If you are like most entreprenettes, fear of calling buyers is pretty much at the top of your “tasks I hate doing” list. It can be very intimidating. There are a few things you can do to make sure you hit the high points and come across as a savvy business owner.The first thing to remember is that buyers want to know how your product will benefit their customer. This could be in how it makes their life better by solving some big problem, or it could mean that your jeans make their tushie look great.
Whichever it is, that is the point you want to get across when you say hello. I know how proud you are about creating your line, and how much effort it took, but honestly, the buyers just want the bottom line: The cost and how badly their customers need it.
All in all, you want to be yourself and feel real in conveying your excitement about your line. The more confident you are about your line, the more that comes across in your voice and the delivery of your message.
Here is a small tip that I gave my sales staff when cold calling a new store (that you don’t know much about) and they loved it:
Tell the shopkeeper that your friend just got back from (the city) and that they were in the store and thought your products would be a great match. Owners love hearing that people were in their store, and that someone recommended it to a friend. It strokes their ego and they usually agree to receiving an email or catalog from you.
Another great opening (when it’s true) is that you saw them in (blank) magazine. One foot in the door already!
Prepare your pitch, practice a lot, and then give it a try! Leave me a note here and let me know how it worked out for you.
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There are 4 comments
Laurelle Johnson says: So well said Sarah. The fear of approaching any new buyer, or new friend, goes away when you are prepared with your ‘pitch’. A well-spoken, even paced, enthused delivery will help get the message across: how great your product will be in that store.
How does one get to Carnegie Hall? Prepare prepare prepare.
Laurelle Johnson
Strategies for Growth
I know some people say, just start big. I absolutely disagree. If you start small and just grow steadily, you learn everything. I started asking small neighborhood boutiques, people I saw around town, to carry my line (yes, I was scared!) Some of them took and sold my products. I developed the courage to ask larger boutiques in NYC and am steadily receiving success. Now, I am preparing to bump it up again with a pr friend and 2 magazine friend contacts who offered to help me out. This was because they see my name around, my product around and see I am serious.
Be nice, work really hard, people will help you out, happily.
http://www.pippihepburn.etsy.com
http://www.pippihepburn.com
Thank you for this! I’m going to be cold calling a bunch of stores this coming month and love all the help I can get!
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We've all procrastinated before, whether we like to admit it or not. We get distracted with other things and this can be a huge problem at times. We put things off till later, and one hour turns into two, two hours turns into four, and so on. While taking time to have fun and unwind from chores or work may feel wonderful at first, you'll end up stressing yourself out much more later when you try to get it all done.![]()
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So how do you stop yourself from procrastinating?![]()
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There are a couple of tips and tricks that you can use to limit yourself from procrastinating so much, these are just a few examples that can help!![]()
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• Make a list of the most important 10 things that YOU personally have to do yourself.![]()
• Make a list of the next 10 things that someone else “could” do for you if you desired to job it out. These things can usually wait a bit.![]()
• Spend the first 2 hours of your day answering email, doing any office-y things like processing orders, accounting, emails etc. Just get it out of the way. ONLY do that for the first 2 hours. (if you are like me, you got one hour done already at the crack of dawn).![]()
• Start working on your to item task list, spending one hour at a time and just keep plowing through. If you are designing that day, then just do that and don’t let other things distract you.![]()
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Hopefully these tips will give you a better way to manage your time throughout the day. If you would like to get more tips on how to limit your procrastination, visit here: sarahshawconsulting.com/procrastination-fascination/![]()
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I'm excited to be on the Amplify Your Success podcast with Melanie Benson!⠀![]()
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Tune in here: melaniebenson.com/celebrity-endorsements-podcast/![]()
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Imagine a famous celebrity showing up on Instagram, sharing how much they love your product or service. With so much noise online, finding ways to grab attention without expensive Facebook Ads is priceless marketing juice!![]()
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But where do you get started? How do you find the right influencer to boost up your name brand recognition? ![]()
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I join Melanie Benson, host of the Amplify Your Success Podcast, to talk about how to land celebrities and influencers who can get more eyes on your products.![]()
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You’ll want to hear my insights on:![]()
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• Why credibility is more important than ever, and celebrities can provide that “borrowed” trust in the market.![]()
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• How to find the right celebrities and influencers to promote your products. ![]()
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• Why it pays to be good with your follow up.![]()
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• The difference between celebrity endorsement and influencer marketing (and what to vett an influencer for to make sure it's a good fit.)![]()
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You’ll never feel 100% ready, so just do it anyhow.![]()
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I had the pleasure of speaking with Mae Karwowski, the founder and CEO of Obvious•ly, a leading global influencer-marketing agency and technology platform. Mae shares some amazing tips on working with influencers and how you can forge relationships to build your brand.![]()
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Tune in to the podcast to find out!![]()
sarahshawconsulting.com/podcast/working-with-instagram-influencers/![]()
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You're preparing for a trade show, right? Getting a booth, whether for the first time or for the third time, may be nerve-wracking. This is entirely normal; it might be difficult to know what to say to customers or whether they enjoy your products or not.![]()
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Don’t fret! ![]()
Here are some of the biggest mistakes you can make at tradeshows. Take this information with you so that your journey is much easier!![]()
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𝐁𝐢𝐠𝐠𝐞𝐬𝐭 𝐦𝐢𝐬𝐭𝐚𝐤𝐞 #𝟏: 𝐁𝐨𝐨𝐭𝐡 𝐁𝐚𝐜𝐤𝐥𝐚𝐬𝐡![]()
Do a dry run set up of the booth at home. Map it out. For me the biggest thing was figuring out the merchandising and making sure I had enough samples with me to look full but not overly full. Be sure to take into account all your PR materials you might be taking, anything hanging on walls etc. Make sure you LOVE your setup – might be tables, shelves or even something more flashy and funky.![]()
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𝐁𝐢𝐠𝐠𝐞𝐬𝐭 𝐌𝐢𝐬𝐭𝐚𝐤𝐞 #𝟐: 𝐒𝐚𝐥𝐞𝐬 𝐒𝐥𝐮𝐦𝐩![]()
In order to be sure you have the best chance at the most money possible, be sure you have made strong connections with buyers prior to the show. Reach out to them, let them know you’ll be there and above all, do it sooner than later. This is not the time to be shy. There is a lot at stake here![]()
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Now that you have an idea of some of the biggest mistakes made, visit here to learn a little bit more! ![]()
sarahshawconsulting.com/the-3-biggest-mistakes-you-can-make-at-a-tradeshow/![]()
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