Speed of light? This is continued from: Start building a business today – Part 2 You can catch up at the beginning here: Start Building a business – Part 1 Building & Growing a Successful Rewarding Business Tаrgеtіng Yоur Mаrkеt This іѕ not аѕ easy аѕ іt ѕоundѕ. Whеn уоu hеаr about ѕоmеоnе whо targets […]
Library, Calls, Check
In the previous post we have focused on getting your product into stores. This post will be no different. The only difference is I will provide you with some ideas that you can execute instead of resources on this site itself.
Finding the Path to Get Your Product Into Stores
If you have everything ready to contact stores, make sure you have Everything, then you need to make a trip to your local library.
Make sure though that you have:
- Samples ready to mail – nice presentation of samples
- Presentation with Data Ready for Buyers
- Complete Company Information on Your Company and Your Warehouse
- Marketing Budget and Overview
If you have these things ready then let’s get started.
First Step To Getting Your Product Into Stores:
Head to the local library and bring your laptop or camera phone.
You will want to check out the Chain Store Guide and The Salesman’s Guide from the local library. They may only allow you to look at them while you are there. That is why we brought our computer and smart phone. Thumb through the guide and capture any and all data that you will need to start contacting your major targets. I started with a list of 100.
Second Step to Getting Your Product Into Stores:
Make this list into an accessible contact list using either your CRM or excel. This list should have the store name, location of HQ, along with any information you can grab such as: email address of buyer, phone number, direct line, and assistants information.
Third Step to Getting Your Product Into Stores:
Script out your process. I started with three (3) emails that I would send, Script for first and second phone calls (pre-appointment), Appointment script in case they take it on the fly, sample request sheet, calendar open, Pre Appointment Email, Post Appointment Email, Thank you cards, and of course my list of rebuttals.
Let me explain what these items are:
This process seems a bit much? Trust me it is. You want to make sure you are well prepared before you waste any opportunity that you have in contact with a buyer. When you prepare in this manor your confidence shoots through the roof.
Fourth Step to getting your product into stores:
Don’t take no ever. You have to continue to call even when they say no. If they say contact me in November in response to an email, call them that day immediately and overcome why you should meet with them this week instead. You have to find a way to get to the buyer and a way to get the yes.
Fifth Step to making sure your product gets into stores:
Ask for the sale. Don’t leave and get a follow up. Ask for the order. Ask for a small test is nothing else. Your job is to get the order so make sure you ask for it. The purpose of the meeting is to make sure that you have another meeting and that you have a sale. Make sure you get them both.
Extra Step to getting your product into stores:
Video Tape or record yourself doing each of these steps and talking through it. Edit the video and make it training. You will one day want to scale up and train other people in your company to do this very job. A database of you doing the job is the best training they could ever watch…
These methods have continued to remain prosperous for me as I continue to sell to chain accounts, buyers, and anyone else that has interest in my product. I hope they help you.
Ask The Readers:
What are some other ways to contact buyers that you have found?
Focus is Tough When you start building your business it is very important you get great advice. I wanted to give that to you in these post. To pick up where we left off in the previous post: Part 1 – Building a Business Basics Gеttіng “In The Know” when you start to grow your […]
Finding the Right Distributor
Your product sits on the shelves of a local store bearing a decent price and a beautiful façade, but the sales just aren’t matching up to what you’d anticipated. In all actuality, consumers aren’t driving miles and miles to purchase your creatively branded, uniquely superior loaves of banana bread. They might stop into your store as they pass the window display or visit your bread booth at the town’s Saturday morning farmer’s market. Truthfully, seeing product sales reaching their fullest potential requires a partnership with a brand of workforce called distributors.
Distributors Ready To Go
What do distributors do?
Distributors are an essential tool for manufacturers looking to bridge those looming gaps between themselves, retailers, and consumers. Distribution destroys the limitations of localization and allows your product to travel far beyond the city, state, and, in some cases, the country. Reaching consumers near and far is a sure way to see those stacks of bills jumping out of your daydreams and into your bank account.
Why find a distributor?
Finding a distributor is an essential step in the sales process. Distributors can take your products in mass quantities, store them in warehouses, transport them however far they need to be taken, and communicate with retailers to get your product onto foreign shelves. Retailers don’t have the time or patience to contract individual agreements with every manufacturer who wishes to sell in their stores. Instead, retailers look to distributors who then sell various products to their locations.
Where can I find a distributor?
Let me pause the blog for a moment. Reality is you can visit C Store Distributors (call and ask for Anthony) and gain a list of almost every distributor you need. UnPause.
Having a decent distributor is like having an agent for your product. If you’re ready for mass production, having one can only benefit your company. Locating a distributor is as simple as looking in the yellow pages of your phone book, or, more practically, searching for one on the web. Certain companies even specialize in networking with various distributors. Typically, these companies group distributors by product category and are gurus at pairing your product with a distributor most accustomed to your brand type.
The Good Ole Days Of Distribution
How do I land a distributor?
Developing a tactical sales pitch to these distributor companies, then, is crucial. Distributors are in the business to make money just as you are. They’ll need to make a profit undertaking the distribution of your product. Prove to them that your product is a sure way to make cash. Showcase sale charts and business plans. Get the distributor as interested in your product as your consumers. Factor in the costs that the distributor will have to undertake to transport, store, and transport your product again. Do the math and show these companies that you have their interests in mind. Do it well enough and you’ll be on your way to a blossoming, lucrative business.
Why is this So Difficult?
Trust me, I have been there. It is very difficult to get into a new distributor. Anthony, cstoredistributors.com, and I, thewillrobins.com, both built businesses before meeting based on getting into distributors. It is difficult and a grueling process of endless followups. It is even more difficult when you add in all of the other task you have to manage daily.
We developed a very successful program. Check Stand Program
What is the Checkstand Program?
We let you focus on driving demand for your product. The most critical piece of your time. Create buying customers.
The way we do this: We have formed relationships with distributors where they will test your product out. You have instant access to distributors and their contacts. They will place your product in 200 – 25,000 stores and give it a shot. If you are following the advice on this blog and focusing on driving demand then you are ready for the checkstand program.
The only question you have to answer before coming to checkstand program is this: If I place the product on shelves will it sell. If you have created the demand needed then your product will be a huge success.
Check out what others have said about CheckStand Program:
Facebook first - http://ift.tt/1qakdBy
LiveWire and CheckStand Program
More info on the LiveWire deal can be found here: http://ift.tt/1uy2YcL
Fiber Gourmet: http://ift.tt/1qakbJK
The Real Shark Tank: http://ift.tt/1uy2W4u
Guy using us for going after Postage? http://ift.tt/1950HsI
A few more:
And Finally Vaporin: A national launch. First Distributor we placed them in and we couldn’t keep up with the inventory they were ordering.
Check Stand Program
You probably realize by now that I am a partner in Checkstand Program. We built that business out of the same thing I am writing to you about on this blog. It is built for speed to market and products that understand creating demand first. If you are ready for CheckStand Program we would love to serve you and look forward to guiding you through the process of your expansion.
Leave me some comments and let’s talk. Don’t be bashful.
Grow Your Business Starting, Growing, and Building a business is a passion of mine. This website, http://ift.tt/1pG3Ux7, focuses on building up small business entrepreneurs and making their business profitable. When we look at ways to increase our business we have a ton of questions and there is not a lot of good business information out there […]
Super Power Gone? Let’s Focus on Focusing… By gaining focus on this website the writing is so much easier. I have had so many ideas that I wanted to implement on this domain. This is obviously my personal blog yet not just for me. I would not be, being myself, unless I was sharing and […]
Knowing Your Target Market
A tree needs nutrients before it can bear fruit. A baby needs to stand before it can walk. Similarly, your business needs a target audience in order to flourish. Early visions of entrepreneurial success tend to feed on the eventual prospect of catering to all individuals. The ignition to your company’s triumph, however, is developing and understanding its niche, or target consumer. Marketing snow coats to Floridians or computer software to toddlers won’t see a company to the top of the Fortune 500 list. As ridiculous as that may sound, not having a specific target market in mind can be as equally fruitless.
Know Your Market
Why Your Target Market Needs You
On the surface most things look great, then you walk behind the curtain and you find out nothing is well in the world of oz…
Recently we did a pretty large test with a Energy Shot Company. They were having trouble driving the demand in sales at the counter much less in the energy section of the stores. They had tried many things. Then after a few call we started talking target audiences. He knew a lot about this, surprised me in fact. His best audience was 18 – 28 year old males that were not married and enjoyed video games, sports, and or military.
PRESTO. His sales took off right? No. He had missed his demographic by going into retail first. He was not ready for retail. There was not anything in his marketing to support his audience. He had not written out anything to tease them into visiting the store and trying out his product. He missed it totally.
Saving The Day
So How Did I Save The Day?
First and Foremost this product owner was smart enough to realize he had a problem. He had no demand even though everyone liked most other things, price, packaging, support, company manufacturing, and the taste was something to be acquired about the product.
He found a promoter and started putting together a deal. This deal fell apart. It had some kinks.
Enter Some Cool Tools
I started “trolling” videos on YouTube and found a few guys to promote his product on their channel. I then set up some tools I use for promotion via the web, I will share in a later post, and we started contacting them in order to strike a deal. As I write this post we are at the back end stretch of this effort. The videos and traffic should be live by the time it post.
post to their Channel
Why am I telling you this?
The bulk of this story happened before I started this blog. I now want to turn this into something I create for every product out there that fits. When you are looking to drive and create the demand needed, you will have access to some You Tube personalities/entertainers in order to drive that demand and create instant sales. This is an approval program. You have to be approved by me in order to get in. If you would like to understand more feel free to contact me. I am working out the kinks presently and currently gaining an understanding myself.
Niche Marketing – Knowing Your Target Market
Here are some basic concepts that will introduce you to the process of selecting your company’s niche and incorporating this into your business plan.
Knowing Your Target Market
The five generational consumers
Generation Z is still a fresh face in the crowd. Because of their greenness, they may need a few more years before their consumer desires are concretely understood. If you intend to sell toys or games, though, you’re in luck. The majority of Generation Z is under the age of ten.
his target was 18-28 yr old males
is that breed of individuals often referred to as “the Millennials.” Having grown up in the realm of cyber space, Generation Y has an enormous Internet presence. Under the age of 30, they possess an avid fascination with brands and labels.
Generation X houses the individuals in their 30’s, 40’s, and 50’s. Having been around a little longer, they look to a product’s value in addition to its ostentatious brand or label.
The Boomer Generation, while typically overlooked, spends substantially more money than any other generation alive. They’ve adopted the idea of eternal youth and enjoy being included, represented, and marketed to in a quickly altering society.
The Senior Generation is nearly blind to the idea of branding. They rely above all upon a product’s necessity and utility. Members of the Senior Generation have survived many wars and recessions and aren’t easily attracted to shiny things. Value is their motto.
The Questions You Should be Answering
Want a better answer? Ask a better Question. ~Anthony “Tony” Robbins
After you’ve discovered which large-scale age group encompasses your business’s intended consumer, begin questioning yourself on their demographics (measurable characteristics) and psychographics (beliefs, habits, and attitudes). Exactly how old are they? Is your product sex-specific? What is the consumer’s geographic location? What are their hobbies? What religions do they follow? What are their spending habits?
Don’t be afraid to really narrow down your market. Specificity is an ultimate ally. Narrowing down your audience will only teach you more about the proper procedures of ensuring your product reaches their eye, and, eventually their credit cards.
Thanks For Reading! Drop me a line and let me know if this helps you out or what I should post on next?
Perfect Display – In Store Demo
After you’ve created the ideal product, your next goal is to start selling it in retail locations. You start looking for ways to emerge them into these channels as fast as possible. A great place to start is to hold in-store demos to help educate customers on your product and show retailers that your product can sell successfully. This is also an opportunity to see how customers react to your product. Think of this as your first test and an opportunity to prove that your product is the next best item to emerge in the market.
Train Your Demo Team
Train your demonstrators
To make sure your in-store demo will have the most success, you will want to send trained sales representatives to host the show. If you prefer to do it, you will want to perfect your sales pitch or the unique story behind your brand. This is your time to shine and you want to make the best impression possible to attract new customers. Highlight the unique features of your product and educate customers on the idea that your product is a solution that fits their needs.
Determine your customer incentives
One great way to draw customers to purchase your product is offer incentives. Some customers are more than willing to purchase a product out of impulse if the demo is right. But what about those customers that like to think a little more about their purchase? Providing coupons to customers is one way you can attract those customers to purchase your product after the demonstration. You can even get creative offer special offers on social couponing apps or provide discounts online.
Promotion – THE 4th P
Find a location that matches your demographics
Location is everything – especially when it comes to selling your product. Learning more about your retail location’s demographic is one of the most important things you can do to prepare for an in-store demo. You will want to find retail locations that have shoppers that match your ideal customer. You can find more about the demographic of your location by speaking with the owner or professionals who are familiar with these markets.
Know your space
In-store demonstrations are often limited to the stand or space the retailer chooses to provide to you. Spend time before your registration to survey the space. You can use the information you gain from visiting the location to create an attractive display to bring in customers.
In Store Demo Time!
Develop a captivating display
Creating a powerful display make it easier for customers to find you in the store. Keep in mind that an in-store display is competing for the attention of the customer, who has in mind what they plan to purchase at the store. With the right signage and an engaging demo, you have a better chance of attracting the customer. Start by demonstrating the benefits of your products or give them samples. Creativity is key when trying to capture the customer’s attention for a few minutes to sell your product.
With these elements, you can make the most of any in-store demo, even if it is your first demonstration. The best way to succeed is to plan accordingly. This is your time to convince retailers and customers that your product is worth the investment.
How Do You Land The Demo?
You landed the demo by following a sales process. You asked for it. Now you got it. Make the most out of it. I understand how much time you have to prepare, none normally. I understand that everything is happening fast. These understandings or facts will not matter if you do not perform well during your demo. Drink a 6 pack, of red bull, and hit that store fired up. Be funny and attract a crowd. Watch some of the infomercial guys as they constantly talk at a Level 10 voice and are moving. You can show out and sell a ton of product if done properly. Enjoy and I look forward to hearing about your success with in store demo’s.
Gen Y – Really?
Nearly 85 million people in the U.S. alone belong to Generation Y (Gen Y). That’s 85 million chances to make a lasting first impression on your targeted consumer.Maybe you’re intimidated by Gen Y’s over abundance of charisma and social unity. Don’t be. While it’s true this generation proves to be the most tenacious and self-aware to date, the proper marketing techniques can work like an iron spile into the trillion-dollar Gen Y market. Here are a few tips to better acquaint you with the basics of selling to the freshest faces on the market:
Learn Their Language
Learn their language
Gen Y thrives in a realm of statuses, updates, feeds, and “likes.” In order to gain their attention and favor, you’ll need to brush up on contemporary internet trends. Marketing on social networking sites like Facebook and Twitter allows retailers to meet consumers in an atmosphere where they feel most comfortable (and, consequently, most likely to cash in).
Shape up, slim down
If there’s anything the masses of Gen Y can agree on it’s that time is of the essence. Trim the fat by losing lengthy descriptions and complicated navigational tools. Heaps of content and bulks of text are red flags. Attention spans are at an all time low and minimalistic marketing has never been more in vogue. Keep in mind that Gen Y came into maturity during a national recession. Catering to their devotion to bargains is an ideal method of shaking skepticism and earning some permanent respect. Reconsider your pricing when marketing to Gen Y. To them, every penny counts. Promotional periods, creative discounts, and subscription-based deals are highly effective means of gaining a little trust.
Give your marketing a heartbeat
Don’t be uptight. Don’t lecture or try to push sales. Rather, advise Gen Y on trends and products you feel are catching on. Laugh a little. Maybe throw in a picture of a kitten sailing around Saturn on a rocket ship. Revealing honest, human characteristics in a cold, digital dimension is like a light in the dark to Gen Y.
The Bust… market to them
Respect their identity
Gen Y has spent a long time crafting meticulous identities both online and in public. Retailers boasting on ways their product can enhance these consumers will likely earn themselves a quick spot on a nasty blacklist (word spreads like wildfire with these guys). Alternately, showing Gen Y that what you have to offer is an appropriate fit for their already incredible identities is a sure way of piquing their interests.
They are everything
My last critical point to make is simply that you have to realize this is the first generation that has seen it done by their peers. They make “facebook” and other type companies and explode with success. They have more confidence and tenacity that most. Utilize that while understanding the reality. They have the same self indulgences and self awareness problems everyone else has. They just have a thicker wall built because instant exposure at all times has created that.
You can now be bullied at home, on your cell, on your social media page, at school, and the entire time no one that cares about you is any more aware than ever. Understanding this strong marketing aspect is critical into thinking forward about your marketing into this gen.
Please share more experience and information on marketing to GEN Y. If you need help or just “hated” the post, you can comment as well.
Elevator Pitch Time – Create The Winning Sales Pitch
Elevators Pitch Time!
Following From Last Post: What is the Marketing Mix
You’re in the elevator with the owner of the next retail location you want to sell your products in and they want to know more about your company, what do you do? The best approach would confidently mention your product with a winning sales pitch. A sales pitch can make it or break the chances of your product’s next opportunity. As a manufacturer, you will need to have your winning sales pitch ready at anytime. With the right elements, you can craft a sales pitch that sells your product and sparks interest in your listener.
Research who you want to pitch your product to
Each group has different goals when investing in a new product. Take some time to research what items they’ve sold in the past and what types of companies they normally do business with. Get a better idea of their language. For example, a retailer may be more interested in how many of their customers will buy your product. While a wholesaler may be interested in how much volume you can move based on the demands from the retail locations that carry your product. With a firm idea of what your listener’s goals are, you can better craft a sales pitch that focuses on their perspective.
Outline your objectives
What do you want to gain after your sales pitch? Identify what is most important about your product. List all the points that would be attractive to the audience receiving the sales pitch. Also keep in mind what you would want to share with them. Is your product innovative? Does it offer a solution to customers? These are all hey points you will want to touch on.
Take a benefits-first approach
Now that you have listed all the perks of your product, you will want to craft these around the audience’s interests. Rather than highlighting how your product works, you will want to highlight how it can benefit the other party. Will it increase more sales in their stores? Will it be an easy sell for distributors? By sharing these first, you will connect with your listener, making them more inclined to take your pitch seriously.
Create a solid commitment
You will want to make sure you arrive at an endpoint after you’ve made your sales pitch. Whether it’s an in-store demo, a follow-up meeting or even a phone call, you will want to open an avenue to keep in touch with your listener. By setting up a follow-up action, you have a better chance of convincing your listener that your product is the next one they need to invest on.
Ask For The CLOSE
Ask And You Shall Receive
So many of us walk away from a great contact with nothing more than just that, a contact. Be assertive when it matters, and trust me it matters. When you have those opportunities it is time to execute the plan. Belly down the emotions and step through to the winners table. Ask for the sale, the meeting, or even a scheduled call. Get the words out and see what happens. Spend the moments convincing them why they should take the appointment or call instead of conversation that doesn’t have any traction with them when they walk away.
Keep Firing Even When You Miss
The worst appointments are the ones where you don’t ask the question. Not when you are rejected. That is an emotional thing you have to understand and overcome when you are a manufacturer, broker, or sale rep. The worst appointments are the ones that are complete time wasters, where you never had the gumption to close the deal. When you leave an appointment without setting another appointment or asking for the close then you have failed. A No is not a fail. It is another piece of feedback that you can’t convince everyone, but you already knew that.
I built my business on the One Appointment Close. I position myself into a place of strength within the first 10 minutes of the meeting and go for the kill for the following 20. I close at a rate above 25%. If you think you close above that… keep track and I mean track of every appointment. By focusing on only the essential and making every piece of the presentation spectacular… Not good, not great, but only spectacular. I made sales to companies I should have never had the appointment in the first place with.
Confidence and Non Emotional Closes
You can do this also. Gain confidence and walk and talk like the champion you are. The fact is that if you have made a presentation and put everything together then you are more prepared than most out there. You have gained the statistical advantage. Go on 100 appointments and look at your average. Fact is, with a good script and a good presentation… most can close above 10% by just asking for the close. You just need to make sure you are following a good process. Don’t worry though, your reading me and we are going to get you there.
If you need to expedite your sales process, please call me. Need me on an appointment or advice on an appointment? Comment Below. Either Way – Leave Me Some Feedback about this post.