How to Approach Businesses to Sell Products
If you have a product you want retailers and other businesses to sell for you, you must first convince business owners and managers that it's worth their while. Make sure you are prepared before approaching businesses to sell your product. Maintain a positive and upbeat demeanor and back it up with detailed information about how your product can help the business increase its own sales and profits.
Make an appointment with the business owner or find out who does the buying and set up a meeting with that person. Schedule a time that is most convenient for the business. You don’t want to show up during busy hours or when the business owner is doing inventory or training staff. Mid-week meetings typically work best for store owners because they aren’t getting ready for the weekend.
Research the business your want to approach. Look at its website to find its area of specialty, who its customers are, and how it brands itself. If you are approaching a retail store, make a visit in person and take a look around. Check out the neighboring stores and other direct competition in the area so you can provide insight on how your product stacks up against rival products.
Ask for a letter of reference or from current customers, including any which might have a connection to the business you want to approach. The letter should provide specific details on your product, its benefits and sales potential, and the advantages of doing business with you.
Explain your product to the business you have approached. Go into details about how it works. Show the prospect how your product will increase its sales and profits. Use previous sales results, if applicable, to illustrate the success of your product in other locations. Provide market trend information so the prospect can see where your line of products fits with consumer demands.
Leave samples of your product so the business owner can show it to associates and customers and get more feedback.
Dress professionally when you approach businesses to sell your products. In addition to selling your products, you’re also selling yourself and your reliability, credibility and professionalism. Wear a business suit or dress in business casual in a skirt or slacks with a clean, pressed shirt and sports jacket.
Don’t be put off by an abrupt or negative response if you cold call a business without an appointment. Instead, be friendly, offer to leave samples, and find out if you can make an appointment at a more opportune time for the buyer.