Forums: Discussions for entrepreneurs and small business.

I`m trying to get my jewelry into local stores, is it better to set up previous appointments with owners via a phone call or to drop in on them? I`d appreciate comments from anyone who has experience with this...Thanks!

Hi Shannon,

I have some rules I follow that have helped me in my selling career.

1. I prefer cold calls over appointments whenever possible. Some owners work strictly by appointments but most are used to salespeople as a necessary evil.

2. Never ever park in front of their business. Those spaces are for their customers. You will get off on the wrong foot if they see that.

3. You are in the store already and have something to show them. Why would they not look at it? After all aren`t you doing them a favor by showing them products that will make them money? If you products are not a good fit for their store then you are both smarter.

4. Learn from every call. Refine and improve your presentation. If you didn`t get the sale... why not? What did they say, what did you say? Were they a valid customer? If so, what could you have done differently.

How you feel inside when you make a call will make all the difference too. Pretend you have the most successful line of jewelry in the history of the world. Feel like each sale should be automatic. You are a professional designer, walk in like one. And don`t forget to put your web site on your answering machine.

Hope this helps,
Best Wishes

Thanks for your tips, I`ll have to give these a try.

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We`ve used "the pop in" to introduce ourselves and then follow up with an appointment and information.  This seems to work better for us than a phone call to set up an appointment.  I am not sure why, but it seems easier for us when we are already a familiar face.  It may all just make us relax more than having an effect on the people we are selling to, but it works for us.


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Brandon
De Novo Pittsburgh Chiropractic & Health
Treating Pittsburgh`s Athletes
www.denovopittsburgh.com

I think the guy above me has the right idea. I would just stop by for a quick minute to introduce myself and the product, leave them some information and if they like it then set up an appointment for later. 

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Two Finger Rings, Double Finger Rings
Micro Screws, Mini Screws, Small Screws | US Micro Screw
Custom Screw Manufacturer | Custom-Fasteners.com

Personally -personally now- I`d be tempted to just show up but I`ve been told that retailers prefer appointments. However, you`re skipping a step here. Before you ever show up, you need to send a line sheet and a cover letter (standard for the industry). Maybe hit them up with a post card or two. Call ahead and get the buyer`s name and address your collateral to them. Often, it`s not the owner but their head sales person (obviously owner has oversight but the buyer makes the recommendations).

Now let me tell you what you really want out of this. Sales are too obvious. No, no, you want something else altogether. You want the name of the sales reps (road reps) that visit their store who are selling products that are similar and complimentary to yours.


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~Nurture people, not products~
http://www.fashion-incubator.com

I am going to go wholesale rather than retail with my biz.  My plan is to send out introduction letters and literature with my card, telling them I will be making a follow up phone call,  to stores in Manhattan and Brooklyn and then follow up in about two weeks with phone calls.  I figure this shows respect for them, but I also give them the heads up I will be calling.  What do you guys think, a good plan?

Sounds good to me. If it doesn`t work then you can always try another approach. Anybody know how you get the contact info for sales reps who represent similar products or pitch to stores you want to be in???? i`ve tried googling but couldn`t find much. Is this something you can ask a store buyer?


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Two Finger Rings, Double Finger Rings
Micro Screws, Mini Screws, Small Screws | US Micro Screw
Custom Screw Manufacturer | Custom-Fasteners.com