Forums: Discussions for entrepreneurs and small business.

Hello - I`ve been operating my small business online, The Merry Bird...pen, ink and design for over one year now and although I`m relatively new out there I`d like to venture "offline" with my product, boxed notes and holiday cards. I know I have a couple of note cards that "sell" well and I`d like to sell them "out there" in real stores. Can you offer advice on how to gain the confidence of another small business shop owner to purchase my note cards? Do I offer them a wholesale price or the retail price I sell them for online? Ideally I`d like to gain orders from vendors before I go to print. Is there another route I should think about? Thanks in advance.

Kristine Sheehan

The Merry Bird...pen, ink and design

http://www.themerrybird.com

When I began selling my first poster designs, I literally walked around town from shop to shop with stock on hand asking to speak with managers or owners.  "Here`s my artwork.  Sell it for me."  Now I don`t operate like that but I found it to be a great way to start.  I got to meet other business owners and get my work out there.  A few places supported me, most said no thanks.

Yes, you will want to have set wholesale prices.  Don`t make them different from one business to another if they try to bargain.  Perhaps think about a quantity discount though.  Generally speaking, a wholesale price would be 50% of the retail and most are happy with that.  Make sure that is profitable for you and you may need to adjust your retail prices.  Have set retail prices as well (MSRP) though of course you don`t control that.

Most small business owners started out really small too.  A lot of them really want to support independent artists.  Just walk in and introduce yourself, or make an appointment ahead of time.  I preferred to show up because it`s easier for them to say "no thanks" over the phone, especially since they don`t see your work in front of them.  Walk in and you can be ready with your work.

Ok - sounds like "walk into the shop" is the  initial sales plan. Now, sales talk... I guess to be a persuasive sales person isn`t easy. What worked best for you in terms of "here`s my stuff", wanna buy? Did you close up once they said "no" or did you try to be persuasive, did you try to rekindle later once other vendors said yes? How many shops did you walk into before you had a yes?

Just curious as to what I`ll be up against as I present myself...

 

Hi  Themerrybird,

 

Here are some things I would suggest.  First, the idea of walking in and introducing yourself is a good idea.  But, first make sure you pick stores that sell a product compatible with your product.  You then want to take notes on each store and write up a short sales pitch for each store.    

 

Your sales pitch should stress how your product will enhance sales overall for the store.  Canned sales pitches are easier to develop, but are not as well received as a personalized sales pitch.

 

You also will want to be able to answer a shop owner’s questions.  For instance, how long would it take for you to fill a restock order for a shop owner?  Also, try putting yourself in the shop owner’s shoes.  What would you want to know?  Write these questions down and develop answers for them. 

Finally, consider selling your product on consignment through the stores.  A gentleman who wrote a book used this technique.  Every shop owner he contact, save for one, took him up on his offer.  His book sold well and eventually was picked up by a major company

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The older we get, the more excuses we make for not chasing after our dreams. But truth is, goals are attainable at any age.

I looked at your website. You`ve got a nice line and I think your products won`t require a lot of "selling."  It won`t be right for every retailer though so don`t get discouraged when you hear "no thanks."  Do some homework on the ones you want to approach before you go in. Try and get an idea of the type of customer they have and determine if your  line would really be a  fit for them.

Personally, I wouldn`t try and be overly pushy. I used to own a small chain of retail shops and pushy people (did and still do) get on my nerves. When you`re talking to a store owner maybe point out what makes your stuff stand out from everything else. Try and relax and just be yourself.

Also, don`t let anyone take advantage of you just because you`re new at this. Don`t hastily agree to something (payment terms, etc.) that you might be uncomfortable about just to make the sale. Sometimes it`s better to just walk away and move on to the next.

Good luck.
RF

Good thinking here. I definitely will have answers to questions re: delivery time, price, payment, and re-orders.  honestly, I like my pen better than "selling" but everything must go hand in hand. 

Consignment is not a bad idea either.  I will ask shop owners if consignment could be an option, of course, only if all else fails. As for a sales pitch, practice will make perfect, confidence too!

Remembering to NOT be overly pushy is the best advice...

Ok- wish me luck! I`m going to knock on some doors this coming week.

 

 

I`m rootin for ya, please let us know how it goes next week!

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Leslie
Founder and President
Charmed Life Products LLC
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