Everyone Says They Want the Big Order
Everyone says they want the big order.
But beyond all the techniques and tricks of the trade you’ve heard about how to crank up your sales, here’s an ever-looming challenge entrepreneurs have to deal with:
Would you take an order–sell, basically–a product or service only once it’s clearly developed, locked, loaded, and ready to go?
Or, would you sell, sell, sell, regardless of whether you’ve got everything buttoned up and just focus on drumming up business? Heck you’d rather figure out the "details" later on!
This comes down to your tolerance for risk. It’s always a gutsy move to make a promise when you’re not absolutely sure whether or not you can really deliver.
If you’re going to take the aggressive route, you’ve got to be strident, trusting in your ability to move quickly to take advantage of whatever opportunities you generate.
You’ve heard the stories about how a "big order" has submarined an overly ambitious small business. But what’s an entrepreneur to do? Say, "No" to a huge opportunity?
Not us.
August 25th, 2005 at 1:38 am
I would say go for it within reason.
I have to admit that I have been in this position and accepted jobs that I never performed before, or worse, at the time of accepting, wasn’t quite sure how I was going to fulfill.
My strategy was:
(1) to be prepared to learn fast
(2) to learn fast
(3) to make it worth the trouble$
(4) to stay within my industry
(5) to never make promises I KNOW I can’t keep.
So far this strategy has worked. I’m very interested to read what others have to say.
August 26th, 2005 at 10:26 pm
I’ve found large companies to be VERY cautious about placing orders with a start-up company. They want a UPC, proof of at least a million dollar insurance policy, a contract stipulating penalties for non-delivery or late delivery of product, etc. In order to go for that large order, you need to have your ducks in order.
I’m marketing a gardening tool I invented. I committed to working a garden walk before I had product in hand & sweated each delay as June 26, 2002,approached & I still had no WEDGIEs in hand. They were ready for pick-up the morning of June 26th & that’s as close as I’d want to cut it!!! I can’t even imagine the stress if I’d been facing fulfillment of a large shipment.
I’ve been in business for 3 years selling WEDGIE through my website, http://www.wedgie.biz, garden walks & French markets, garden centers, conventions, gardening publications & botanic gardens & arboreta. I’m ready now to go after that large order! And when I say I’m ready, I mean: 1) I have my UPC; 2) I have
a million $ insurance policy; and 3) I can deliver any number of WEDGIEs ordered.
September 11th, 2005 at 12:02 am
Help me out. What is a UPC?
October 31st, 2005 at 9:47 am
Ronn,
a UPC code is a "Universal Product Code" which is used by retailers to identify an item and be able to stock it and keep it organized in its inventory system and/or on the shelves. You’ve seen "bar codes" no doubt. UPC codes are typically tucked into bar codes.