| Sep. 03 2008 at 9:42 AM |
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My company is struggling with sales. We constantly do 'sales meetings' and calls to no avail. Our product, savory cheesecake, is one of those you have to try it to get it. Almost everyone that tries it loves it but no one orders (wholesale). How do I get over this hump? One thing is that I deal with a lot of chef egos and even if they don't make a savory cheesecake they don't want to order one in and have it not be their idea. We have some retail success but nothing that is helping with our debt load. Are we not being persistent enough? Is there some way to closing the deal that I don't know? At this point I am so frustrated and lost and I am having a hard time seeing a way out.
My website is www.savorysecret.biz for those that would like to check it and give some feedback. Maybe it is in marketing not sales that I need the help.
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| Sep. 03 2008 at 12:27 PM |
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Boy, the wrong site to visit just before lunch… I am hungry now!
I think you can never be too persistent, innovative or aggressive when it comes to promoting your products and company. If you have done things by the book to date and you are getting the word out in volumes, the next step might be sweetening the offering a little. For example have you tried offering a decreased rate or free shipping for orders over certain volume or for their first order? I think your current shipping amounts appear high (regardless if they are actually costing you that much) and may be killing new sales. Bert at Harvey Software, Inc.
Multi-Carrier Shipping Software and Supply Chain Solutions for Internet Retailers
Also a provider of free shipping information and resources at Harvey Software's Parcel Shipping Blog along with free tracking solutions at TrackingPage.com...
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| Sep. 03 2008 at 1:27 PM |
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Shipping is always an issue, especially with a pershible. We have to overnight our orders which in my opinio is why we have almost no web sales. We actually focus mostly on wholesale accounts for our sales due to this. Any thoughts or ideas as to how to get past this?
A new sensation in baked cheese.
www.savorysecret.biz
Vote for Savory Secret in the Home Based 100!!!
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| Sep. 03 2008 at 3:56 PM |
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We have worked with a couple of other companies that sold cheesecakes. They offer 3-5 day delivery for free (FedEx or UPS ground). They sell a bunch of cakes on the web. I believe they use an insulated box with a cold pack or dry ice to help the product make the trip. They also offer an upgraded shipping service at $15 for overnight. The fact that they have free shipping standard helps break the ice for web shopper. It gets them to the point of ordering even though most end up using overnight because they cannot wait. Many times people like to know there is a free way to get something even though they may not use it.
I guess the real question is - how perishable is your product? Are there ways to package it for storage and longer shipping times? It seems like if you would like to sell it wholesale in larger quantities that you will need to come up with a way for your product to last longer in its container. This would open the door to lower cost or free shipping for web sales in addition to large wholesale sales.
At least these are my thoughts.
Bert at Harvey Software, Inc.
Multi-Carrier Shipping Software and Supply Chain Solutions for Internet Retailers
Also a provider of free shipping information and resources at Harvey Software's Parcel Shipping Blog along with free tracking solutions at TrackingPage.com...
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| Sep. 03 2008 at 4:07 PM |
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I looked at your site from the other post, then found this topic. The
site is really nice looking, with excellent pictures! That's the plus
side. The down side is that the site really tells me just about
nothing, and doesn't inspire me to "do" anything.
The big problem, in my opinion, with food sites---particularly fresh
food---is that everyone wants to know how it'll be shipped. I believe
that question trumps even whether or not the product tastes great. I
don't see "Shipping Information" anywhere on the site.
Not only that, but it would be very easy to embed the basic shipping
info into the main content on the home page. Unfortunately, there's no
content at all on the front page. "All Natural" really should be an
added value statement, not the main selling point or USP (unique
selling point/position).
I'm not a huge fan of cheesecake, never have been, but recently I've
been wanting some every now and then. I believe that, like most people,
I have enough experience in cheesecake that I'm not all THAT interested
in exploring the world for new types of cheesecake. I'm not all THAT
tired of it that this is a major issue in my life. So there'd have to
be a compelling reason for me to get excited about "new."
Yes, if I happen to click the site it may suddenly get me thinking,
"Gee! I should have some cheesecake for dessert....TONIGHT!" So I'll go
out to the various local supermarkets or bakeries and buy one. If I
want it TONIGHT, I don't want to wait until later in the week to get
one.
It's also my experience that most people want instant gratification
when it comes to food and cooking. They either go out to eat regularly
and don't cook, or they go to the store each evening to buy the
ingredients for whatever they have a "taste for." Not many people
actually buy a week's worth of ingredients ahead of time---when
speaking in terms of the overall and whole population.
To buy a cheesecake online means a) knowing that you like it, b)
wanting to try new types and flavors, and c) you're willing to postpone
gratification and pay extra for quick shipping.
The current site doesn't address any of these issues.
The first recommendation would be to change the "About Us" tab's name
to "Our Cheesecake," and use the page to sell the product. Later, you
can have an "about us" page that talks about the history of the company.
Secondly, have a clearly visible "Shipping Information" tab for your particular company.
Third: On your "Products" page, I'm not all that interested in being
hooked from the very first bite. I expect that. I'd rather see a
catalog of your various cakes, what makes them different, pictures of
each one, and an "order" quantity and price.
Fourth: Unless you have a history of regular sales, I don't see why
"What's New" would be particularly compelling. I already know whatever
I order from you is going to be new---to me!---since I can get
"regular" or "old" cheesecake from the local stores.
Finally, I believe (personally) that having an "Investors" topic comes
across as money-grubbing, and implies that the company really isn't all
that interested in selling cheesecake. Rather, you're more interested
in getting rid of the company as soon as possible by selling it to
someone else.
Instead, if you really and absolutely must have something like that,
I'd make it very discreet! It might be down at the bottom of the
"Contact" page, titles in small type, something like "Career and
Investment Opportunities."
I'd much rather see a "View Cart" tab than "Contact Us" tab. You open
up that page with "If you're not happey, we're not happy...period."
That's a very negative message, even though I do understand what you're
trying to say. I think it'd be far more elegant to simply list your
contact information, and not try to convince the customer that you're
there for them.
Customer service is NOT a feature and benefit! It's supposed to be
built right into any company's operations. You certainly can have a
"Feedback" form, but that's for capturing testimonials not complaints.
For problems, just list your address, phone, and email.
All in all, I'm not seeing a quick and easy way to buy your product,
understanding why it's a better idea than shopping the store downtown.
I believe that's why you're not getting a flood of sales.
Have you considered, instead of Investors, trying to sell wholesale to
local restaurants? That would likely be a better idea than getting
investors. It also would require a page that explains how a small
restaurant could purchase volume desserts.
Craig Landes
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Defining the undefinable. "There are 10 kinds of people in the world---those who understand binary numbers and those who don't." - Unknown
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Success = Passion, Patience, Persistence!
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| Sep. 03 2008 at 4:16 PM |
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One other thought. Since having wine and appetizers at weddings is currently in vogue in the place of doing dinners, have you considered marketing this product to wedding planners? I did not see this mentioned at your web site… Bert at Harvey Software, Inc.
Multi-Carrier Shipping Software and Supply Chain Solutions for Internet Retailers
Also a provider of free shipping information and resources at Harvey Software's Parcel Shipping Blog along with free tracking solutions at TrackingPage.com...
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| Sep. 03 2008 at 4:40 PM |
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Hi,
I love cheese! Your product looks yummy to me, and Bert has a great idea. Maybe you could try to get some strong links to your site from wine websites. Honestly I just took a quick look at your site, but did realize it's cheese. I 'd love to have that appetizer at my party. :)
A great market for your product would be wineries. We use to go to a winery and enjoy brie and cheese. Do you do any tastings? Yes, I agree they need to taste your product, and a winery would be a wonderful place to do so. Whole foods etc. You probably need to get out there in person with your product more. I think, as you said wholesale orders would be more to focus on than online sales. What is the shelf life? Is it packaged to sell in stores? I'm forwarding your site on to my Sister that entertains often.
Good luck, is anyone doing outside sales?
Janie
Beef Jerky,
Buffalo Jerky |
Venison Jerky |
Turkey Jerky
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| Sep. 03 2008 at 5:22 PM |
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Thanks for all the tips and advice. 95% of our focus is wholesale, we are in a few Whole Foods in TN and Neiman Marcus.com and a few wineries in the VA area. As for the lackluster sales it is in wholesale that I am concerned. We do demos and presentations to companies (retail and restaurants and hotels) weekly with few actually getting on board, even though the entire time we present they are devouring the cheese and saying it is the best they have ever had.
I guess my real question is how to get past this with wholesale.
Thank you so much for the website tips - it is really a can't see the forest for the trees and I need some outside eyes and ears.
A new sensation in baked cheese.
www.savorysecret.biz
Vote for Savory Secret in the Home Based 100!!!
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