Know-How Exchange : Student Questions

I suggest you interview 5 or so of these buyers and talk with them about how your line might not be meeting their needs, or what the barriers are toward purchasing. Be sure to listen carefully to what they have to say - by being an active listener, you'll be able to proactively approach other buyers with their needs in mind, preventing the need for more time-consuming follow-up with each. This information will also help you to seek out the right kind of sales reps (if that's the route that ultimately makes sense), and will assist you in training them to effectively market your line.

Good luck!

Customers all ways work on their schedules not yours. While we would like for them to buy today or as you say "get them to do an actual order", they have other priorities. You are in a good position if prospects say they love the product. Now is the time that you must get them to love the product even more.

Make an incredible offer to the prospects who say they "love the product". A word of mouth campaign should be an important tactic in your overall marketing plan. Marketing should be geared toward raising awareness and promoting positive word of mouth. An incredible offer could provide the necessary buzz, depending on how you structure and deliver the offer.

Naza, although you feel you "do not have the time to keep following up, as the owner of the firm, you should have "Key customer Relations" fairly high on your list of priorities. Key customers are your A-list clients/prospects. They are your most profitable customers and they deserve your attention.

Develop an ongoing communications program for key customers. Keep in mind that conventional wisdom suggests that we need reach prospects at least 7 times for them to take action. Make sure you have a solid relationship with your key prospects before sharing it with outside sales reps.

You don't have time to do anything but follow up. People aren't just buying your sportswear. They are buying into a long going relationship. Deals don't close-- you close.

i'd also pay a lot of attention to Randall's comment about soliciting manufacturers reps to follow up on your leads. They are independent, not employees and paid strictly on performance. There are those who focus only on your niche. They probably know who has expressed interest in your line and can bring you more. However that does not mean you can just hand the ball, call it done and turn your attention. The number one line of your P&L is revenue. It is your primary responsibility, do not lose sight of it.

Carol
Sell Well and Prosper tm

Naza,

Please take this in the kind manner that I mean it. If you aren't getting any orders you should have plenty of time to follow up.

Now, you might want to check out www.replocate.com to find reps who already have all the contacts to move your line.

You can also get a booth at one of the gift shows (Chicago has one coming in July at the Merchandise Mart) where buyers come to see what's new. Offer a show special and you'll get buyers.

Michael

This looks like an interesting discussion but everyone is answering in the dark with respect to the actual product.

Can we see your web site please? It would be great to better understand the product, the branding strategy and the pricing strategy, that way, I think we could all offer much more focused replies.

Kindly provide a link where we can see the proposition.

Thank you

Matthew