Market a Product to Retailers
Getting your product into stores can be the hardest part of an enterprise. Retailers are presented with so many choices that it's imperative that you make your product stand out. Avoid some rejections by making sure you target retailers who have a use for your product, but expect to be rejected frequently, especially with an unknown product. Persistence and professionalism will pay off. Here are some tips on market a product to retailers.
Instructions
1. Create buzz for your product. Send out press releases to media announcing it and explaining why it's a must-have. Write your press release in a way that will tempt a reporter to interview you.
2. Raise awareness of your product through advertising. If you have a limited budget, hand out flyers and samples. Place ads in small newspapers. Do a radio spot.
3. Send a letter to retailers introducing yourself and your product. Mention where they can see your advertisements. Tell them you'd like to see them to drop off a sample and a price list, then follow up with a call to make an appointment.
4. Stop by the retailer's store if he won't make an appointment with you. Leave samples, price lists and promotional materials. If the owner or buyer isn't available, say you'll call after they've had a chance to look at your product.
5. Create incentives for the retailer by offering a generous discount off the retail price and an easy return policy. Offer co-op advertising deals where you pay a percentage of the advertising cost if the retailer features it in her advertising.
6. Listen to what the retailer has to say if he rejects your product. Ask him for particulars on why it's not right for him and what ways you could improve it. Always ask for the names of other retailers who might want to carry the product.
7. Show your faith in your product by having posters and display racks professionally made, and give them to retailers. Have your product's name imprinted on the displays so retailers aren't tempted to repurpose them for other products.
