Selling to boutiques via cold calls
So, my new goal is 10 sales contacts a day. All in the name of momentmum. I didn’t get anywhere near the 10 calls yesterday, but I got out and made a great sales call. Cold call. Had business in an area of the county that we don’t have our products in yet, so I looked up baby boutiques in the area, got directions, and walked on in.
Getting ahold of the owner / buyer
On Monday, I did make 10 sales phone calls and got ahold of no owners or buyers. Left a lot of messages, but I also know I’ll have to leave a lot of messages with those people and still keep my fingers crossed that someone might return the call me back.
Which is why those boutiques will get postcards before the next round of calls. So they can see a picture and understand that when I say “Amazing hand-appliqued personalized blankets” I mean it. Also so they have a frame of reference when they hear my name and company on the next message.
On the other hand, 7 out of 10 times that I’ve waltzed into a boutique to “drop off a catalog”, I’ve run into either the owner or buyer. So, while I’ve been told to do a lot of the contacts before making the actual sales call, I’ve had better luck just going for it.
It seems that in the children’s industry, a lot of the baby boutiques are run by the owner, or at least the owners are very involved and often on-site. The cold call method wouldn’t work as well in areas that are far from me, but if I’m on the road anyways, I try to stop by boutiques that are on my way to my destination.
The see / touch / feel difference
Even when I’ve run into the owner I often get “I’m really busy can you just leave a catalog?”. I say sure, I have one blanket to show while I’m getting out the catalog and price list for you. This is usually all it takes to evoke a conversation. Once I’ve got the blanket out of my sample bag and in their hands, they can see and feel the difference and unique qualities of our products; they can see the potential for their store. I start talking - I start with the sales pitch. The value they get “Invest in one display blanket and sell endless blankets.”
Make sure that your sales pitch is intrigueing and that you know the value of your product to them. You’ll largely learn this value by getting out and listening to what the owners / buyers have to say about your stuff, what kind of questions they ask. And each sales call you complete will build your confidence; your boosted confidence will help in the next sales call.
3 comments March 21st, 2007