New Independent Rep is on board
Holy wow. Kudos to me for pushing enough to get a new rep on board in the last week. In the middle of what still feels like the busiest week of my life, we managed to get her all the materials and samples she needs to be fully prepared for her appointments tomorrow.
I have not done this right in the past, and I’ve paid for it (in wasted time and money). This time, the key piece I was able to provide was a detailed document about selling our line. It covers everything from company details and philosophy to product descriptions, selling points, tips for the in-store appointment. I’ve pounded the pavement, so I know the kinds of questions that sales reps get asked.
This particular rep contacted us just a week ago. There are a lot of good signs about this rep that encourage me to get, and keep, her on board:
Enthusiasm for our products and her job
She loves the line! She sounds excited about our products and her job. I can hear it in her voice. I can tell she truly loves her job because she is action-oriented beyond any of our previous trial reps. She was looking for the perfect organics collection and she feels ours is it – that means she will show it to her buyers with enthusiasm.
Established Rep w/ similar but non-competitive products
This rep has a number of accounts and she currently carries gift lines and a few other baby lines that are not the same (ie: stuffed animals). She is established enough to understand the importance of getting in to see her buyers before they head off to the trade shows. She has appointments lined up for every day this week and she has already primed them to be excited to see the Baby Fabulous collection.
Open communication
She answers her phone and she calls me immediately, without hesitation, when she has questions. You might think this is basic, but just wait until you’ve worked with the wrong reps, you’d be amazed how hard people can be to get a hold of when they don’t want to have a conversation.
On my end, I know I’ve let my reps down in the past too, by being too busy to give them the support when they need it – not just when they ask for it. This means I have to be committed to keeping my end of the bargain. Keep them supplied with the right amount of samples and marketing materials, keep new designs coming their way, and make sure that someone is always available to answer their questions, when they have them. Most importantly, I swear we’ll keep her clients happy. It’s one thing to say it, another to do it, I can promise as much as I want, I have to show it. She will help us grow if we are there for her. I know this with absolute certainty.
5 comments July 5th, 2010