Tips for Successful Cold Calls

You have the store in mind. Your product would compliment the current merchandise. And you know your product would sell really well there. You want your product in! Now, how do you succeed?

Research the business. Are they owner operated? It is easier to get your product into an independently operated store than it is to get your product into a franchise or chain, where product decisions are often made by head office.

Know who to ask for. Find out ahead of time the names of the owner and/or store manager who you will deal with. Then call ahead to find out when that person will be in the store. This will save endless trips to the store only to discover that person isn't in. You will also look much more professional than you would if you went to the store and asked for the owner - especially when it is the owner you have asked!

Know if your product is an up-sell or would create an up-sale. An upsell is when you order a hamburger, and the cashier asks "would you like fries with that?" and you say sure. The cashier caused you to think about fries and order them, even though you had no intentions of doing so when you walked up to the counter. Can your product do the same? If so, be sure to mention that when pitching your product.

For instance, do you sell hand-decorated children's rainboots? When a customer buys a raincoat, the salesperson could up-sell with a pair of your boots.

By following these simple techniques, you will look very professional when you approach the business, and increase the likelihood of your product being sold, especially if your product is very well suited to the business.

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