Do you have a product perfect for chain stores and want to know how to contact chain store buyers effectively? Karen Waksman, founder of Retail MBA reveals 4 tips and strategies to help you get started today!
Are you a consumer product brand looking to sell to big box retail stores like Home Depot, Macy’s, Kroger, or CVS? If so, this short video training is for you! Karen Waksman, founder of Retail MBA, is here to share her four tips and strategies on how to contact a chain store buyer.
Karen has been helping people across the globe make millions of dollars for their consumer products brands for the last 13 years. She has the experience and knowledge to help you make the most of your product and get it into the hands of the right buyers.
Getting Started with How to Contact a Chain Store Buyer
When you reach out to a chain store and ask to talk to the buyer, they will never give you the buyer’s contact information. This is because they have so many people calling them and the buyers don’t want that. Instead, they will tell you to submit your product online on their Vendor Portal.
While this seems like a reasonable request, it’s actually not the best way to go about it. Here’s why:
- All your competitors are listed in the same site, so you’re not getting any special attention.
- There are very specific questions you can answer, and you can’t have a conversation with the buyer.
- You don’t know who is actually reviewing the product. It could be an assistant or someone who doesn’t see the angle.
- Retailers do this because they are big established companies and they don’t want to be bombarded with calls.
How Sales Professionals Do It
Sales professionals don’t follow protocol. Instead, they get the contact information of the appropriate buyer and reach out to them directly. This way, they can have a conversation with the buyer and make sure the buyer understands the angle of their product.
They also don’t rely on submitting their product into the cloud. They know that the only way to make money is to approach a buyer in a very specific way.
How to Contact a Chain Store Buyer
Submitting your product online is not the best way to make money. Sales professionals know that the only way to make money is to approach a buyer in a very specific way. Karen Waksman of Retail MBA can help you understand how to go after stores and get your product into the hands of the right buyers. Visit RetailMBA.com to learn more about what they do and how they can help you.
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Outline of "How to Contact a Chain Store Buyer - 4 Tips and Strategies to Help You Get Started Today!"
As a consumer product brand owner, you may have aspirations to sell your product in chain stores such as Home Depot, Macy’s, Kroger, or CVS. However, contacting chain store buyers can be challenging, especially if you are unfamiliar with the process. In this article, we will discuss four tips to help you effectively contact chain store buyers.
Tip #1: Don’t Follow the Protocol
The first thing to know about contacting chain store buyers is that you should not follow their protocol. Many people make the mistake of reaching out to chain stores and asking to speak with the buyer. However, the chain stores will not provide you with the buyer’s contact information because they receive too many calls and emails from people looking to sell their products. Instead, they will direct you to submit your product online on their Vendor Portal.
The problem with this approach is that it is unlikely to lead to a purchase order. Firstly, all of your competitors are listed on the site, so the buyer will be reviewing your product alongside everyone else’s. Secondly, the site has specific questions that you must answer in a particular way, which may not showcase your product in the best light. Thirdly, you don’t know who is reviewing your product or whether it will ever reach the appropriate buyer.
Rather than following the protocol, sales professionals obtain the contact information of the appropriate buyer for their product and reach out to them directly. By doing so, they can present their product in the best light and tailor their pitch to the buyer’s interests.
Tip #2: Conduct Strategy Work
Before contacting a chain store buyer, it is essential to conduct strategy work. This includes understanding the retailer’s business model, customer base, and product offerings. You should also research the buyer’s background, such as their role within the company and their purchasing history.
By conducting strategy work, you can tailor your pitch to the buyer’s interests and demonstrate that you understand their needs. For example, if you are selling a product to Home Depot, you should research their customer base and understand what products they are currently selling in-store. By doing so, you can position your product as a complementary addition to their existing range.
Tip #3: Reach Out in a Specific Way
When reaching out to a chain store buyer, it is essential to do so in a specific way. Firstly, you should tailor your pitch to the buyer’s interests, as discussed in the previous tip. Secondly, you should ensure that your email or phone call stands out from the hundreds of others that the buyer receives each day.
One way to stand out is to create a compelling subject line that captures the buyer’s attention. For example, “Innovative Product That Your Customers Will Love!” is more likely to catch a buyer’s eye than a generic subject line like “Product Inquiry.” Similarly, you should avoid using buzzwords and jargon that may turn the buyer off.
Tip #4: Follow Up Appropriately
Finally, it is crucial to follow up with the buyer appropriately. If the buyer does not respond to your initial email or phone call, you should follow up with a polite reminder. However, you should avoid being too pushy or annoying, as this will not endear you to the buyer.
If the buyer expresses interest in your product, you should follow up promptly and provide any additional information that they request. You should also be prepared to negotiate on price, payment terms, and other terms and conditions.
Final Conclusion on How to Contact a Chain Store Buyer
Contacting chain store buyers can be a challenging process, but by following the tips outlined in this article, you can increase your chances of success. Remember to obtain the buyer’s contact information, conduct strategy work, reach out in a specific way, and follow up appropriately. With persistence and dedication, you can sell your product in