Sell to Large Retailers – Dealing With Buyer Rejection
And Dealing With Buyer Rejection
Tired of getting rejected by chain store buyers? Here’s a quick video I created about what manufacturer’s reps (retail sales professionals) know about dealing with buyer rejection when they sell large retailers!
Most people don’t realize that all they need is ONE large retailer to purchase their product. It will create a domino effect for their business.
So getting rejected by most large retail buyers is irrelevant -because all you need is one of these retailers to say yes!
To learn more, watch this video!
Also, if you like this video, please comment below!
And if you’d like to learn how exactly how manufacturer’s reps sell to retailers, check out my Retail MBA Training and Coaching Program! It will help you get started today!
Karen Waksman, Retail MBA
Transcript for this Video Below:
Sell to Large Retailers – A really common theme that I see across the board when I’m working with these small to mid-size manufacturers, product companies, and so forth, is that they are going after these retail stores and they’re just tired of the rejection. And they always come to me and say, “Karen, at what point should I give up? I mean, is this product useless? Should I just let it go. I don’t know what to do here. What do you think? I mean, at what point do I give up on this thing? Because I’ve spent so much time, effort, money on this stupid product and I’ve had enough.”
As a manufacturer’s rep, let me put it into perspective for you, as a manufacturer’s rep when I go after retailers I have a list of, and I include that in the Retail MBA program, a list of the top 350 major retailers out there who have 50 or more stores that they’re responsible for. And then that’s not even including the online retailers. So there’s so much business to be had in this world. Now, until I go through as many of those retailers as possible, and I go through all the online retailers as possible, until somebody buys my product, I will not stop. And I’ll tell you why. Because it’s very easy for a buyer to say no, and that’s understandable because everybody has new products and so forth. But the manufacturer’s reps know that all they need is one buyer to say yes to them, from one of these big box stores, one success story. And then it’s the tipping point.
If you are actually doing well in one store, everybody else will come follow. And so you cannot give up. You have to keep going until you just get that one order, that one retailers, to show proof that your product is going to do well. And then you go back to all the ones who said no to you, and then you ultimately get them to reconsider. Because all they’re looking for is the fact that your product’s going to sell for them.
And so at the end of the day, if I can give you any advice, it’s, “Do not give up.”
I had a student call me two weeks ago and she was just depressed. She just like, “I called five retailers. They told me to go away. Maybe I shouldn’t continue this thing.” And I go, “Are you crazy? I go after hundreds and hundreds and hundreds of people before. All I need is that one yes, so don’t you dare give up.” And so I guess people have different thresholds of pain. The sales reps are much more used to dealing with a lot of rejections, but the average person maybe is not into that at all. And I totally get it, but if you’re trying to make money, if you’re serious about your product, you spend that much money on your product, you deserve to see it through. So do not give up, forget the rejection. Rejection’s part of life. Just keep going until you win.