Page 178 - 597 Business Ideas You can Start from Home - doing what you LOVE! (Beginner Internet Marketing Series)

Step 9. Find and Sell to Buyers 171

vendor. If the Bed, Bath &: Beyond buyer agrees t o sell your prod­
uct there, she may say something like, "We will set you up in the
system as a new vendor."

Now that you know the lingo, let's talk about sales calls.

If you find out that a particular buyer no longer works at an
you 're trying to land, don't be discouraged. Ask

speak with his replacement. If you can get the buyer on
the phone or find his e-mail address, ask if he was given the
media kit from the previous buyer. If it was not passed on,
send a new one to the cu rrent buyer and start fresh .

Mom-and-Pop Stores

Mom-and-pop stores are the most approachable businesses for your
new product, so they're a good place to start.

How to Approach Th em

Call the store directly and ask for the buyer's name. Simple! Send
a press kit and a sample if possible. Follow-up is just as easy-the
phone is usually answered by a real live person and the buyer will
almost always listen to a pitch. If they are local, ask to set up an
appointment and just go in for the pitch. Begin a relationship. If the
product isn't right at the moment, ask if you can call her back in a
month or two and keep her posted on your new information. Start
a database of the companies you have approached so you remember
who you spoke with, when, and what he or she said.

Small but Powerful

While these small accounts may not bring in much money with
each order, if they become regular, their monthly or bimonthly