Page 182 - 597 Business Ideas You can Start from Home - doing what you LOVE! (Beginner Internet Marketing Series)

Step 9. Find and Sell to Buyers 1 75

package." With luck, the buyer will say, "Okay, call me on Friday.
I should have looked at it by then."

Or, the buyer may say "Yes, Joe, I received the package but
I am in the middle of a big project. I will have to get back to you."
I like to say, "Absolutely, we can talk later. Would it be all right if
I make a note to call you again on the thirtieth?" Then you have
"permission" to call him back. Sometimes he will even begin to talk
a bit right then because he can see you are polite and not nudging.
Always accommodate his requests for time and don't be pushy or
aggressive .

How to Respond to the "No, Thanks" Rejection

If a buyer has received and reviewed your package, you could
get a number of responses, one of which is negative. The key is to
be prepared so you can respond nicely to any negative comments.
Always try to find out exactly why they are not interested. Politely
pump the buyer for information by doing the following:

• Ask what you could do differently to make your product a better
fit for her stores.

• Is it a single feature about the product that she doesn't like? For
example, is the packaging or pricing holding her back? See if you
can change something that will alleviate this concern for her.
You may not be able to solve the problem immediately, but you
could try work out some alternatives.

• Keep a dialogue going. If you keep resolving their problems with
your product, eventually you may receive the purchase order.

• Take action. Listen to the objections carefully and find solu­
tions. For example, if the issue was that the packaging needed
to be different, call your graphic artist and ask for a new pack­
age design in the correct format. Have your artist send it to you
electronically so you can send it to the buyer, saying, "You had
requested this type of packaging. We can easily package it this
way for you. How do you feel about this design?"