Page 187 - 597 Business Ideas You can Start from Home - doing what you LOVE! (Beginner Internet Marketing Series)

1 80 You r Idea, Inc.

their "new vendors" link. If that fails, call their customer service line
or e-mail their general e-mail address and see if they can help you.

Cl osing the Deal

A sale is not made the minute a buyer shows interest in your prod­
uct. Learn some basic sales tactics to give your product its best
shot. Consider checking out some short, inexpensive, and helpful

beginner salesperson guides, such as Closing Techniques (That Really
Work!) by Stephan Schiffman. You'll find some immediately useful

tactics to help you prepare for a meeting with a buyer.
Above all, keep in mind that a buyer's job is to find and purchase

products that will sell in her stores or her particular department.
Buyers are not in the business of making friends and they are very
busy. They may not be as available as you'd like or have time to
hear the story of how your idea came to life. Don't get discouraged!
Keep thinking of ways to get through the barriers and work around
obstacles. Be creative, be professional, and be persistent.

Incentives

Sometimes a buyer likes your product but seems on the fence
about actually writing a purchase order (PO). When this happens,
have an arsenal of incentives you can offer to close the sale. Here
are a few ideas.

Incentives for Closing a Sale

• Offer a discount-know ahead of time what you can work with,
say, 5 percent to 20 percent.

• Offer free shipping on their initial order.
• Offer longer-than-usual payment terms (for example, Net 45

instead of Net 30).
• Offer a return policy (if the product doesn't sell, the account can

return it for a full or partial refund).