Blog Series : 12 Questions you have always wanted to ask a FOOD EXPERT
Question # 5
What are your top tips to sell more products?
Answered by Tom Warner @ Warner Edwards
Quality – make your product better than your competition.
Differentiate – make products that add to the category or create a new one.
Persistence – work your balls off and don’t stop. Statistically buyers say no 7 times, sales people give up on 5!
Don’t be scared to fail.
It takes a lot of hard work to get retail shelf space, no doubt you have set up endless meetings, delivered an array of samples and followed up with numerous phone calls. So, when it works and your products are on the shelves, have you considered the work you will need to put into staying there and selling more?
You can’t expect the retailer to sell the product for you, they have 100’s if not 1,000’s of products to sell. It’s important to keep in contact with each supplier to see how things are moving. Take time to develop in-store product promotions and work with your retailer to ensure these are executed effectively. Try in-store demos, these are great for a new product launch but equally as effective to engage with potential new customers. Demonstrations prove to the retailer that you believe in your product and are actively promoting it as well as generating more sales for them and you!
Tomorrow’s Blog : How important is it that you develop new products and what would be your top tips for new product development?