How to recruit dealers to sell for you

Assuming that you have the product, you'll also need a sales
kit and plenty of impressive, eye-catching promotional materials.
If you don't supply or offer to supply materials with which your
sales force can sell the product, you'll have a hard time
enlisting people to sell for you, and you probably won't set any
sales records relative to your product either.

Let's assume that you've just written a book - HOW TO MAKE
$100,000 PER YEAR AT HOME, WRITING... In order to sell this book,
you've got to get the word out to the people that you have such a
book available.
Advertising on your
own is going to cost you money, and unless you've got a good
understanding of the advertising business, you may never reach
your full sales potential - besides, the time and effort expended
in finding the "right" place to advertise, the placing of your
ads, monitoring your returns, and the frustrations of dealing
with curiosity seekers, will quickly wear you out. Such is not
the way you envisioned your life when you got the idea to write
the book, get rich and enjoy a life of leisure.

So, just as soon as you've got your book written - the book is
your product - get some "bids" out to the advertising agencies in
your area including the free-lancers, and the advertising department
at your local colleges. What you want these people to do is make up
an advertising circular promoting and selling your book. Now
then, in a different - maybe smaller - type, and kind of like as
an afterthought - at the bottom of this circular, you include the
phrase: Dealer Inquiries Invited...

Look over all the submitted circulars and choose the one(s)
you consider the best. Then have a supply of these printed up at
your local print shop, obtain a mailing list of opportunity
seekers, and get them in the mail or on the internet.

Now start writing your dealer/distributor letter. This should
be simply an explanation describing how you will dropship orders
for their customers, allowing them a certain commission on each
sale and, the price per copy you'll sell your book to them in
wholesale quantity lots. At the same time, this letter should
include a copy of your advertising circular, and an explanation,
reassuring these dealers that they can reproduce this circular
with their name/address in place of yours on the order coupon.
You might even include a brief note that you will preprint these
circulars with the dealer's name/address and ship them to him for
a wholesale printing price. All of this boils down to your
supplying him or her with whatever is needed to promote and sell
copies of your book for you. The bottom line is simply that you
can only reach so many people, and sell so many books by yourself.
With 1,000 people helping you - mailing out advertising circulars
and running small ads in hundreds of opportunity seeker
publications - your costs of running your business will be minimal
while your book sales should skyrocket.

Remember though, you need an impressive, eye-catching
advertising circular or mailing package for your sales force to
use as their own, and you need a clear, easy-to-understand letter
outlining the commissions you allow, the price of your books in
wholesale quantity lots, and the availability of advertising
materials for your dealers.

The advertising circular should be dual purpose - you send it
out to solicit sales of your product, and at the same time,
recruit dealers who are impressed with your advertising materials
and feel that they can make some money for themselves by promoting
your product. Again, this needn't be much more than a simple
"throw-away" line at the bottom of the circular: Dealer Inquiries

Now that you're organized thus far, the next thing is to
contract to run as many small DEALERS WANTED ads in as many of the
mail order publications or web sites as possible. Such an ad can be either a
classified or a small, but eye-catching display ad:

DEALERS WANTED! Outstanding new book. Sells like
wildfire! Everybody wants a copy! Take $10 profit on
every $15 sale! Details for SASE to:

Basically that's all your "dealers wanted" ad needs to say,
and then with plenty of exposure in mail order
publications and web sites over a period of six to eight months, you should have
hundreds of people all over the country selling your book for you.
Simple, easy, almost cut and dried, but it works!

In building YOUR business, you will find that once you've
established a basic dealer/distributor network - or a list of
people selling for you - you can add hundreds of related products,
and the orders just keep coming in. Give it a try and see for
yourself just how easy and profitable it can be for you!

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Author:. John Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing... Go Deeper | Website