Entrepreneurs – Selling The Benefits Of Your Products To Your Wholesalers
Entrepreneurs – Selling The Benefits Of Your Products To Your Wholesalers
You need two great advantages that you should work on. You need to know what the benefits of your products are and what your wholesalers want.
With respect to your understanding the benefits of your products. There is an old saying in marketing “You don’t sell the steak you sell the sizzle”. Which briefly means that you don’t sell the product you sell the benefits of the product or what the product can do for someone or how it makes them feel if they use your product.
Look at car adverts – they don’t sell the car they sell the lifestyle that you will get from buying the car! Look at hair product adverts – they sell how you will feel when you use the product. Now I know that your products may not be as glamorous – but there must be a reason why people want to buy them.
People buy your products, if you are solving a problem – meeting a need or making their life better. So find out what needs they solve or how they make people’s life better.
Help your wholesalers – they are in the middle and they will only buy from you – if people buy your goods from them. So sit down and list 3 – 5 benefits for each of your products. Make these benefits central to your sales talk and put them on your marketing details. Put them on your packaging etc if you repackage.
Now look at what your buyers want. Is it quick service – the ability to buy odd amounts, you stock unusual items etc. Well you get the idea.
Is there something that the wholesalers want that you don’t do at the moment? Perhaps you can do this for them?
Once you’ve looked at all the benefits of using your company and buying your specific products. Then make them a feature of your marketing materials and your sales calls.
With respect to how to increase your customer base? Think like a lion – they catch hoofed animals to eat – but they often run faster than the lion can. Lions have learnt that the best place to catch food is at watering holes. This is where these animals have to congregate each day. So your challenge is to find your own watering hole. Where do your potential customers congregate? Where do they go often and where can you find them? A trade show is always a good start, trade magazines, a certain area of a town, a web site directory etc. Put your advertising and yourself where your potential customers are.
With respect to contacting your potential buyers – make an appointment to see a few in the next month. Ask them what they would want from your company and leave a few samples and a brochure. If you go in – offering to solve a problem for them – then you might have more success. Also try and sell more to existing customers using the same technique.
Good luck.
Entrepreneurs Selling The Benefits Of Your Products To Your Wholesalers - To learn more about this author, visit Lee Lister's Website.
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Do you know in my heart that the products you sell can greatly benefit your customers but are struggling to get companies to believe in what you do. Do you want to increase your customer base and sell more to your existing customers?
You need two great advantages that you should work on. You need to know what the benefits of your products are and what your wholesalers want.
With respect to your understanding the benefits of your products. There is an old saying in marketing “You don’t sell the steak you sell the sizzle”. Which briefly means that you don’t sell the product you sell the benefits of the product or what the product can do for someone or how it makes them feel if they use your product.
Look at car adverts – they don’t sell the car they sell the lifestyle that you will get from buying the car! Look at hair product adverts – they sell how you will feel when you use the product. Now I know that your products may not be as glamorous – but there must be a reason why people want to buy them.
People buy your products, if you are solving a problem – meeting a need or making their life better. So find out what needs they solve or how they make people’s life better.
Help your wholesalers – they are in the middle and they will only buy from you – if people buy your goods from them. So sit down and list 3 – 5 benefits for each of your products. Make these benefits central to your sales talk and put them on your marketing details. Put them on your packaging etc if you repackage.
Now look at what your buyers want. Is it quick service – the ability to buy odd amounts, you stock unusual items etc. Well you get the idea.
Is there something that the wholesalers want that you don’t do at the moment? Perhaps you can do this for them?
Once you’ve looked at all the benefits of using your company and buying your specific products. Then make them a feature of your marketing materials and your sales calls.
With respect to how to increase your customer base? Think like a lion – they catch hoofed animals to eat – but they often run faster than the lion can. Lions have learnt that the best place to catch food is at watering holes. This is where these animals have to congregate each day. So your challenge is to find your own watering hole. Where do your potential customers congregate? Where do they go often and where can you find them? A trade show is always a good start, trade magazines, a certain area of a town, a web site directory etc. Put your advertising and yourself where your potential customers are.
With respect to contacting your potential buyers – make an appointment to see a few in the next month. Ask them what they would want from your company and leave a few samples and a brochure. If you go in – offering to solve a problem for them – then you might have more success. Also try and sell more to existing customers using the same technique.
Good luck.
Entrepreneurs Selling The Benefits Of Your Products To Your Wholesalers - To learn more about this author, visit Lee Lister's Website.
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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Staging DivaDebra Gould, aka The Staging Diva®, is President of Six Elements Inc., an internationally recognized home staging company. Inspired by many requests from aspiring home stagers wanting to start similar businesses, Gould created the Staging Diva Home Staging Business Training Program. Gould has trained over 1000 Staging Diva Graduates worldwide to start staging businesses. Buying decorating and selling six of her own homes in four years lead to an interest in real estate staging which she turned into a career with the launch of sixelements.com in 2002. Since then she has staged hundreds of homes in addition to teaching home staging training. Gould is the author of several home staging resources including a series of popular ebooks made up of a Design Guide, Color Guide and Portfolio Guide. For more information about Debra Gould visit stagingdiva.com. - Visit Staging Diva's Website |
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Jay Kubassek(Jay's Full Bio: EvanCarmichael.com/jaykubassek) In five years, Canadian-born entrepreneur Jay Kubassek went from selling mufflers at a Midas franchise to revolutionizing Internet marketing with the 2004 launch of CarbonCopyPRO, a online marketing education company, now worth over $20 million with customers in over 160 countries.
As an independent film producer, his upstart film fund Aliquot Films is currently producing a films with Spike Lee and Abel Fererra (starring Ethan Hawke and Dennis Hopper.)
Jay's entrepreneurial spirit is irrepressible. He’s the owner of five companies, a professional speaker and trainer, international real estate developer/investor, extreme sport enthusiast and emerging philanthropist. Jay resides in NYC with his wife Jamie, son Milo and dog Cooper. Visit Jay's official website: www.JayKubassek.com - Visit Jay Kubassek's Website |
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