October 23, 2015
You have a meeting with a buyer and you’re excited. As well you should be! This is a new potential account for your business and hopefully it will prove to be a successful and long-lasting one. Before you step into that meeting though, there’s one thing you need to make sure you do.
If you want to increase your chances that your meeting with this buyer will go well, you need to approach it like a job interview.
I was reminded of this as I watched a friend prepare for her ‘dream job’ interview recently. It was more than laying out the perfect interview outfit (or, in your case, preparing the perfect samples to bring) and printing out additional copies of her resume (or, in your case, printing out additional copies of your sales sheet and wholesale price list). She spent weeks researching the market, understanding the trends, and identifying the strengths and weaknesses of the company’s competitors. And that’s exactly what you need to do as well. You need to be prepared with not just your product and your prices, but with a thorough understanding of how that store fits into the larger retail landscape, what products they carry and which they don’t, and as much information about the future of the industry and trends as you can gather.
You want to be prepared to walk into that meeting with a buyer and wow them just as much with your product as you do with your commitment and knowledge of the industry. A buyer who is taking a risk on a smaller player such as yourself, wants to know that you are committed to supporting your product and supporting their store and that you have the passion for this industry to do just that.
Prepare, prepare, prepare. And then after the meeting is over take a deep breath. Then in the next days do exactly what job applicants do after they interview for their dream job – follow up!