“And here’s the pitch...”

"You must expect great things of yourself before you can do them." -Michael Jordan

Happy Friday, Community friends! The quote I mentioned above is pretty motivational for life in general, but today I wanted you to think of it in the context of pitching your product. Specifically to a retail store. I read an article from uschamber.com  about how to pull off a successful sales pitch. Here are some points they listed:

The benefits and challenges of pitching big retailers
Getting your product on the shelves of bigger retail stores doesn’t just happen. There's a lot of work and complexity behind these arrangements and negotiations. If you haven't considered this path before, here are a few smart reasons to start pitching your product to a retailer:
• Greater sales volume. The more stores and area your product is covered in, sales are guaranteed to increase.
• Customers can see and experience your product in person. Having your product displayed in a physical location is a big plus. I know personally, I've spotted an item, said "Oh, I've heard about this!," picked it up, and bought it. Really helps your visual customers.
• Internal business growth. The contributor to this article noted that her company's retail deals ended up prompting some major internal growth and expansion within the business. Sounds like a win-win!
• One challenge to consider is that "preparing and executing a successful pitch isn't easy. Every retailer is different in the way that they operate their business, so small businesses may need to contend with product differentiation from competing brands, implementing special software to process orders, meeting the retailer's unique marketing methods and requirements, and logistics and distribution challenges."

If you think this is the route for you and your business, here's how to pitch your product to a retailer:
• Develop a clear, attention-grabbing pitch. Do you love your product? Do you think it's the best thing ever? Of course you do! So communicate that in your pitch! Short side story - I was watching Shark Tank, and a guy didn't get a deal because he "lacked enthusiasm." Yikes! Don't be that guy.
• Listen and respond to the retailer's needs. What are the retailers looking for? Answer that question with what your product does, or at least what you're planning on doing. Approach the pitch with an open mind and flexibility to adapt. Make your product a necessity for their store.
• Take yourself seriously and focus on your branding. The article mentions that the most important point to get across during a sales pitch, is that you're ready to "play ball." You've got what it takes to stack up against the competition and be the most sought after product and you want to do that by teaming up with the retailer you've chosen.

I know this space is common among small local businesses. Maybe you're not really looking to team up with Walmart or Target, but that doesn't mean you can't pitch to other businesses in your area. One of my favorite downtown shops is based solely on selling products from other local businesses, which is pretty cool. What's your best tip for pitching your product? We'd love to hear your suggestions. Have a great weekend everyone!