How can I get boutiques to carry our leather goods?
I own a niche market company that produces beautiful Italian leather goods. We sell three out of four boutiques we get an appointment with. But 90 percent of boutiques we call won't let us in the door or return calls or e-mails. Also, the boutiques that do buy never reorder unless we visit them again personally, which is expensive and time-consuming. How can we get through the door and how can we get reorders? We have a great website for retailers, but they don't order from it.
What concerns me is the reason 90 percent of boutiques won't talk with you. Why is that? Price, availability, style, your sales skills? I can't tell you how to overcome an objection I don't know about.
Sounds obvious, but I find that barriers to sales are varied and numerous, and that simply altering one component can make all the difference. I'd need to examine your entire sales process, as well as your marketing message, materials and products to give you the answer you need.
Kim Gordon is the owner of National Marketing Federation and is a multifaceted marketing expert, speaker, author and media spokesperson. Her latest book is Maximum Marketing, Minimum Dollars