5 simple steps to approach a store
One of the biggest fears of people in the fashion industry is approaching stores. There is the fear that they won't like your product, fear of talking to managers or even just building up the visit in your head. My name is Carl Dunning and I co-own IMP Clothing. All I have to say here is from experience of seeling IMP Clothing to stores myself.
The best way to tackle a store visit is to follow these 5 simple steps
1. Make an appointment!!!!!
Now the reason why I stress this is because cold calling is very hard and it takes someone with some real face to pull it off well. The best thing about making an appointment is that you first of all get to know the manger's name before you meet them. This is a big deal as if you go in there and say "hi Fred" already you are on a personal basis which is great. Another great reason is that it guarantees you a time slot and you won't feel like your being rushed out as this time has been set aside for YOU.
2. Be Prepared
I am pretty sure this is an obvious point but it is not an unlikely scenario to get so built up about the meeting you will miss vital areas which you needed to discuss or bring. The best thing to do is have a check list of items to bring and also do a mock run if you need to. It is much easier to repeat what you have said in your mock run then it is to say it off the bat in the meeting. As for me this is my business and I was going to give IMP Clothing the respect that it deserves and that is to be prepared!
3. First impressions decide how fast you get in the store
The main reason a buyer will purchase your goods is because they like them. This is as obvious as the sky is blue though there are many other important areas which need to be heeded. They will also go by gut feeling of the person. Would you buy a second hand car off someone who turns up late, scruffy appearance and gives you a very lazy hello on meeting him?? I think not. When you go in pretend that you have just come from the races and have just won $1000. You need to enter with a big 'Hi I am here and I am so glad to meet you Sally'. This will make them think wow what a character; I want to know more of what he/she is selling.
4. Breath
It is very easy to once get in the meeting and just stop breathing. This is down to nerves and feeling uncomfortable. When you stop your breathing your mind becomes muggy, you cannot answer many questions and you start to sweat. When I am in the store selling IMP Clothing I will take deep breathes throughout the meeting and this keeps me calm and my mind open.
5. Don't be afraid to sell
One of the funny things about selling is that some of us are scared to ask for the sale. If you go in the meeting and don't at any point ask for the sale then you are relying on the buyer to suggest it. In some cases it does happen that the product sells itself and in others it does not. When it is coming to the end of your presentation just ask "so would you like to try a size range in each design?" It is as simple as that.
In conclusion you need to make the initial appointment then prepare what you are going to say and do. In your preparation rehearse your entrance and how you would perceive yourself if you entered. The necessity to breath in the meeting is paramount and also so is the need to ask the magic question... "Would you like to buy some?"
Carl Dunning IMP Clothing www.impclothing.com.au
About the Author
Sales/Marketing Manager of IMP Clothing.
If you would like more info please visit:
www.impclothing.com.au