Part Two: Nailing Your Pitch with a Large Retailer

Updated: Mar 12

You’ve put in the work, and you managed to secure yourself a meeting with a larger retailer, you’ve celebrated this milestone, but now you’re not quite sure of what to do next.


Catherine from The Resilient Retail Club and I answer your most common questions from both the sale and the buying side so that you know what to expect during your meeting and what follow up to do afterwards. 


If you want to find out more about preparing for your meeting, there is more information here and our Business Glossary of common terms is here.

DURING THE MEETING

DO’S AND DONT’S AT THE MEETING


T: Don’t unpack all the samples at once, you will lose control of the flow of the meeting, and the buyers will grab things that they find appealing, and you might miss your chance to present your bestsellers.


Do, ask open-ended questions and listen to the answers. I find meetings, where I lead the conversations by asking questions but do less of the talking, are more successful than if I waffle on about the products for too long.


DON’T AGREE TO ANYTHING YOU DON’T FEEL COMFORTABLE WITH EVEN IF YOU’RE PUT UNDER PRESSURE. YOU CAN ALWAYS SAY THAT YOU WILL CHECK AND COME BACK.