Rejected By a Retailer? Ask Why.
A lot can be learned from why retailers say “no” to your product. Often, it may simply be they have no more room in their open to buy dollars. Other times it could be that your product does not compliment their existing product assortment. Then again, it may be because they – dare I say it – don’t like your product…. or possibly even you (yes, this does happen). Whatever the reason, it can help you to know why your product isn’t right for them.
[tweetmeme]When pitching retailers, it’s obvious going into this scenario that not every retailer will want your product – at least not right away! But when “no” becomes a trend and “yes” is a rare exception when communicating with retailers, it’s important to understand WHY this is happening.
The key to asking retailers for their explanation of why they didn’t want your product in their stores is to:
1. Respect their time
2. Be professional in your approach
3. Avoid an emotional reaction
4. Listen but don’t try and convince them otherwise
5. Learn from what you find out
Over time, you may find repeated reasons from a variety of retailers as to why they did not purchase your product. While you may not enjoy what you learn, you can in fact learn from retailers who aren’t your current customers. Really listen to what they have to tell you and respect that they are giving you a chance to communicate beyond your sales pitch. In time, you may get ahead in your game from these lessons and realize that a few “no’s” is what it took to get you many more “yes’s”.