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If you invent products or have a start-up that's ready for retail, the Get Retail Ready podcast is THE place to hear stories and gain knowledge with the Get Retail Ready guy Jim DeBetta! Jim is a renowned retail selling expert having sold over 100 million dollars worth of products to the world's leading retailers! Knowing the ins and outs of preparing to and selling to major retailers takes knowledge, experience, and enthusiasm. Join us each week to get the inside scoop on how to make YOUR invention a success! www.weknowbusiness.info The Inventors Launchpad – Roadmap to Success Series is presented by Inventors Launchpad in beautiful Tampa Bay, FL and hosted by Carmine Denisco. Carmine is an accomplished Author, Entrepreneur, Inventor and Co-founder/Managing Partner of Inventors Launchpad. Along with his business partner Rick Valderrama has changed the face of the invention industry and look forward to helping inventors from all over the world move their ideas forward. For more information please visit www.inventorslaunchpad.com

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Podcast Notes

1YouTube generated podcast notes, please excuse any typos.
hi everyone and welcome to the
0:03
inventor's launchpad Network
0:05
I am carmine danesco your host for
0:08
today's episode of getting retail ready
0:12
with me my friend and a retail expert
0:16
the jetsetter
0:17
the New York socialite mr. Jim thebetta
0:21
on the line what's up Jim it just gets
0:24
better and better every intro huh not as
0:26
long as the last one but that was you
0:28
know a socialite or something New York
0:34
man you got to be socializing when you
0:36
go up there right yeah it's you know New
0:38
York I mean it's where I'm from and it's
0:40
always good to go back like I said get
0:42
to eat real food and you know for those
0:44
that are from New York you know bagels
0:46
pizza deli anything Italian it's always
0:49
good oh yeah baby there's so much food
0:51
is crazy when you go up there Lana's not
0:54
I mean Lana's good it's not they're not
0:55
there yet I mean look you can't
0:57
replicate certain things like they have
0:58
food down there in the lair that you
1:00
know you can't get there yep oh you know
1:04
yeah that's I ain't know a lot of people
1:06
that's what they do they you know when
1:07
they travel they they go for the food
1:09
they enjoy a lot of people are foodies I
1:11
guess yeah I mean I'm not but still like
1:14
said when you grow up with something
1:15
you're used to it and then you move and
1:17
you don't have it especially if like you
1:19
have when you're a kid you remember it
1:20
it's always good to go back and have it
1:22
oh yeah I know that when I first moved
1:25
down to the Tampa thawed area I I must
1:28
have drove for hours trying to find a
1:30
pizza place that I could actually eat
1:31
the pizza it's the water because you
1:33
know I mean you know this I mean there's
1:35
a lot of New Yorkers in Tampa right so
1:37
you know they you know they bring their
1:40
businesses down but it's the water I
1:42
mean you ask them you ask any pizza
1:44
place on or bagel store they'll tell you
1:46
it's it's the water tip why I told you
1:50
my grandparents lived in Tampa and the
1:53
water that you can't drink it out of the
1:54
tap really I mean I guess maybe you can
1:56
but it's New York waters good you know
1:59
it's good water so just something I
2:01
guess that's in it that makes it you
2:03
know the like the dough whatever tastes
2:05
the way it tastes I don't know
2:09
definitely something like you said you
2:10
get and then you grow up getting used to
2:12
it having the best kind of food yeah and
2:14
then you try to find that somewhere else
2:15
and yeah you will drive for hours it's
2:18
usually not everything's like it's
2:21
almost like it or you know and then you
2:23
wind up that's what you get used to
2:24
because you you know you're there
2:26
what's up yeah I gave away I would have
2:29
one slice I would give the pizza away to
2:31
somebody back here yeah that's in it so
2:37
good man I know you're up in New York
2:38
you were you were doing a little bit of
2:39
I don't want to say charity work but I
2:41
know you were helping out some
2:42
entrepreneurs up there doing some stuff
2:43
and you made it back okay I see
2:46
everything was good you drive up there
2:48
fly no that's that's too far that's a
2:51
little bit out of range for driving yeah
2:53
so yeah you know flew up and you know
2:57
spent a few days it was good
3:00
busy you know everything you're out is
3:02
like two days of makeup work that you
3:04
miss so it's good to be back and settled
3:07
yeah no no I'm glad you're back on we've
3:10
been getting a lot of uh we get a lot of
3:12
calls from some entrepreneurs who are
3:14
starting to do some connections with
3:16
with retailers and you know we've been
3:18
fielding a lot of questions and I don't
3:21
know if that was something you might
3:22
want to talk about today
3:23
you know the retail yeah unpack stuff I
3:26
thought that you know obviously the the
3:29
question for every inventor once they
3:31
get their product ready you know they
3:33
want to sell it to retailers right so I
3:36
definitely want to talk today about like
3:39
a part one here of you know what you
3:41
need to do to prepare your product
3:44
before you go to the retailers because
3:45
you don't get two shots at approaching a
3:47
retailer if you do it wrong they don't
3:49
respond so I want to get into that today
3:52
so you know how to sell or how to
3:54
prepare your products so you can sell
3:57
them the retailer so I think it's a good
3:59
a good thing for people to understand
4:01
and I do I get a lot of emails about
4:03
that like they people will send me their
4:05
product and say or email me you know a
4:08
sales sheet or a deck and say Jim does
4:10
this look ready and I'm so I send them
4:12
back a bunch of questions and you know
4:14
they believe they're ready but most of
4:15
the time they're not it's not because
4:17
you know they're not doing things right
4:19
they just there are things they haven't
4:21
done and they just don't know what they
4:22
are
4:22
and I tell them when you go to a major
4:25
chain these buyers are completely
4:28
overwhelmed with things and if you don't
4:30
present things in a certain way that's
4:32
organized that is the information
4:33
they're looking for they'll skip over it
4:36
and they'll look at the things that do
4:37
look organized and so you know that's a
4:40
natural thing for any sales the
4:42
opportunity so you have to understand
4:44
that in retail it's different than it is
4:45
selling say insurance or something else
4:48
or houses I mean there's just different
4:49
requirements yeah that's one thing that
4:52
I run into is that the inventor you and
4:56
I you know same thing we get so
4:57
emotionally attached through our product
4:59
that what they don't realize is that the
5:02
buyer that is their job they're not
5:04
emotionally attached to the product
5:05
their job is to find the product that
5:08
they can get on the Shelf that's gonna
5:10
make them money quickly yeah that's it
5:12
that you know unfortunately they don't
5:14
have time for the stories they don't
5:15
they don't want to know what happened
5:17
and why they've got a job to do and if
5:19
they don't do it someone else is gonna
5:21
do it for them so yeah their jobs on the
5:24
line you know all the time so they have
5:25
to pick and choose things and if they're
5:28
not laid out right they're not presented
5:31
well they don't make sense they they
5:34
move on because they have a lot of
5:35
choice they get so much so much stuff
5:38
that they can have the luxury of just
5:41
saying yeah that doesn't look right yeah
5:43
it's too confusing or it's too long or
5:45
whatever I'll just look at the other
5:47
eighty emails I got this week and find
5:49
something in there so yeah well that's
5:51
exactly how that you know before we even
5:54
get into this I did how would you go
5:57
about finding the contact or you know I
6:00
have a product do retailers like
6:03
advertise or do they do they have stuff
6:05
on their website saying hey this month
6:07
we're looking for home goods or you know
6:10
is or is it just all different for
6:12
different retailers
6:13
I mean there are two ways I mean there
6:15
are retailers that if you go to their
6:17
website they'll have a portal that you
6:19
can click on and it will be a product
6:21
submission portal but really it's it's a
6:24
more of a cattle call that way I mean
6:26
everybody is doing that there's their
6:28
you know it's a send your you know
6:29
description of your product or you know
6:31
and an attachment with you know sell
6:33
shooting products and somebody will get
6:35
back to you and most of the time a vast
6:38
majority like ninety five questions up
6:40
they won't get back to you and when you
6:43
followup it's kind of like an empty
6:44
mailbox I don't think anybody really
6:46
actually you know attends to it every
6:49
day so if you get desperate and that's
6:52
the last resort that's what you do
6:53
because at least there is a chance that
6:55
you know somebody will respond to that
6:56
but if you can get a hold of a buyer
6:59
which is not always easy and buyers know
7:02
they do not publicly advertise their
7:05
email addresses because they they're
7:06
gonna get more emails even beyond what
7:08
they already can handle so you know it's
7:10
like put your phone number out there or
7:11
your email you know you just you know
7:13
there's only so much you can handle but
7:15
you know people I always tell people if
7:16
you want to find a buyer you gotta go to
7:18
people that know the buyers I mean you
7:21
can go on LinkedIn and some other sites
7:23
and find buyers email addresses or
7:26
connect with them there but aren't you
7:29
better off with somebody that has a
7:30
relationship with the buyer because even
7:32
if you get that email do you know what
7:34
to do with it do you know what to stay
7:36
you know does that fly you know you and
7:38
are you just gonna be like everybody
7:39
else that's emailing them I mean unless
7:40
your product just sticks out so much
7:42
that they go wow I gotta I gotta get
7:44
back to this person and that happens too
7:45
but that's you know the publicly there
7:49
are no lifts people say to me Jim is
7:50
there a list like that I can buy that as
7:52
all the buyers email address uh not that
7:54
I know of if I you know I mean if it was
7:58
there I'd probably I would have it right
8:00
I don't know every buyer nobody knows
8:03
everybody I know a lot of buyers but not
8:05
everyone and they change there was a
8:07
list every six months probably half that
8:09
list wouldn't be valid anymore but at
8:11
least you'd have the email address like
8:13
something dot something at whoever dog
8:16
whatever but still I have you some
8:18
people it's not terribly difficult to
8:21
find who the buyer isn't getting getting
8:23
you know contact information about them
8:25
it all comes down to
8:27
do you know what to say to them and you
8:29
how to do business with them so hell
8:31
yeah you're exactly right my friend and
8:34
you know here everyone thinks their
8:36
product is gonna stand out and all I got
8:38
to do is show it and I and I hope that
8:39
is true but you have to be prepared in
8:42
case it doesn't stand out that much you
8:44
have to be prepared as you said you know
8:47
and and you know maybe we can you can't
8:49
I think that might be wanting to talk
8:51
about like their preparation like well
8:52
you know you know what do you do first
8:55
yeah I mean well when we talk about this
8:57
whether it's licensing or bringing a
8:58
product to market the first thing you
9:00
have to do is have a really organized
9:01
concise preferably one page sell sheet a
9:05
sheet that shows a picture of the
9:07
product a quick two or three sentence
9:10
description no different if somebody
9:11
were to come up to you and say hey
9:12
what's your product all about and you
9:13
want to be able to tell them in just
9:15
twenty thirty seconds right without
9:17
going on too long just get to the point
9:19
and then on that sell sheet there should
9:22
be some bullet points the benefits and
9:24
features the only product in the world
9:26
to do this it's smaller and faster and
9:28
bigger than everything else it's comes
9:31
in all these particular colors and
9:32
styles it's organic it's whatever it is
9:34
you know so you have your description a
9:37
picture five six bullet points some
9:42
contact information at the bottom and
9:43
that should be enough that's the that's
9:45
the most important initial piece because
9:47
the you know you can't sell or show a
9:49
product when you call a buyer and a lot
9:51
of buyers will pick up their phone
9:52
anyway most of all know if you add their
9:55
email address you email this cell sheet
9:57
and the sheet is not intended to sell
9:58
them they're not gonna buy from a sheet
10:00
but it's intended to pique their
10:02
interest so if they like what they see
10:03
and it's quick to read and it's easy to
10:06
understand and the buyer within ten
10:08
seconds goes oh all right well that's
10:10
cool I see what it is they're gonna
10:11
email you back and start asking
10:14
questions and then they're interested so
10:16
it starts with that now I have seen cell
10:21
sheets on a number of occasions with
10:25
costs involved you know in in certain
10:29
quantities so that's something that you
10:30
should do
10:32
look this does different thinking on
10:34
this I'm not a big fan of putting cost
10:37
pricing on a sheet now to explain to
10:39
people when I say cost pricing so people
10:42
call it home sale or it's the price that
10:45
you would offer to the retailer that
10:47
they would buy it from you
10:48
I don't like leading with that on an
10:51
initial email because then the buyer may
10:52
just see the price and they say oh it's
10:55
that's too expensive and then they don't
10:57
even really look at the product and they
10:58
they won't even want to answer you or
11:00
they'll just email back and say no it's
11:02
too expensive for our customers and it's
11:05
it's a shame because you ruin it you
11:06
mean your opportunity however I do like
11:09
seeing MSRP which is manufacturer's
11:11
suggested retail price the price that
11:13
you feel that the retailer should sell
11:15
it at so let's say the cost price is 15
11:17
bucks that's what you would sell it to
11:19
to a major retailer if the suggested
11:22
retail price is $30 let's say then it's
11:25
good to say MSRP $30 because in the
11:27
buyer leases a sense of what it would
11:29
sell to consumers for the buyer can sort
11:32
of guess what the cost would be but they
11:34
can't nail it down and they certainly
11:36
will want to ask you what the cost is if
11:38
they're interested so I always say if
11:40
you can leave the cost pricing off do
11:41
that but put the MSRP on there yeah the
11:45
MSRP looks good for them I mean that's
11:47
they're they're happy to see that yeah
11:49
they just want to just get a sense of I
11:50
mean because you could say like hey
11:52
you're wearing headphones right
11:53
headphones could sell for 30 bucks they
11:55
get sold for 300 bucks 500 bucks and
11:57
just by looking at on a sheet you you
12:01
can't tell unless there's a brand and
12:03
you know the brand but if it's something
12:05
new that buyer is never gonna be able to
12:07
know so at least say engage you could
12:08
say oh it's so $80 okay you know that
12:10
that's cool that would work with oh I
12:13
want to find out what the price is hey
12:14
Jim hey thanks for sending that cell
12:15
sheet I see your MSRP is 80 what's the
12:19
cost on that now they're interested and
12:20
so if you had put say 50 bucks is your
12:24
cost and only an $80 retail the buyer
12:26
might just yeah that's too that's too
12:28
much and you know they know that they
12:30
can negotiate you down but if they're
12:33
busy they might just push it aside yeah
12:35
oh yeah and you're you're right I mean
12:38
if they don't have time to start the
12:40
negotiation process or they're busy or
12:42
tired they just like you said
12:44
yeah they have to before they have to
12:48
comment I can't keep up with my emails
12:50
yeah that's who you can either and we
12:52
don't get nothing compared to what these
12:54
buyers get so like sometimes if I go
12:56
into a second day and I haven't answered
12:58
an email I'm like oh my god you'll have
13:01
to get to that to imagine these guys
13:03
getting I told you I've had five friends
13:05
they'll tell me they get 50 to 100
13:07
emails a day routinely so if they're
13:10
like away for a couple days or they
13:12
they're in planning meetings or doing
13:13
something and come back to 200 emails
13:15
I don't even begin to start weeding
13:18
those through so you look for something
13:20
that looks intelligent that looks quick
13:22
and easy and which leads into my next
13:24
preparation point people say well just
13:27
know I'll say you need a sell sheet and
13:28
I'll say well I have this presentation
13:29
tech let me send it to you and they'll
13:31
send me a 1520 page attack and they're
13:34
and some of them are beautiful they have
13:36
I mean they have great photography great
13:39
pictures of product you know they talk
13:41
about the market size of that category
13:44
you know stats and and it's blingy it's
13:48
good reading but initially the buyers
13:51
not gonna read that so people say well
13:52
why do I need a sell sheet and a deck
13:55
why don't I just send them both at the
13:57
same time like I've learned you send
13:59
this sell sheet first if they're buys in
14:01
shouldn't start asking questions then I
14:03
say oh by the way here's a more lengthy
14:06
presentation deck this should answer a
14:08
lot of your questions and now they're
14:09
gonna read it because they had interests
14:11
from the sell sheet so now they want to
14:12
learn more and they don't want to email
14:14
your back and forth 10 times they can
14:15
read the deck which will have the specs
14:18
of the product you know history of the
14:21
product maybe you know why you created
14:22
it a lot of good decks have what's
14:24
called competitive comparison charts
14:26
where you can pay your product to a
14:27
couple of other brands that are out
14:29
there and you see like those checks like
14:30
you know our product is sold so in the
14:33
market and you have your your green box
14:35
like the check mark and then there's is
14:37
like a red check meaning no they don't
14:39
have that or whatever I'd love to see
14:41
that they don't want to do the research
14:43
they'd rather you provide the research
14:45
so that's a big help to them okay you
14:48
know I've probably been guilty of that
14:50
on the sell sheet I probably have given
14:52
too much information and I could have
14:55
put it in the deck you know yeah and you
14:57
know I know I get what
14:58
people say it's redundant why would you
15:00
do - I'm just telling you I've been
15:01
doing this forever and I know what works
15:04
and I know the attention span of people
15:06
I know my attention span I mean I don't
15:09
want to read a 15 to 20 page neck when I
15:11
first look at a product I'd rather you
15:13
send me a 30-second video clip and just
15:15
be done and that's another thing by the
15:17
way on a sell sheet or even in the email
15:20
if as an inventor you can create a quick
15:23
and I mean 30-second not a 5 minute or
15:26
10 minute a quick video I don't give you
15:28
use your phone people think they have to
15:30
go like it professional videography just
15:32
a quick little here's my product here's
15:34
how it works
15:34
check this out and you move in that's it
15:38
I'll watch that but if you know when you
15:41
go to click on the video on the bottom
15:42
it says 8 minutes and 36 seconds a cuz a
15:46
lot of it will take 2 to 3 minutes to
15:47
get to the meet
15:49
I just don't feel like clicking and
15:51
scrolling and I'll look at that tomorrow
15:53
and then it gets buried in my emails and
15:55
I never said I forget it so you have to
15:57
think as an inventor you have to think
15:59
like how you would want to be treated so
16:02
quick information simple get their
16:05
interest you follow up with a lengthy
16:07
deck and then when the Oh an or end a
16:10
little video and believe me if the
16:12
buyers interested the buyer is going to
16:14
either email you questions or say hey
16:16
here's some item set up forms can you
16:19
fill these out we want to get more
16:19
information you're on a good path there
16:21
but if you bore them or overwhelm them
16:24
in the beginning you're not going
16:25
anywhere
16:26
I like the idea about the video but like
16:30
you said I mean people might think that
16:31
their video oh it's 8 minutes or 5
16:34
minutes not long but when you're looking
16:35
at 10 or 15 videos the time adds up you
16:39
know when you have several people that
16:41
are sending you videos you know you just
16:43
don't have the time to watch everyone's
16:45
video at the end plus a long video it's
16:48
not gonna be entertaining enough to keep
16:49
to keep your interest you know I guess
16:52
the best way to describe it is you know
16:53
when you see a movie trailer and like
16:56
they have like this dramatic music and
16:57
then it's like and then they build it up
17:00
and it's like this but it's only like
17:01
3040 seconds and then you're like I want
17:04
more I want to see more if you can do
17:07
that now I mean and people send great
17:08
videos to me but they're too long I'm
17:11
like you
17:12
and it back can you cut it down and some
17:14
of them are professionally made you can
17:15
tell that they spent money but they're
17:17
for five minutes I'm like can you if you
17:19
if you let I know you spent thousands on
17:21
this so go back to the to the editor of
17:23
that and see if they can just clip it
17:25
down like a movie trailer
17:27
so if you think like that movie trailer
17:29
mentality just quick fast little shots
17:33
of something piqued their interest
17:35
that's all you're doing at this stage
17:37
you're not trying to sell them you're
17:39
not going to sell them at this stage
17:41
yeah you know and and and again it all
17:44
goes back to I mean we're so mostly
17:46
attached probably have somebody help you
17:48
do it that we'll be able to keep you
17:51
from going 5 minutes or 10 minutes you
17:54
know you tell the whole story you know
17:55
so so get someone who's not as
17:57
emotionally attached that can really
17:59
help you do it and it's hard to do I
18:00
believe me if you ever try to make a
18:02
video something 30 seconds seems like
18:04
it's long but it goes and that's what
18:07
you practice you just take your own
18:08
phone turn it around practice it look
18:11
how long your videos say two minutes so
18:13
how can I cut that down what can I watch
18:15
it over and over you trust me after an
18:17
hour you can probably get it down
18:18
because you notice I think a lot of
18:20
inventors feel like they they're afraid
18:21
they're gonna leave something out that's
18:23
important but again you're not what's
18:26
more important for the buyer to actually
18:28
listen or watch the video or for the for
18:31
you to think like you're missing out on
18:32
and I think if you're gonna leave
18:34
anything out leave out your story
18:35
don't tell the buyer back in 19 whatever
18:38
I had this issue and and they go on and
18:41
then it's like a minute of that get to
18:44
the point look what I got check this out
18:47
this is the only thing on the market
18:48
that does this show it make demo it done
18:53
yeah this is how it's gonna help you not
18:57
how it's gonna help me that's the
18:59
problem people think about themselves
19:01
they're not thinking that you know
19:03
somebody else is looking at this or
19:05
somebody really isn't overly interested
19:08
in why I did this I mean there might be
19:10
but again a buyer's a buyer a buyer has
19:13
to buy and resell stuff and at that
19:16
moment it's not the time or place so
19:20
think the you know to kind of go back
19:21
and summarize a little bit Carmen I
19:23
think you know what people you know
19:25
aside from being able to find a buyer
19:27
and like I said there were resources you
19:29
know LinkedIn you can go on you can even
19:31
go on Twitter and Facebook you know a
19:32
lot of buyers post stuff you you search
19:34
around you could find you could ask
19:35
other inventors if they're willing to
19:36
share I mean there's places to find that
19:39
but should you get a buyers email I mean
19:41
the first step you have to do is you
19:42
have to have that sell sheet it's got to
19:43
be quick easy to understand you know
19:47
make it interesting then if the buyer
19:49
sought asking questions you have a
19:51
presentation deck preferably five six
19:54
seven pages it shouldn't really need to
19:56
be more than that unless you have a line
19:58
of stuff that you want to show off more
19:59
and then if the buyer is interested in
20:02
that you know then you can start
20:04
providing price sheets and again we
20:06
talked about not sending cost pricing
20:07
but it is good for for every inventor
20:10
even if they have one product just to
20:11
make up a little nice little sheet it's
20:13
not necessary but if you can make up a
20:15
fun little you know item number UPC code
20:19
costs retail you know specs on you know
20:22
in a pack case pack you know the amount
20:24
of pieces that are packed in the box
20:26
when it comes from the factory with your
20:28
letterhead or your logo on it that's
20:30
nice too that gets sent obviously after
20:31
the buyers look through all the you know
20:33
the sheets and the in the deck and then
20:35
they really want more information and
20:37
they want pricing or you could just
20:38
email them I sell the cost is fifteen
20:40
you know you know the MSRP thirty those
20:42
are those are big prep things you know
20:46
before you approach your bar if you have
20:47
those done well that's half the battle
20:51
yeah it's when you say that because
20:54
there are so many little bits and that's
20:57
why I'm glad you said you know to get
20:58
somebody to help you that knows what
21:00
they're doing I mean I remember filling
21:02
out my first you know vendor forms and
21:06
there were so many little terminologies
21:09
that I didn't know yeah and we'll get
21:11
into that on one part to this for next
21:13
time but yeah there's definitely a lot
21:17
of things you know on those sheets that
21:19
you're not expected to know but you have
21:21
to know because you can't send it back
21:23
empty and you don't want to ask the
21:25
buyer because the bar doesn't have time
21:27
the bar is not you're not the teacher
21:28
here you're expected to know how to
21:31
answer those questions you think the bar
21:33
is going to sit there and
21:34
you think you gonna ask the buyer Oh
21:35
what should I put into this what should
21:37
I put into this whatsoever now first of
21:39
all it's a negotiation a lot of those
21:40
questions are negotiable terms like
21:42
pricing right you're gonna tell the
21:45
buyer should I put this amount here what
21:47
do you think he's gonna say yeah sure
21:48
put it you know he's gonna go no click
21:50
put them you know I want it at this
21:52
price or you know there's just things
21:54
other things and we'll talk about those
21:56
next time but yeah this forms that you
21:58
get if they're interested they'll send
22:00
lots of forms and you have to know how
22:04
to answer the forms correctly or you
22:06
will not get set up with them as a
22:08
vendor here you know I mean you've been
22:11
doing this a long time Jim I mean you
22:14
think that I get that I get buyer
22:16
interested I'm talking to him on
22:17
LinkedIn or I get his contact
22:19
information do you think I said right
22:21
away send the South shooter or should I
22:22
introduce myself and say would it be
22:24
okay to send you a sell sheet or what's
22:26
the best way to do it yeah I thought you
22:28
said it there I I look I always say go
22:30
unsolicited if you have to if you're not
22:33
getting anywhere you have nothing to
22:34
lose
22:34
but that you know that's not the best
22:36
way I do like asking for permission even
22:40
for buyers I have known for years
22:41
carmine I still after I send a deck or
22:44
sell sheet I'm like hey is it okay if I
22:45
send you samples getting unsolicited see
22:49
I'm special they don't know they're
22:50
coming right they go to a mail room it's
22:52
not like your house where ups knocks and
22:54
you're doing you get the package anybody
22:57
that's ever been to a retailers
22:59
headquarters I mean these are mammoth
23:00
buildings you know multiple stories they
23:02
look you know they're huge office
23:04
building they get you know tons of
23:05
packages a day those package is just
23:07
going to a mail room and they could you
23:09
how many times even with bars and I said
23:10
packages coming carmine tomorrow for
23:14
five days ago by like I got I gotta
23:15
check with car- see if the samples got
23:17
that Andy and you'd be like no Jim you
23:20
know then I don't have them here let me
23:22
go let me go go check and they have to
23:25
physically go down to this mail room and
23:27
like rummage around for packages and
23:30
sometimes they get lost many times I'd
23:33
buy say I cannot find it and I know it
23:35
was delivered cuz it's signed for you
23:37
have the tracking so then you're gonna
23:39
do it again so sending unsolicited
23:40
samples often will wind up in them not
23:43
getting them at all or they'll get it up
23:45
just gonna decide they don't know it's
23:47
coming
23:48
I'll get to that I'll get to that so you
23:51
could do that but it is best to ask for
23:53
permission for anything that you're
23:55
gonna physically send anyway oh I
23:57
totally agree when you hear on launch
23:59
pad we we sometimes get a box with
24:01:00
samples in it and we don't even know
24:03:00
whose it is and they don't people won't
24:04:00
even a note in it exactly at least me
24:08:00
and right say hey carmine hey man you
24:10:00
know hey I know we haven't never
24:12:00
connected but just want you to check
24:13:00
these out here's my name is May mother's
24:15:00
and my phone number let me know if
24:17:00
you're interested no I mean I every once
24:19:00
in a while you know you we get a box of
24:21:00
money sent to us that's okay no no no
24:25:00
need to introduce yourself on that you
24:28:00
know I don't even know ty I'd say thanks
24:30:00
on the air here but now exactly I mean
24:32:00
because you know again because you know
24:35:00
an inventor myself you're we're dealing
24:37:00
with our you know self I'm writing this
24:39:00
up I know what's going on but we don't
24:40:00
realize is that how busy and we're busy
24:42:00
too but they don't realize how many
24:44:00
people are approaching them how many
24:46:00
people everyone I mean it's endless
24:48:00
endless one of these days I'm gonna lock
24:52:00
down one of my old boyfriends I've
24:53:00
talked to a couple that said they're
24:55:00
gonna they're gonna come on here for
24:56:00
everyone they hear and they'll tell you
24:58:00
they'll tell you straight up how many
25:00:00
calls and emails they get how they can't
25:02:00
handle it now when they get stuff that's
25:04:00
not organized they just push it aside
25:05:00
and you know they you know I reinvent
25:08:00
every and every inventor every buyer is
25:10:00
different but they're people like like
25:13:00
like we would react to things and you
25:15:00
know I want to get stuff that I can look
25:16:00
at easy and understand easy and and
25:19:00
respond to you know in my own way but I
25:23:00
want to at least have interest in it I
25:26:00
mean I've gotten samples sent to me by
25:28:00
people and I'm like you know they'll
25:29:00
send like they take a lot of care to
25:30:00
send the samples packed up nice nice in
25:33:00
the little note and they'll drop in
25:34:00
their cell sheet and I'm like I want to
25:38:00
call that person that took that I know
25:39:00
took that rapid and tissue paper they'll
25:41:00
put bows on I mean I know they spent 20
25:45:00
30 minutes packing this box with care
25:47:00
verses and I've had people literally
25:49:00
throw stuff in a box and if that
25:52:00
products really cool I'll want to reach
25:54:00
out to them but you know I have two
25:56:00
things I'm looking at and one's really
25:58:00
nicely nice and one looks like crap
26:01:00
I'm calling the nicey-nice one first I
26:03:00
agree we have so many handwritten notes
26:06:00
from some of the inventors that have
26:08:00
sent boxes to us and samples and it's so
26:11:00
please you know just as you know you
26:13:00
spend a few minutes talking to him on
26:14:00
the phone and you're just helping them
26:15:00
and these they send you samples and you
26:17:00
get this great note handwritten from
26:19:00
Anne thanking yeah it's a lot it's you
26:21:00
know it's fun it's nice they it's nice
26:23:00
to see that it snows that somebody like
26:25:00
took the time to think and you know
26:27:00
whatever smoke-and-mirrors call what you
26:29:00
want some people just put on a show when
26:31:00
they send the box but at least they're
26:33:00
doing it know they're spending a few
26:36:00
bucks to wrap it up and make it look
26:39:00
good they understand that that initial
26:41:00
reaction is meaningful yeah I'll tell
26:45:00
you get somebody's attention yeah what
26:47:00
what kind of gets me sometimes is
26:49:00
knowing how how busy the buyers are and
26:52:00
I don't know if you run into this but
26:53:00
I've you know I've sat in they say at
26:55:00
Walmart or sat in with the buyer but
26:58:00
they're very cordial they're there in a
27:00:00
rush but they take the time I don't you
27:04:00
know it's like a special person to do it
27:05:00
I mean that most of the buyers I've ever
27:06:00
run into they're great guys but they're
27:08:00
you know busy but they still take their
27:10:00
time talking to you yeah I know you
27:13:00
gotta just you gotta just be considered
27:15:00
it's I don't care if it's a buyer it's
27:16:00
anything you do out out there right in
27:18:00
the world I mean you just you know get
27:21:00
your point across
27:21:00
move along it's not like it's a social
27:23:00
event where you know you're hanging out
27:24:00
your friends on you know on the weekend
27:26:00
and you sit around barbecue or something
27:29:00
yeah that's if there's a time for just
27:31:00
you know be Essen but when you're when
27:33:00
you're trying to do business at least
27:35:00
initially you know I know that
27:36:00
culturally this difference is I mean
27:38:00
even in the United States depending on
27:39:00
where you are you know people like New
27:41:00
Yorkers you know we tend to be just
27:43:00
naturally quick and in other places in
27:45:00
the United States people are more
27:46:00
laid-back I think you know when in Rome
27:48:00
I guess right but still most people are
27:51:00
gonna get impatient eventually if you
27:53:00
don't kind of get to what you're getting
27:55:00
at exactly yeah and that's where
27:58:00
experience comes in I know that you take
28:00:00
products to buyers a lot for inventors
28:04:00
and yeah and it's you know if you want
28:06:00
the best shop possible you know it's the
28:09:00
way to do it not rocket science but but
28:11:00
it is because you know it's simple in
28:13:00
theory but most
28:14:00
just don't get it right and it's the
28:17:00
same with the approach so you know cell
28:19:00
sheet deck pricing samples just prep
28:23:00
right that's key if you get past that
28:26:00
and the buyer is interested well that
28:28:00
we'll talk about next time then you get
28:30:00
into paperwork and that's a whole nother
28:32:00
beast you know okay I hate all that
28:36:00
stuff yeah but you know like you said
28:38:00
you need it but it is a pain to fill out
28:41:00
and you got to know what you're doing
28:42:00
the first ones that I saw I think I just
28:44:00
stared out of Michael yeah and you're
28:47:00
like yeah I'll get to that later this
28:50:00
don't even want to start looking at it
28:51:00
and some some of them send you like five
28:54:00
six seven attachments of different forms
28:56:00
and yeah that's what it takes
28:59:00
yeah and they expected especially if
29:01:00
they're trying to move turned away the
29:02:00
worst are you get a buyer to says I love
29:05:00
this product that I gotta turn it around
29:06:00
quick and they send you all this
29:07:00
paperwork and you don't have time to
29:09:00
fill it out but yeah murder I hate you
29:11:00
so that's why it's even more fun that
29:13:00
you have to know what you're doing 100%
29:15:00
yeah but have you ever have you ever
29:19:00
taken any an inventor or product owner
29:21:00
with you to a buyer meeting I try not to
29:24:00
I've done it I try not to do you know
29:29:00
for reasons that are nothing more than
29:32:00
the inventors just gonna be the inventor
29:35:00
and they're gonna want to tell the story
29:36:00
and speak about things that aren't
29:38:00
relevant at that moment if you're best
29:42:00
off just saying I got it you know I know
29:44:00
that sometimes they'll say they know
29:46:00
their product better than we do and
29:47:00
that's probably true but we've been
29:49:00
dealing with products for decades so we
29:50:00
kind of articulate what's being shown
29:54:00
you know better than what they would be
29:56:00
doing and you know because they wanted
29:58:00
they want to show the emotional side of
30:00:00
what they're doing and the bars really
30:01:00
just going okay what's the cost you know
30:03:00
how many got in stock where's it made
30:05:00
you know is this the final package even
30:08:00
if questions yell let the buyer ask the
30:10:00
questions and respond not sit there and
30:13:00
tell story for 10 minutes and they don't
30:15:00
have time for that they got other
30:16:00
meetings they got things to do
30:18:00
yeah and they can oh and it can't help
30:20:00
but like I said I get emotionally
30:21:00
attached to my products I don't I don't
30:25:00
talk to buyers about my own products
30:28:00
because I get to mostly time it's fine
30:30:00
it's fine to be that you should be that
30:32:00
way right but there's a time and place
30:34:00
that that's not the place to do that
30:37:00
it's after after the bar so see I like
30:40:00
it we want to run with it let's do it
30:41:00
then it's like okay exhale and then you
30:44:00
start talking about you know hey you
30:46:00
know the by then we'll probably yes come
30:49:00
up with this or you know whatever and
30:50:00
then they start asking questions like
30:52:00
that that are more just casual and then
30:54:00
that's the time for you to do that yeah
30:56:00
it's a good point lots of stuff to do I
30:59:00
hear you man I hear you know and there's
31:03:00
so much more to cover too I know that
31:05:00
we're out of time for today but I know
31:09:00
that we were fueling a lot of questions
31:11:00
on getting the products into retail and
31:14:00
there's so many steps and the first step
31:16:00
is preparing the right amount of
31:18:00
information and being able to
31:20:00
professionally deliver that information
31:22:00
when it's asked for yeah that's true
31:25:00
Gordon all right Jim I think we're good
31:28:00
Don for today's show anything else
31:30:00
anything we missed before we go into
31:32:00
part two next week
31:33:00
like I said just it's the basics again
31:36:00
you know cell sheet presentation Jack
31:40:00
short video clip we look in samples and
31:44:00
then learning what to do and how to
31:47:00
speak to the buyer once that you engage
31:49:00
them incise answers we go that's that
31:54:00
wins every time
31:55:00
and you gotta be neat I mean you can't
31:58:00
don't no spell spell nice stuff yeah
32:00:00
make sure yours if you send a letter to
32:03:00
it an email to a buyer go through it ten
32:06:00
times or house it's a mess yeah what's
32:08:00
that autocorrect you never know what
32:10:00
you're gonna write very cool man all
32:16:00
right well thanks everyone out there for
32:19:00
listening today we will have part two on
32:21:00
approaching buyers next week or later on
32:25:00
in the week we'll try to record it in
32:27:00
the coming days and get it out to you as
32:29:00
soon as possible because this type of
32:31:00
information is super important and
32:33:00
coming from so many like Jim has been
32:35:00
doing this he knows exactly what to be
32:37:00
doing it's super super cool that he's
32:40:00
taking the time to do this so
32:42:00
or call my disco and my co-host Jim -
32:45:00
betta we will talk to you guys soon
32:48:00
yep thanks guys