A student recently contacted me in a panic because she got a chain store buyer to purchase her product and the test was not going well. The buyer chose to test the product in a store with a small quantity order but no one was buying her product at that store. And her marketing attempts to drive traffic were not working as well. So what should she do? The following are some suggestions to consider when a test is not going well and time is limited.

Find Buyers: In the case of my student, her product was in a store in Des Moines, IA. So my first question to her was…who do you know in Des Moines, IA? I asked her to reach out to family, friends, coworkers or anyone she can think of and ask them to support! At this point, you need all the help you can get, so don’t be shy! Get the word out and ask them to buy your product!

Go Online: The next option I gave her was to research all of the top bloggers in the area near the store and ask them to review her product. The idea behind this is to steer people to the store to buy product from a trusted source. If the blogger likes her product, then people locally might be more inclined to buy! Offering a freebie or some special offer to those customers might help drive sales as well. And make sure that your offer is for a limited time so that you can generate those sales quickly!

Local Newspapers: Reaching out to the local newspapers in the area is another great option. Taking an advertisement out with a special offer to drive sales and traffic to the stores will help people become aware of your product!

If you don’t have the cash to pay for an advertisement then another option is to write a press release. Or find a community newspaper writer to review your product. Again, any way that you can get the word out about your product in an efficient manner is the right way to go!

Facebook: I just read a statistic that 1 in 8 people in the world are on Facebook! Insanity! So another suggestion I gave her was to consider posting a highly targeted advertisement to the people in Des Moines, IA! Did you know that 390,000 people are on Facebook in Des Moines, IA? At $0.01 Cost Per Click, my student would be able to get the word out ASAP. And if she could figure out a creative way to get people to the store to buy, then she might be able to get sales going quickly!

There are many ways to drive sales and traffic to a particular store, but I just wanted to give you some ideas to help you get started. And if you have any additional suggestions that have worked well for you, please comment below.

At the end of the day, when selling to chain stores, you have to do whatever you can do to help generate sales. It’s not just up to the retailer to sell your product! Most people think you can put a product in a store and then the product will sell itself. Sometimes it will, but most of the time, you need to help push sales along until the product builds momentum.

And that is why most buyers will want to know in advance what your marketing strategies will be to help drive traffic. Buyers are looking for partners, people who are serious about their product and will help generate revenue quickly. So my recommendation is do whatever you can to help them win!

To Your Success,

Karen Waksman

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