You have been trying to sell your products to chain store buyers and you are wondering if it will speed up the process if you just send them a sample. You are convinced that if the buyer just experienced your product sample, they would buy! If this sounds familiar, the following article will shed some light as to when to send a sample to a buyer.

First and foremost, I’ve received this question 100’s of times over the years, so just know that you are not alone in wondering if this is the right way to go. If you haven’t sold products to retailers for years like most retail sales professionals have then how would you know? Nobody explains this stuff.

Anyhow, here’s the short answer to the question about sending unsolicited samples to buyers – don’t bother. Let me explain…

Chain store buyers get inundated with product companies approaching them with products, all day every day. It’s just the way it goes with chain stores. And it makes sense! One chain store order can transform your business…

But here’s the deal with chain store buyers. Most don’t even open unsolicited packages and some even return the packages back to you. Why? Because it’s a weird pushy way of getting a chain store buyer to pay attention to you. Plus chain stores have so many restrictions with what a buyer can accept as a ‘gift’ or something in the mail, so sometimes it’s not even up to the buyer as to whether they get that sample or not.

So if I can give you any advice it’s that you should learn how to effectively approach and pitch chain store buyers and send a sample to the buyer when they ask. Why waste money and risk irritating the buyer when you don’t have to?

Here’s something to think about – Maybe you are not getting any response from chain store buyers because you are not pitching them right? Sometimes you are just one tweak away from getting a buyer interested in your product and ultimately getting them to buy! I would rather focus on harnessing my pitch to them then wasting time randomly sending out samples.

Now I’m sure there are a few of you who will say that this worked for you – and I’m happy to hear it! But if it were me, I wouldn’t go that route. I would focus on developing a quality relationship with that buyer based on interest and trust. And the only way I know how to do that is if the buyer actually WANTS to review my product!

Now, for those of you who believe your product will sell better if buyers had a chance to touch and feel your product, then one thing I would do is consider checking out trade shows! Buyers can stop by your booth and experience your product in person. That’s the appeal of trade shows. Yes, they cost money but buyers attend trade shows looking for new products to buy! So definitely something to consider…

Either way, I hope this article shed some light as to when to send a sample out to a chain store buyer.

To Your Success,

Karen Waksman

If you are convinced that your product should be sold at chain store retailers, then you must check out my Retail MBA Program! It will give you a step-by-step plan as to how to get a buyer to pay attention to your product and ultimately getting them to buy.