Trying to figure out how to pitch my services

Hi Melinda

I would like to offer you some free advice. This is my "bread and butter." forgive the pun! contact me to set up a free phone call. I would love to hear more about what you are doing and offer some idea. Kaya

Great. I have written you back a private message. Kaya

Melinda,

Have you contacted enough people?

Sales is a numbers game. Receiving 1 rejection may seem like a hundred. You may just need to keep contacting people before you break through.

How is your approach?

You need to present your product professionally and to the decision maker.

My recommendation

Sell your product at cost to the first buyer, just so you have 1 contract. Then when you go to the next buyer, drop the name of their competitor that you just sold too.

Melinda...

If you are curious how do you get those prospective customers to actually give you an order, then I suggest that you attend a free workshop designed just for you.

Then if you want more free instruction after that, you should attend another free workshop that will add upon the first one.

This is the real spirit of Biznik and it is right here for your convenience. If you had to pay for this training it would cost you in the range of $500 or more. Just because you asked, the universe has provided it for you free of charge.

Hope to see you soon. ...Howard

The sales game is all about relationships. It is easy to turn down a salesman for most of us, as we are forced to do this multiple times a day.

Decreasing profit margins as an initial strategy usually leads to low profit margins in the long run. It feels wrong to have the price of a product increase with no perceived value-add.

What I would suggest is going to events where coffee shop entrepreneurs gather and discuss products. Vendor displays are a great way to get the word out about your product. Make sure to find the distinguished people of the group, and begin chatting with them.

First, just feel out what they look for in the products. Try to pick up on their personality traits, mannerisms, etc. in an effort to avoid any relationship adverse topics. Ask for a card, and swap in return.

Now that you have the initial introduction from the perspective of a potential partner instead of a salesman, you have a relationship where you may begin feeling out potential synergies. Drop them a note, or offer them an invitation for them and their associates to enjoy free snacks at a networking event you host... build a relationship.

It seems like a bit of work, especially when you get turn down the first 5 times. In the long run, the relationship will provide a moat, so when the next salesman comes along and says they have the best cookies, the business owner will quickly pass knowing they have a partner interested in the success of them and their business.

I tried that several years ago and I found it much easier to get people on board with samples. Try a few products at first and when they buy in and reorder start introducing a few more. Art T.

No one is going to buy baked goods with a phone call, they need to taste your product! I would send or hand-deliver a box of your products to every place you want them sold. People who own restaurants and cafes talk to each other, and if they love your stuff they will tell their friends even if they aren't interested for their own cafe.

Another strategy you might want to consider is offer something that they aren't already selling in their cafe such as vegan or gluten-free desserts.

I agree that gluten-free choices in the coffee shops and cafes are few if any and that this segment of the market is going to expand quickly.

Just look at the shelfs in PCC or WF. Gluten-free is becoming more common in retail (and with an excessive price point IMO), but I think your placement target is wide open.

Of course, that's me. I don't eat gluten containing grains and encourage my clients to eliminate if it looks like grains are causing health issues.

Additional options would make that easier for many of us, so get out there! I'll support you!

Hello!

I travel between Seattle and Asia a lot for work, so I am not around much. But if you would like a companion to walk through some of those doors with you, and I am around, I will do it!

I am very shy in person, I prefer communication via emailing and SMSing to meeting. Visiting places with you should help me, too. But I have conducted a few focus groups at a small local cafe, and one time all of the 13 participants stood me up. The embarrassment I experienced was similar to how you might feel when some place politely turns you down. Not to mention the stress and anxiety that overcame me since the night before until the second I stepped out of the venue. I understand how you feel. Hang in there!

-C1

With a product like baked goods. Pictures and words don't sell it. Take the product to them with your bright smiling face! Offer a test trial for a period of time. Let's say you will offer an assortment of breakfast pastries for a few days/week to have them sell and test the market. In a service business, if the customers like the product they will buy more.

I see from one of your comments that you don't like walking in through the front door and 'cold calling'. Well then find a champion that will do it for you. If your best place is in the kitchen, then don't force what isn't natural. Offer a percentage of a sale to the champion who is delivering and pitching your products. It is nothing out of pocket upfront, it comes when the $$ does.

The question to answer is: What action will produce the greatest return?

Good luck!

I hate cold-calling, too!

Here's another thought to add to all of these friendly and helpful suggestions- rather than cold-calling and walking in, I'm wondering how many Seattle Bizniks might already know owners/managers at different bakeries or restaurants?

Even if you can come up with two or three people to be introduced to, then you can walk in with an introduction. And once you get to know those folks, you can ask if they know other people you should talk to, and move from introduction to introduction.

You might also think about looking for connections/strategic alliances. For instance, aside from baked goods, what other supplies/consumables do cafes and restaurants need? Can you find people who know those busines owners? And use those business owners to introduce them to their clients?

I bet you could network your way into a lot of relationships and doorways, without having to do too many cold calls.

And because Seattle biznik is 6000 strong, I bet there's a bunch of latent connections for you.

I'm also wondering about connecting with personal chefs and caterers, who might love someone who can deliver on baked goods.

Nice suggestions Mark.

It jogged a memory in my own head, that I know someone who sells equipment and supplies exclusively to bakeries and cafe's.

Melinda, I'll round up that contact and get it to you if you'd like.

Patrick

Hi Melinda,

Do you attend in person networking events at all? That might be a good way to meet some people who could help you make some connections.

Great! It's working already! If I lived in Seattle instead of Portland, I'd wrack my memory and work my contacts, too. Sorry I can't help in that particular way.

Walking in the door might be easier if you have your approach ready. If I were trying this, I would have a well-defined plan of what to do and say.

I would ask for the manager and then, when I got them, say, I'd just like to leave these samples with you - no obligation.

Or maybe you could ask them to test your samples - say something like I am trying to get some feedback on my pastries and I was wondering if you could sample these and tell me which you like best.

This is just off the top of my head. I, too, am shy, and having a prepared script seems to make it much easier for me.

Hope this helps and best luck.

Susan

I think the samples are an awesome idea, too.

Three additional thoughts on this theme:

1. put your logo on the box, so they know how to contact you.
2. Include a slip that verifies that the goodies were made in a certified kitchen (to dispel any cautions)
3. Include a wholesale price list and order form with instructions. This would answer any nagging questions you might have.

And definitely poll your buddies for names of contacts - everyone has connections!

:) Jen