Communicate

Consider retailers and communicate wisely. 

Landed a meeting with a potential retailer? You need to anticipate all questions they might throw your way so you can help them see how to market and sell your product to their particular customer base.

Keep your pitch simple and be specific. The most effective pitches relay three concise, memorable selling points for potential buyers. Put yourself in their shoes and know that they report to someone. You don’t want your presentation to be overly complex or confusing.

You may not get into your preferred retail outlet your first time out. If that’s the case, be persistent, but pleasant. Following up once per month or quarter with buyers you met who are still on the fence keeps your product or service relevant.

Be wary of diving into the big-box pool too soon—you need high profit margins to do so. Many retail chains will demand that you carry a hefty liability insurance policy and provide display boxes or fixtures for your products. You have to spend money to make money, so you must be sure you have enough to spend.