Recently, a new MOBster (mom-owned-business) asked me, “Do you have any tips for when I meet with the boutique owner regarding my product?” Yes, I do.
1. In the beginning, be open and flexible with your minimum order amount. In fact, you may even want to consider having no minimum order amount in the beginning. Once you establish a relationship with your new buyer, you can enforce the minimum order amount (i.e. Let your buyer know that you will waive the minimum on the first order - or even first two order - but subsequent orders will need to meet the minimum order amount.)
2. Be open to consignment. In some cases, you can sell more items via consignment than through traditional supply/demand relationships.
3. Avoid thinking that your product is the be all-end all (even, or rather, especially, if it is).
4. Be open to buyer/customer suggestions and feedback on your product. And, be sure to be positive when you receive those suggestions and feedback!
5. Be prepared with all your samples, but avoid overwhelming your buyer by spreading out all over their counters. Rather, present a line cards with design samples and wholesale prices along with one or two completed products.
6. Have steady energy (not too many highs and lows); and be sure to slow down when you are talking.
7. Be yourself. Period.
In chaos and creativity,
JWS
