7 Pointers on Prospecting A Distributor

By E. Clare Misquitta, Editor, Brightside Global Trade Journal

1. Build A List - Start with a simple list of who you would like to choose for a distributor of your product. You can rent a mailing list or contact a consultant or trade organization to help you find one.

2. Get the Distributor's Attention: If you found the best distributor - good prospect, chances are that the distributor is sought after many other companies including yours. So research and make a compelling offer one that the distributor can't refuse. Prepare a great presentation of your product and feature a comparative price chart. Showcase from research successful stories of products that sold in your product category. Make your presentation insightful, interesting and compelling.

3. Over Deliver Include a follow up after your presentation. Leave product samples and testimonials of satisfied customers. Keep the door open so the distributor feels like calling you to follow up.

4. Keep in Contact: Email, Mail, Phone keeps the distributor up-dated on progress, new products, pricing, and offers. Make sure your contacts are insightful for attracting the distributor.

5. Co-Promote Your Brand, find other stores, products, services the distributor may have interest for and partner with these so you can offer more to the distributor

6. Send Thank You Notes always be courteous and open minded even if the distributor turns you down

7. Ask for Referrals Always ask for referrals Distributors know other distributors and can give you referrals.