How to Pitch Your Product In A Way That Will Excite A Retail Buyer

How many times have you seen someone with a great product or idea and not be able to explain it? Or they explain it but it is delivered in a boring way that loses a persons interest.

What do you say when a retail buyer ask you to tell them about your product? Do you have an entertaining story that will captivate them and make them interested in your product?

Pitching your product correctly can mean the difference in your product being purchased by a retailer or collecting dust in your garage.

If you are calling or meeting a buyer for the first time, you may only have a 30 seconds to gain their attention and get them interested in your product.

What you say and how you deliver your pitch will make all the difference...




If you are at a trade show and you are pitching your product to a buyer you must make sure the buyer remembers your product when the show is over. That have to be so interested that they are telling other buyers about your product.

You want to be able to follow up with the buyer and have them remember your product or better yet, have them call you because they really want your product.

The last thing you want is for a buyer to avoid your call because they don't remember who you are or they remember that you could not explain what your product did and made them feel uncomfortable.

Have you ever called a retail buyer but were turned down within a few minutes of the telephone? How frustrated were you with yourself because you did not pitch your product correctly?

What you said or lack of what you said determined your products future at that specific retail account and it's hard to call a retail buyer back and ask for a second chance to pitch your product.

If you keep calling retail buyers and messing up, you will not have many buyers left to call.


A retail buyer has hundreds of potential vendors trying to pitch their products to them on weekly basis. A buyer does not have time to listen to every vendors pitch especially an awful pitch. This is also a reason why buyers use screeners and procedures from allowing just anyone speak to them.


What are Buyers Looking For in a Product Pitch?There are certain things a buyer is looking for when a vendor pitches their product.

For one, they are looking for a product that will add profit to their bottom line. The product has to fit their category and be right for their consumers. There are a lot more factors that they look for and too many to list...

Once you understand the mindset and responsibilities of a retail buyer, you will know what they are looking for.


Questions you need to answer before contacting a retail buyer

Why should a retail buyer offer me their time and attention to view my product?

Can my product help a retail buyer achieve their performance goals(sales,profit and inventory turn)?

Is my product unique to their category and the market and how am I going to prove it?

After Calling Hundreds of Buyers and Meeting them in their office and at various trade shows, I learned how to pitch a product correctly and quickly that has added up to millions of dollars in Purchase Orders.

I also learned the importance of pitching the gatekeeper so they would deliver my message to the buyer.

The gatekeepers job is to keep us vendors from interfering with their boss.

If you can get a secretary or assistant buyer interested in your product, they will inform their boss about your product or put your call through.

Your ultimate goal is to capture the attention of the retail buyer by making them curious about your product. Focus on how unique your product is and how it will help their business.

Retail buyers are always looking for new and unique products for their customers...that will add profit to their bottom line.

Click Here if you are interested in learning some proven pitch techniques that will get a buyer interested in your product.

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