how to become an independent sales rep! by gift rep sandy video 9 – finding lines to represent
TRANSCRIPT
How to Become an Independent Sales Rep!
By Gift Rep Sandy
VIDEO 9 – Finding Lines to Represent
Video Nine: Finding Lines to Represent 2
Choosing your product or service specialty
• Follow your passions• “Know Thyself”• Generalist vs Specialist’• Develop a “Shtick” • The Huckleberry Lady• The PMS Lady story• Follow the money
Copyright 2013 Niche Innovation
Video Nine: Finding Lines to Represent 3
Venturing Out Solo, Under a Non-Compete Agreement
• Check with your attorney• Love your product specialization?: MOVE• Cemented in your geography?: CHANGE
product category• Communicate with your previous employer
Copyright 2013 Niche Innovation
Video Nine: Finding Lines to Represent 4
Ways to find lines:
• Referrals from other reps• UAMR (United Association of
Manufacturer’s Representatives)
• Online “Matching” Services• .• Customer referralsCopyright 2013 Niche Innovation
Video Nine: Finding Lines to Represent 5
Getting lines is EASY!
Reps are harder to find than lines, TIMES TEN!
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Video Nine: Finding Lines to Represent 6
How to approach prospective clients
• Much like dating• Script• No thanks• Territory open• Negotiations• Rough draft agreement
Copyright 2013 Niche Innovation
Video Nine: Finding Lines to Represent 7
Product Line Development
• More product lines is not always better• Offer a full,
balanced palette of lines
Copyright 2013 Niche Innovation
Video Nine: Finding Lines to Represent 8
Screening prospective clients
• How it fits into your line• Quality of company/products• Due diligence• Can I do a good job?
Copyright 2013 Niche Innovation
Video Nine: Finding Lines to Represent 9
Client Relationships for the Long Term
• Monthly check ins• When in doubt, communicate• Sales materials• Quality of relationship is paramount• Beware of competition• Vendor and customer loyaltyCopyright 2013 Niche Innovation
Video Nine: Finding Lines to Represent 10
Terminating client relationships
• Rampant turnover in some industries
• Hire slow, fire fast• Life is too short to work
with mean people• More longevity with
experienced companies
Copyright 2013 Niche Innovation