Business owners looking to attract independent sales agents or investment need to provide realistic numbers not the 30,000 foot view!
If you have ever watched the TV show the Dragons Den you will have heard the potential investors crying out, show me the numbers. All too often the entrepreneurs appear before the dragons to pitch their products with failed attempts to woo them with statements of grandeur. The wannabe business people tell the panel of rich and powerful tales of billion dollar market potential and explain plans to capture millions of dollars in sales and they only have to sell to a small fraction of this market.
The dragons always respond the same way; “how many units have you sold so far and how are you going to use our money to help you sell more.” If the business person cannot answer these two simple questions they are shot down quickly and the product pitch ends up falling flat.
As a manufacturer selling your idea to a potential sales agent, investor or distributor you need to adhere to the same sound business principals. Forget the fact you have millions of dollars in potential customer sales and focus on your actual numbers and how a sales agent ,reseller or investor will be able to follow your business model and make money.
If you think a sales agent will be able to sell 100 units per month but no one in your company has ever accomplished that sales volume then you are not being realistic. You need to have a concrete plan of action that will guide the sales agent through the prospecting, proposing, closing and delivering stages in a step by step format.
Every day thousands of people all across North America attend “get rich quick” presentations. They are sold on the joy and financial freedom that comes from selling a company’s products or services, only to invest thousands of dollars in multi-level marketing inventory that ends up sitting for years in their garage or basement. The only one who got rich and was happy was the person who sold them the “bill of goods”.
Your role as the business principal or manufacturing organization is to create a viable business opportunity that a sales agent can use to grow their business. If you are in need of help there are companies which specialise in helping you set up a sales channel and sales processes.
Whatever to do be sure and show them the revenue stream.
Robert J. Weese