I was asked this question on Quora and here is my answer.
If I am not using a broker – and I prefer to use brokers – I check their website to find out the retailer’s process for reviewing new products.
If that info is not available, then a cold call works as well.
If I have a valid email address to the buyer, then I use email to ask them about their review process.
I don’t want to present my product until I have all the details about the retailer’s review process and my initial call or email inquiry is solely for that purpose. Once I have the information, I can prepare my sales approach.
I never just arrive unexpected, because buyers are very busy people with many vendors chasing them. Not only will they unlikely take a meeting, but that is disrespectful of their time. Find out their process for reviewing new products and then plan accordingly.
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