Episode Transcript
Unknown Speaker 0:20
All right. All right. All right. Welcome everyone to the make it five podcast. My name is Nina. I'm the founder of the makers business tribe, and as you may or may not know, but we are a team of three awesome strategies, and have built seven and eight figure businesses in the retail as well as ecom space. And we are helping health conscious progress businesses get them into retail or dial up their retail distribution channel game, because there's a lot of money in retail and it is free advertising products on shelf so people can explore, try test, take home. Absolutely amazing. Yeah, and you are hedging your bets against meta, because we can't even do that in today's DNA. It's just selling online. Oh, man, you're leaving a lot of money on the table. It's risky because, yeah, we don't know what can happen. And that's I really enjoy this, because ultimately, the more we can get health conscious products.
Unknown Speaker 1:24
We're replacing shitty products.
Speaker 1 1:26
Yeah, now in today's episode, it's not about that, but in today's episode, I am just super, super pumped and stoked to be celebrating until the cows come home. One of my clients, Adriana, from a nature because, seriously, she joined my pitch ready one day, crazy, fast accelerator to get pitch ready, 12th of May. 12 of May. Now it's 12th of June as of and we got our chat blown up, celebrating her because she got officially 21 star kiss signed within. What is it? 29 days quite
Unknown Speaker 2:19
off because in your first month, comfortable pitching
Speaker 1 2:22
and comfortable building and going relationships, you're getting comfortable finding your way of selling. But this lady crushed it so. And of course, everybody in our tribe
Unknown Speaker 2:36
chat asked, How
Speaker 2 2:37
the fuck did you do? Adriana, this is just amazing.
Speaker 1 2:42
So that's why I wanted to take the time to break this down. Because whether you're a tribe member or someone interested in this, or you get inspired by it, hopefully not jealous, yeah, feel inspired because she can do it. You can do it too. So first of all, I just want to read out what she said, because it's a podcast, so you can't read this, because to me, that's already really inspiring. Yeah, let me just bring this up. Okay, okay, okay. So
Unknown Speaker 3:20
number one.
Speaker 1 3:22
Thanks Nina and everyone for all your messages, because everyone's saying congratulations. What did you do? How did you do it? What? What was the stage? Tell us when she's like number one. The drive is definitely next level, because my goal is to hit 50 stores by mid September, because my Bub is due mid October. All right, what does this mean? What? I'm not recommending everyone into to have a baby, but a baby is a very hard deadline, and she set herself the hardest deadline you can probably ever set yourself. Yeah, and that date for her is quite immovable, and that's why I love a good deadline that you see as the biggest war ever, that you cannot overstep, and now she is working backwards. I mean, like, right, how do I get to 50 stockists? Now we have mid to mid July, mid August, mid September, three months. Yeah. Why does she want 50 stockists? Because, based on our calculations, on minimum order value, regular order volume and all of that, if we get into 50 stock is before she has her butt, then she can focus on nurturing and on consistent re orders. And based on our numbers, 50 stock is that will pay her throughout the time off and nurturing we can do from home, nurturing we do not have to be on the road very much, and she has a partner that she can send out as someone need be. So the first thing really, really hard go, and she's saying here in the message. So there's definitely fire, and I can definitely see how it gets easier. The more stock is you secure, and you also get more confident telling at people, telling people what they're missing out on, but mostly being an immunity drink, this is the time for stalkers to get on board. So I am super conscious of that, but I'm milking the cow. I added that I'm milking the cow because she is milking the cow. Yeah, and does that mean in summer, we need to reposition the drink a little bit. But all through summer, we're getting
Unknown Speaker 5:45
sick
Speaker 1 5:46
two means, and some, because this isn't in the specific winter immunity drink, but all year round immunity drink, I don't think we'll have many problems. And then some, saying, You got proof of demand now compound, keep compounding, and that's what we're
Unknown Speaker 6:07
doing, right? Because everything
Speaker 1 6:16
in the revenue lies in the V order, the consistent V order. So getting the nurture part right for us in terms of what activities are we doing, to just check in and supporting them and driving sales, supporting them, to troubleshoot if product is not selling, and making sure that point of sale setup and customer education is on point. But then the post sale customer support and how we nurture every single retail customer to not just take the drink for a little bit and stop, but see real value and keep taking it and falling in love with it and growing and implementing the product into their daily routine as a habit, habit that will be paramount, and that will be the next big thing we will be working on, probably from August, because right now my job to her was Adriana, do things you gotta go out and dowe in your pitch. So the more you practice, the more conversations you have, the more comfortable you will get and keep joining our weekly pitch practice sessions in which we practice, practice, practice, every single part of the conversation to tune it into a very smooth dance move. And she's been doing that because of the biggest fire she could set herself, and that's the baby. The second, second biggest fire for her is also she is working as an accountant. She's not super loving it. She's like, Man, I want to get out of there. I want to say goodbye when I have that baby. I don't want to go back. Great Fire, right? Because that's another thing that you're like, I don't, I don't, I am going to shut that off. Awesome, cool. Now, first thing, meaning, what on fire. Second thing, she set herself the financial goal that she wants to reach. Number one, she gets when, when she has a baby. But number two, she also wants, beyond that, build a business for the whole family to be supported with, yeah, to get her partner involved, and to grow, grow, grow this. So she has those two things, what you want, what's on the horizon? She's very clear and very stubborn on that. And she has the biggest fire up her ass on the other side. Okay, that's the first thing. So if you've been double dabbling, and then again, all these other things keep getting in the way, which no things ever keep getting in the way. We allow them to get into our way, because we probably don't, don't boundaries. Because, how does it happen that all of a sudden you need to keep on other things? Is this because you keep saying yes, yes, sometimes, look, me get a call from candy kid after something
Unknown Speaker 9:27
we need to go
Speaker 1 9:37
and doing that and other things in which to focus on other things. And that is what we have carved out. So with Adriana, we set up a very clear schedule on when she's doing her accounting job, when she's looking after the family, and when she's doing business, and during the periods where she's doing business, here's what she does. So first of all, for the whole month, in one go, we pulled her list together of all of the stores that she wants to target. Yeah, sort of looking who could I contact and get conscious about it? No, we determined one category, and that's health food stores. No other categories. We're not talking to all sorts of random people that we could like one category, one pitch, one offer. We've done our research on all of the different stores that we want to contact. And her biggest charge is she's like everyone in her vicinity. She's just been walking in random walk ins. And I read this out to you because that is the truth. Yeah. Most of the ones I've secured so far, besides two, have
Unknown Speaker 10:47
all been in store
Speaker 1 10:52
for Northern Queensland. She's calling posting samples and hassling them. Where is she saying? Yep, I just walk in, mainly because I only have one day that I don't work and Connecticut to running around the business. So scheduling appointments don't work, and I'd rather catch them off guard than having them email or calling scheduling because, of course, something more important can come up and I just want to, I'm just going to go in. That's what I found. Wet. Yeah, if I miss the opportunity, people are not there, I leave a sample, follow up with them, an email, and then a phone call when the management owner is next in, and phone call I can do amongst my working from home days and when I'm actually meant to be working. I hate my job. Um, cool. You know, sometimes people are in a weird mood, having a bad day, but I try and break that, but they're truly not if they're truly not wanting to speak with me, and then whatever, here you go. Fine, but then I just try and I call again in a few days and hope that I'm mute. So she just like, let you do it. And she was saying, here, guys, we can all do it. I feared strangers, and I never thought I could look at him. But it's funny how we can actually learn so many of these skills by just practice, practice, practice,
Unknown Speaker 12:25
and of course,
Unknown Speaker 12:32
order in
Unknown Speaker 12:33
if they're truly not selling, then we refund.
Unknown Speaker 12:36
So what we've been working through, because
Speaker 1 12:39
one of the big hurdles for Adriana was she used to go into stores before working with me, and was really frustrated because they're just not ordering. They are sick. Yeah, I'm getting then I leave them the catalogue, they never order, and they chase them, and it's weeks and weeks and weeks and weeks because she never finished the job. So the second big thing that worked out for her is not just having those goals, but working through what is the key offer. How are we positioning this product as like, something super unique and different, and how are we showing retailers that they have a huge gap in their shelves, and that the products that they do have are not serving all of their customers, because her key unique selling point is not just it's all organic, small batch produced and the best ingredients in there, but it's really tasty for kids without having any sugar in it, and most
Unknown Speaker 13:41
immunity drinks have a whole lot of
Speaker 1 13:43
synthetic shit in it, or they don't taste good for kids, her part ticks the boxes. Yeah, we need to work that out. We also need to work out a really attractive intro offer for stockists that gets her in, but that sell out fast. Because the fast sells out the faster they're like, Holy shit, that stuff's working, and place another reorder, whilst at the same time, financial risk is fairly low for them, which is awesome. But if you walk into a store and you just have a conversation about your product, and they're like, Yeah, that's they're like, Yeah, that sounds good. And then you don't take the order, and then you don't sit down say, Cool. You want to place an order. Let's work through the order form. Let's work through the shelf display. Pay me here. Here's the invoice link. Let's do it. You are number one. Leaving jobs
Unknown Speaker 14:39
for the stock
Unknown Speaker 14:40
is to do because
Unknown Speaker 14:43
those and then you wait one of the chances
Speaker 1 14:45
these guys are busy, stock cooking shows, they are running around. They have all sorts of other particularly, the most important thing that we started fixing for her is finish the job. And when someone says to say, Okay, here's now what's happening? First thing they need to agree on you, yeah, what most of our successful stockists do they get? They start with this. Should we
Unknown Speaker 15:13
start you with that? Awesome. If
Speaker 1 15:26
I'm so they just sent you quick link to pay me right now, and then I put this, the product straight in, or I come back tomorrow and put it into your shelves. Because, of course, the other thing that way you don't also have to stock anything, so you could just go about your business. Yes, awesome. If you do over the phone, same thing. Yeah, we can say you can have we have the shipping. You pay me now. We have the shipping. More margin for you. Cool. Okay, here's the link. You pay me right now. Set a sales goal, because if I know how much you want to sell and you know, then that's what we can work towards. Because it's my biggest interest to drive demand into your store and to help you through selling into your shelves. It needs to go out of the shelves. We're setting a sales goal. Yeah. Then Adriana sends through, if she can't do it herself, some key examples of how the part needs to be displayed in shelf. Yeah, we have a wobbler. We have a flyer or a little poster on on the fridge, because it's a fridge product and and the wobbler, I see this all the time. The warbler is a magnet to draw people in. Yeah. So we're having things like on the wobbler we're testing. It got the sniffles, feeling sick, doing this, doing that something, it's a key indicator. Grab this product. Yeah. And then we're educating consumers at point of sale on the why? Why out the product so they don't even need any staff member to have the conversation with but we're also placing import opportunity on to train the staff so staff can actively recommend it. We want the staff to having tried the product so they can really champion it. And then we also have set up some nurture sequences for retail consumers to make sure they are not just trying the product once, but implementing it into their routine and over and over again. Yeah, so there's some key things. Now, the other thing that I mentioned is there are some stocks that are like, I'm not sure if this is going to sell. Yes, I love all of your support, but I'm not sure what you used to do in the past,
Unknown Speaker 17:47
and we have slowly, I'm
Unknown Speaker 17:48
slowly pulling her out
Speaker 3 17:49
of it, because it's like you're reading objections,
Unknown Speaker 17:54
yeah, because you're not handling objections,
Speaker 3 17:57
if your own concern focusing on getting the product that comes with own challenges.
Speaker 1 18:09
But number two, you have full risk. What if the product doesn't sell, and you need to chase and keep checking in how much product has sold and then invoice them against it. It's not ideal. So what we said was, okay, Lady gentlemen, I have full faith the product is going to sell, because on Mars, my customers keep walking into the store. You're selling products at similar value. So we know they have the cash for it. They expect the product here. Let's get it started, and you pay me for it. We put the product into shelves, and you get all the service that I mentioned to you, because we know what works. Plus, of course, we're posting on social media. We database into your store all of the shebang, yeah, we promote you on our website. If the product really doesn't sell within next two months, I come in, I take it back, I refund you.
Unknown Speaker 19:02
That's how you do business,
Speaker 1 19:03
because we want to do proper business. I don't want to give away products on consignment, and it also, if they have other objections, right? Because the fear is, I don't want to sit on the money. Okay, cool. Here's how make sure you won't sit on the product and having burnt your cash. If that really wants to happen, we're addressing that. Yeah, but she's still in the game of overcoming other objections, other reservations, that there might be as and when you need to and I think that was a big danger, because for her, she has some fire and I mentioned, don't look cat with everything. You can't be doing that. And also you want one is all grow the channel really easy for you. You want me to have
Unknown Speaker 19:48
to reward it for you? Yeah.
Unknown Speaker 19:54
And the third thing, and we're still working
Speaker 1 19:56
on it, because the journal likes to go really fast, which is cool,
Unknown Speaker 20:00
but I
Speaker 1 20:18
she used to just run it on pieces of paper and post it notes, crazy town. No, we're not in 2000 anymore. Okay, so we've set up some really simple and easy tools for her, and I'm super keen to keep refining that, to add a bit of AI to it as well, because we're in 2025 and I love that stuff. I've find so many easy and that's, of course, what we're doing for her, what we're doing for other our other clients as well. So that, in a nutshell, were the key things that she's doing. So she's doing walk ins. She either the person has a good day and wants to talk to her, or a bad day, she's going to try and break that ice, and then having really straight up sales conversations, she has her script, and she follows the damn script. We get the offer down in, we got the positioning doubt in. And because she's practising, practising, practising on the road, as well as with us, she's killing it. And the other thing, sorry I didn't mention that key differentiating factor, I would say, between some of our clients that are bit more dragging their heels and her, she contacts me every single day and every single day up conversations I sent her tips. We jump on a quick call. Yeah, because she's milking the cow and asking the questions and implementing it and doing it, and is on it. She's not just, ah, you know that I need to check in. It's like, yeah, yeah, I'm doing some stuff today.
Unknown Speaker 21:57
Oh, no, I got busy. No,
Speaker 1 22:00
she's she's chasing, she's chasing, and she's hungry. You got the goal, you got to get the fire and ultimately follow me like that. That's the most exciting thing, yeah, because she's literally just following our formula. Because, as she was saying, she didn't know how to even she could sell a pin.
Speaker 1 22:27
Ladies and gentlemen, I hope you got some inspiration from this, and I hope it gave you some ideas of what you might have to implement, or maybe you've identified something. Gosh, I don't actually have this part in check, or I am just winging my conversations, or point of sale setup, customer education, sell through customer nurture. If all of these things are kind of popping up in your head and you're like, what is that? Yeah, I put in link to um number one, a bit more free training on how we get into retail stores, into the buy. Number two, I put in my calling because if you want to either dial up or get into retail, let's have a chat. Yeah, it's June. Next financial year is around the corner. What are your goals for? 2020 FY, 26 do Let's make it happen together. If you're serious about, let's have call if you're not serious about it. Well, maybe, then let's not chat because I'm busy person. Yeah, doesn't let you know. Okay, all right, love you and leave you guys, bye.
