Calling a potential customer for the first time


All I'm saying is: “Hello”.

On the phone.

Simply "Hello".

That's it.

Immediately my sister knows how I am doing at this moment.

I don't even need to try to fool her.

My joyful spirit is pouring out.

Or my fake, trying to show a polished, forced smile.

She listens to my 'Hello' and knows.

As if she'd look straight into my heart.

Your experience may be similar to mine, in which case you'll be in good company.



Approach on an equal level


That's what my father told me.

To be taken seriously you need to talk confidently.

Easier said than done.

No doubt, it can happen that the side of the supplier can be experienced as lower status.

And lower position.

Because - oh yes, I want to sell them something. Knitwear from India.

And that’s the thing that worried me as I tried to convince my introverted self to start increasing my authority.

I’m an introvert and am the happiest behind the scenes, talking to my existing customers, making offers, developing new knitwear styles that make my buyers money.

But how do I contact new apparel buyers?





I never saw myself as an authority, but soon realized that if I wanted to scale my business, I had to become one


Because I knew that scaling my business, increasing our orders, is all about getting in front of my ideal customers.

It’s about stepping into authority as someone who gets results.

It’s about getting those dream customers to work with me.

And it scared me.


However, I knew my potential customer should understand straight from my voice that I'm approaching them on an equal level.

You don’t just say “Hi, I’m an authority” and you are. You don’t just say “You can trust me” and buyers do.

Trust and authority are earned.

With many things. How you show up is one of them.




I knew that fear and rejection were freaking me out


And causing me to not pick up the phone at all. I became a killer procrastinator.

So it only made sense to work on my mindset.

I know you are expecting me to tell you about how I increased my income in commissions. And I did. I got lucky with steady growth since starting to approach new buyers consistently. 20% increase in income each year.

That's despite being an introvert.

But I ended up with so much more. As soon as I got into the groove of talking with more and more buyers, I gained the one thing I’d been missing for so long.






My favorite 7 tips for picking up the phone and calling a potential apparel importer


1. Think transformation


To prepare me mentally I started to think about the positive things we do.

Which made me more self-assured about it.

The transformation I achieve for my existing customers. The success my company brings for them. All the solutions we provide.

I knew I have the solution that our customers need.

At least some of them.

Who can benefit from working with me?

According to my in-depth research likely the buyer I'm about to call.

I visualize our most important solutions. How we helped succeed our other happy customers.

And all the side benefits we bring our buyers. When you think about it - things pop up.

I got into the habit to imagine that this new potential customer will become a long-term business partner in a few months.

With that energy, I called.



2. Focus on it


I don't know about you, but my desk is full. So is my to-do list.

When there are people in the room it can get tough to concentrate on only one task.

Shut the door. I did my best to keep all other things aside, physically.

And mentally.

Focus only on the customer that I'm about to talk to.



3. Don't fake it


Fake it until you make it.


Trying to work on my acting skills was not an option.

That did not happen.

My prospects are unlikely to buy whatever I'm offering if they don’t trust me.

People have clear senses to figure out who is faking and who is real. And luckily you deal with smart, intelligent people where most of them are skilled and knowledgeable. Most buyers I feel are packed with excellent social skills.

I had to come with what I've got.

I am enough.

You too.



4. Feel welcomed

I started to visualize with my inner eye that this potential customer is awaiting my call.

Imposter syndrome had nowhere to go but out when I was able to talk without wondering if I was an intruder.

My call is not only awaited - it is highly welcome.

No wait, they're already running to fill in the orders for me. I imagined this buyer is desperate and eager to start the business with me.



5. Mirror the buyer


I’m not the only one who found that when you speak, you concentrate on this person, and with that, you mirror your buyers' mental state.

Then there's no time to think about yourself. And how you sound. Insecurities go out of the window.

Ultimately, it was important that I had done my preparations before.

Talking about what I knew showed me I know more than I gave myself credit for.



6. Physics


The real purpose behind me standing up for calls is to have my energy flowing.

For important calls, it's a habit to stand, not sit.

My lungs breathe more air, and my feet are grounded. They support a stable stand. My voice sounds wider.

O.k. I admit: I wear high heels. Yes, bad habit, I know.

Occasionally, when I get a bit scared, I'd get into a storm...

before picking up the phone I put off my shoes to get a 'grounded' feeling.

Like a strong healthy oak tree with widespread roots - that can survive any kind of strong wind.♥


7. Flirt


We shine when we're flirting.

And let me ask you, is flirting with someone in a bar so much different than approaching a new buyer?

Don't get me wrong, but I guess it isn't...


  • Take it light, easy, and playful
  • Fascinate and excite
  • Get interested and curious what the other end of the phone likes to tell you
  • Listen more than tell
  • Feel relaxed, it can get further and leads to whatever - but it's not sure



All of that will help you to open doors.

And if you do, those sales just might come.



Now you


Love to hear your thoughts on it.

If you feel like it, leave a comment.

Always happy if you like to share and connect with me on LinkedIn, Facebook.

Talk soon,




NEW! Save your spot for the next free live workshop.

There's an art to cold outreach to RMG buyers. And a science. And we're going to cover both.

Let's get you some new buyers, shall we? Click here to save your spot.



    64 replies to "How to call your apparel prospect for the first time"

    • Ashaf Hakim

      Very good post!! Thanks

    • It is something which I was looking for and it will be very helpful for me at
      my present stage.

    • Sheikh Awais

      Good one for those people who have started a new business or will start some majors things we don’t know how to manage the problems. Nice written

    • Eye-opener to practices that might occasionally done and gone without being noticed…articulating them as 7 points helped a lot to remember and recognize what made a call/interview successful and what made it not….

      Thanks “Honey”… 🙂

    • Very useful tips.

      Think this will be helpful for me … … …

      Thanks a lot.

    • Rauf Ahmad

      same as previous blog, its also important and have useful tips. keep it up……..

    • Fazmil

      thanks. It’s interesting

    • Sandamal Dias

      this is really good….

    • waheed ahmed

      Nice tips & comments

    • sumit saha

      Thanks,this topic perfect for all new comers. Every new comers should be follow this tips.

    • Lindacy

      Thank you for all your help

    • moshiur tanim

      Very informative..
      Thank you…

    • thanks. It’s nice good & interesting, well done.

    • This is nice start for new comers. well done

      Thank you

    • Aminul

      Your post is really very important for developing businness. Very nice information.

    • Very nice but what about language?
      Most of my potential German and French Customers
      can’t speak English

    • RajuN

      Very Useful Tips
      Thanks for your help.

    • sakhawat

      Thank you soo much dear.

    • shakir rezwan

      thanks for your nice post

    • Rashid Mahmood

      its a nice blog

    • Bishwajit Baidya

      Very important tips.
      Think this will be helpful for me … … …
      Thanks a lot.

    • Bishwajit Baidya

      Really it will be helpful at our practical work.
      Thanks a lot.

    • Thanks for sharing !!!

    • Thanks nice

    • Great stuff. definitely a great way to be a good communicator.

    • Really fantastic. very smart job. I like it.

    • Zeeshan Ghauri

      Very nice Heike,

      This is lovely post and definitely helpful.. I really enjoy it and want to concentrate on more interesting blogs

    • Mr.Sahangir alam

      I like to your tips,Thanks.

    • Ramkrishna Roy

      dear heike/// Your idea is very helpful… thanks a lot. 🙂

    • I owe to you for your worthy professional suggestions . Thanks a……….lot .

      With best best best regards ,

      sincerely yours ,

      Abul Mansur Ahamed
      new email : (for your kind information )
      old Email :

    • S Adnan Alli

      Dear Heike,
      Very useful tips .
      Hope, your 7 tips made successful.


    • It’s really very useful..thanks for posting..
      very interesting post..

    • Rohan Rodrigo

      This is very useful & interesting posting.
      Thanks for sharing with us.

    • monzur

      Dear Heike so nice post hopping more advice some . really I have need a faithfully buyer who will bussines with me honestly. Alkind of garments item.


    • Hi, really all points mentioned are leads to make a professional way of business approach and will convert into business activities, Thanks !!

      G. Ramesh, Tirupur, India.

    • midul

      Thanks,this topic perfect,It’s really very useful..thanks for posting..

    • Md.Elahy Hossain

      Dear Heike so nice post hopping more advice some.
      Please keep in touch.Thanks for your valuable tips.

    • Nice tips, it’s helpful for new comers.

      Very cool and thanks. ??? Honey???

    • Thanks,It’s really very useful for us..thanks for good advice posting..

    • Great and appreciate your suggestion will help my marketing arena.

    • Priyatosh Barua.

      Many thanks, Heike.

      These are very effective tools for the beginners and refresher for those are already in business world.

    • Samim

      Many thanks Heike.

      This is very important information for us. God Bless You.

    • karthik

      great tips , thanks a lot.
      have a good day!!!!

    • nitish mittal

      Thanks for your support.

    • nitish mittal

      Crystal Clear information .

    • mostafa kamal

      hi heike
      it’s a great article to help me

      mostafa kamal

    • sanjay

      Its really eye opening and i appreciate .
      thank you !

    • Gaurav Kumar

      Heartily thanks Heike.
      Its really great tips for all.
      These are very effective tools for the beginners and refresher for those are already in business world.

    • Dear Heike,
      Well written. Thanks a lot . really helpful.

    • Ibrahim ovi

      Very nice.
      Thanks ….

    • Sumon


    • Mohan

      Hi Heike,

      Great tips. am sure they will be very useful for new commers.
      Do u have any tips to share where we can push our credit customers who dont want to take our calls ??

    • Hi

      This is really nice tips. i am proud to be added with you .

    • Emdadul Haque

      Dear Heike,
      Very useful tips .
      Hope, your 7 tips made successful.


    • Hello Heike,

      Thank you for sharing an interesting read and morale booster for a new comers like me. Hope this adds to our strength.

      Request your guidelines on sampling process too.
      How much is too much ? Free or Charged ?

      Best Regards, Rajesh.

      • Hi Rajesh, thanks for reaching out. Thanks for sweet words and you are asking about about sampling process. Please help me understand in which context you are asking how much is too much? Regarding samples my take on that is that it depends. Do you mean offer samples, salesman samples, do you mean one sample or bulk samples? If you like please give me a little bit context around your question, either here or you can send to thanks

    • liakat

      very good

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