At a Fashion Event
Three people are standing at a round table in the coffee break.
The conversation goes like this:
Buyer, talking to the guy next to her: "Um... what do you do?"
"Oh, I’m a garment manufacturer. I run a factory.”
Buyer, turning to the other guy: “… how about you? What do you do?”
“Yes, you know many buyers have difficulty to actually get the styles developed and produced that their designers had in mind while creating - I produce high fashion knitwear, I run a knitwear factory.”
What do you think...?
Which of the two garment manufacturers will exchange business cards with the buyer and will be continuing the conversation until the break is over?
Yep - the second guy is getting all the attention and maybe all the business.
Because he is telling not WHAT HE DOES but HOW HE HELPS.
Quick tip: Start with a problem
Buyers are wondering why in the world should they listen to you.
Nobody is paying attention until you start talking about a problem. If what you do doesn’t solve a problem- nobody wants it.
Solve a problem or fill a need.
Tell buyers not what you do but how you help.
That’s a tiny twist but making a huge magical difference. With that, you should definitely be upping your attention game.
Sound like a plan?
So start with defining the problem you solve, and buyers will start paying attention.
Want a front-row seat to learn more about how to sell more to European buyers? If that's you - click here.
That's it for today.
Talk soon, all my best
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Small tips make big difference, thank you, Piash