Congratulations! You’ve got your product delivered safely from the factory and you’ve sold some to friends and family. Perhaps online orders are starting to trickle in on your website. So, are you ready to sell your new toy or game to retail stores? Then you’re going to need a kickass sales sheet to help you get your product out there!
That doesn’t necessarily mean you have to drop a huge chunk of money on a thousand copies from a high-priced print shop. Many a new startup company has wasted precious cash hiring a slick, expensive graphic design and print service, only to wind up with a sales sheet that is missing critical information needed to compel retailers to try the product.
Consider Doing it Yourself to Start
A DIY sales sheet, created using a desktop publishing program, can be printed on quality paper with a decent color printer in your office or at a place like FedEx Kinkos or Staples. Print them in smaller quantities, as needed, in the beginning. This strategy can be more effective than a pricey, professionally printed flyer to start out - if the right information is included.
And here’s why: if you do it yourself, you have the needed flexibility to revise as you go, tweaking your marketing messages, which often evolve very quickly, as you learn what works and what doesn't, in the early stages of a new product launch. While the cost per piece may be more to start than if you ordered a thousand at a time, it’s cheaper than spending money on a large quantity that ultimately becomes useless because it swiftly becomes outdated and obsolete.
Give Retailers What They Need to Make a Buying Decision
The key is this: You MUST give retailers the information they need to place their order. It seems so simple, but you’d be surprised how many companies – and not just startups – forget to include critical pieces of information. A kickass sales sheet that proactively answers a retailer’s questions will make it as easy as possible for them to pull the trigger and say, “YES” to your product.
Retailers are crazy busy all the time. Their minds are going in a million directions. You only get a few seconds to capture the attention of a buyer with your sales sheet before they move on to something else. So make it count!
ITEM CHECKLIST TO INCLUDE ON YOUR SALES SHEET:
1. LOGO, PRODUCT NAME AND TAGLINE
Make sure it’s crystal clear what the sheet is about right away. Your logo, product name and tagline should be prominent – one of the first things they see.
2. CLEAR, HIGH RESOLUTION PRODUCT IMAGES – AT LEAST ONE MUST BE IN FULL COLOR
A spill shot.
This type of product photo is most often presented on a white background. It should include the product’s package and all contents that a customer will find inside it. So, if you have a card game, this would be the box and the cards fanned out in front of it or arranged as they might be seen during game play.
An environmental shot (Optional)
This is an image of the product being used or played by people. Use care here. Keep background "noise" to a minimum so that the eye is drawn to the product. Make sure that your people are in proper context and look fresh and current. If the product is for toddlers, this shot should include a toddler engaging with the product. If the product is for families, include people with a range of ages.
P.O.P. Display shot
This image should give the retailer as accurate of an idea as possible of what the product might look like on their store shelf. If your product comes with a point-of-purchase box or other display, this image should show exactly what that looks like filled with product - preferably against a white background same as the spill shot. If your product hangs on a peg, show that. If it nests or stacks, show that.
3. UNIQUE SELLING PROPOSITION: WHAT IS IT? WHO IS IT FOR? WHAT MAKES IT SPECIAL?
This is what a retailer needs to know in order to effectively pitch your product to their customers.
Make sure you articulate exactly what the product is, and who it is intended for. So this means that if the product is a card game, say that! If it comes with a book, say it. Don’t assume that it's obvious and don't make them scan the sheet trying to guess. If it’s for babies and toddlers, then say that. If it’s for teens, tell them. If it’s for families and a wide range of ages, make that clear.
If your product is a game, what is the object of the game? You should be able to clearly articulate this in no more than 2-3 brief sentences.
Consider this: Depending on your product, a brief telling of your brand's story - who you are, what inspired you, how you came to create the product - can be wonderfully compelling especially to specialty retailers because they love to share back stories on products with their customers. It can be a powerful selling tactic for you - and ultimately them.
4. SOCIAL PROOF
Testimonials are the one of most powerful forms of marketing you can leverage. Ask your early customers for feedback. Once you are able to get placement in a few stores and they have success selling your product, ask them for a testimonial recommendation that you can share with other retailers and add it to your sales sheet. This type of feedback helps create momentum as you grow your roster of retailers.
By all means, if your product won an award or seal of approval put it on the sheet. If you got some love from the media, include an attributed publicity sound bite if you have the room for boosted credibility. (Ex. “As seen in Chicago Tribune “Best Party Games”)
5. PRODUCT DETAILS
This is one of the most important parts of the sales sheet strategy. If this information is incomplete, you won’t get sales.
Offering promotional specials and discounts is a great way to attract retailers, but it is a marketing expense and you must account for it in your budget to ensure you remain directionally correct.