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Filed under: Tip of the Day
 Jennifer Chiu, product manager for Ash City (asi/37127), offers some smart talking points for distributors looking to sell their clients on green. “Clients need to understand the true essence of green products and also, from a business point of view, the marketing value of it,” she says.
Here are four talking points and details Chiu recommends sharing with clients to overcome objections:
- Remind clients that green is growing. “Industry leaders are committing to greener operations by purchasing most or all their energy needs via alternative energy sources and building facilities that are green,” she says.
- Explain that green is rapidly becoming a business standard. “Green is not a niche anymore,” she says. “It’s become a term to describe a brand’s or company’s philosophies. It has become a marketing tool and soon it will become the standard.”
- Highlight the importance of green to the average consumer. “We live in a world where green is part of our vocabulary,” she says. “For example, high fuel prices are constant reminders for green alternatives.” Leverage this common vocabulary and awareness with your client.
- Show examples and utilize market research to your advantage. “Retail brands are expecting to expand their product lines in organic cotton products by 33% in 2010, creating an estimated $5.3 billion market,” she says. Sharing this type of information is persuasive and establishes you as the expert, which is key to overcoming objections.
From WearableStyle, vol. 132
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