Few, if any, buyers have time to waste in chit chat or in listening to long detailed histories about the development of an invention or new product. Be brief, professional and to the point in presentations, conversations and correspondence. Because they are busy, buyers favor multi-product firms. The busier the buyer, the higher the one product hurdle . Understand that you are at a definite disadvantage with only one or two products to sell.
Buyers have a focused holistic view of their world.
They will quickly pass on even good products if the product doesn't in their product mix or with corporate merchandising policies or strategies. Before you approach a retail buyer do your homework. Get to know the product line where your product best fits. If it isn't clear, ask someone on the retail floor where a product like yours would best fit. Build a case for your product.