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My family owns a small country store. I don't sell my products there (yet) but in my experience the personal touch is nice, as long as you respect the store owners and don't get in the way of them doing business (like showing up unannounced with a sales pitch when the store is busy).
Might I suggest stopping by casually as a shopper (even if you don't buy anything), to show that you are interested in the store and are willing to take the time to get to know them. Give them a face instead of just an anonymous mailing or a voice on the phone. An actual person is harder to ignore or dismiss or simply forget about.
Start a conversation and build a rapport. Be honest about the fact that you would like to do business with them if it seems like a good fit for you both. If possible speak to the owner. Come prepared with a small sample or two and a business card and ask them to call you if they are interested in meeting to discuss it further. Don't press but if you don't hear from them, follow up in a week or two with a personal note or a phone call.
With a little luck you will make some new friends as well as some sales.
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- Mickey!
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