Having a good product is not enough. You need to demonstrate compelling reasons that this buyer must have your product. Market research helps to reinforce a buying decision and minimize risk on the buyer’s part. Following are some ways that you can show this need:
- how is your product performing over time – provide the buyer with data points from existing accounts that show an increase over time (month over month, year over year, season over season – whatever you have that helps to reinforce that your sales are growing)
- what is the overall category doing – show the buyer current studies/articles that demonstrate that your product category is expanding
2. Testimonials – while only anecdotal, supply the buyer with some of your testimonials, especially those that favorably compare your product to a similar product they carry to illustrate how your product is innovative and superior.
- If you do not already have testimonials, you can obtain some by conducting one-on-one interviews, doing in-store demos, and/or asking current customers to provide some.