It often happens that interest in our services suddenly spikes in a certain industry. An interesting phenomenon occurs, where companies from markets removed from each other express very similar concerns. Currently, we’re seeing this happening in the pharmaceutical industry. In theory, the goal is simple – introduce your product and launch its sales via a distributor or as a provider.
The problem we clearly see after initial discussions is the lack of understanding of the buyer’s viewpoint. Product manufacturers expect that since they offer innovative technology, a potential distributor in a given country will come forth and express the wish to be the exclusive partner. Service and intermediate product providers think along the same lines. They wish to present their offer, test it out on the spot, and think that based off of the results, their potential business partner will choose their solution, provide testimonials, and that in turn will open up the opportunities to work with more businesses.
The lion’s share of the bidders aren’t the sole offerer of the given solution. Often, they have to operate in a very competitive market.
To them the situation seems simple. They have a solution which improves the buyer’s position. That’s why he should at least try it. A lot of the times this isn’t happening. Even after trials, the interest is minute. They’re unable to raise a steady interest in their offer – break through in the market.
The tables can be turned, though. You can make top market players compete for the given solution. To do that, you have to switch up your strategy, get a solid understanding of the situation from the buyer’s perspective, and maximize the adaptability of your offer.
All this will increase your chances of succeeding and shorten the ROI time.
Wish you thorough preparations,
Sulma & Sulma
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