Do you sell a business related product or services through a channel? By a channel I mean some other party that is in place between you and the ultimate end customer or consumer. It could be retailers, or dealers, or even multi-level with distributors involved.
If so, then do you know what prospective customers for your products are really saying? Why are they not purchasing now? What other solutions to their problem or need are they looking at? What is causing their fud (fear, uncertainty and doubt)?
If not, here’s an idea. Invite them to dinner. Find four to six of your prospective customers in a city and have them join you for dinner for a frank conversation about what they are seeing in their business. And what their view of the future is. This is NOT a sales call. Just you and them talking. This is about listening to what they see happening and giving them a chance to interact with their peers at other companies. And take good notes. Later – 1 on 1 – you or your channel can follow up with them to address their specific issues.
Great information. Specific issues. All for the cost dinner (and you’ve got to eat anyway).
(if you do this, leave me a comment back on how it went)
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That is an excellent idea. We do focus group sessions from time to time but this idea adds a whole new demension without the prospect feeling overwhelmed.
Thanks,