Posts Tagged ‘consensus’

Key to Your Buyer Adoption Problem

January 14th, 2014

The key to buyer adoption is to understand the context of the target buyers’ needs as “what tangible business problems the product will be able to assist them in solving?” For uneducated and unaware buyers, how do they know they need your product? If they only “know” their pain and are struggling to figure out the underlying problem causing that pain, how do they make the leap to your solution? Especially if it is an unique, disruptively differently innovation pre-market? Word-of-mouth? Sales relationships one-by-one? Carpet-bombing email campaigns? PR? Search?

The premise is that you will find them, they will become aware of your company, they will connect the dots to their issues, and get everyone involved in the decision on board to buy. Compound that with getting industry standard language, cohesion amongst emerging “lesser” competitors, critical mass of satisfied customers and you realize building a market for your disruptively innovation is long, costly, risky, and difficult.

The real challenge for your buyers is that buying your technology is not necessarily the same as solving their operational  problem. Continue reading “Key to Your Buyer Adoption Problem” »