Understanding FMCG Buyers
First, seek to understand.
The first step to building better relationships is empathy, i.e. walking in the other person's shoes.
THE SAME APPROACH APPLIES TO BUYERS:
Making changes to list a new product, launch an event or trial a different kind of promotional mechanic all require buyers to take decisions.
Each one of these decisions involves varying levels of risk for a buyer.
So it helps to step into the BUYER'S shoes and contemplate how risky your proposal is - compared to all the other proposals sitting on their desk or in their inbox
We created the Buyer Risk Model based on the Ansoff matrix - the more "new" variables you introduce, the higher the risk (and usually the higher the potential).
OUR FIRST QUESTION:
Where does your proposal sit?
THE 2ND, OBVIOUS QUESTION:
How can you make your proposal less risky for your buyer?
WE'D LIKE TO HELP YOU FIND THE ANSWER:
If you'd like to strengthen your commercial proposition to maximise the potential and minimise the risks for your buyer, then please get in touch as we would love to help.
Plus, coming soon - we will be adding a free guide to help you think about where your proposal sits and how to reduce the risk for your buyer.
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