I invite you to think of a Tablet, unlike a laptop, there is nothing more unnecessary than this device, come on, you can completely do without it, right? However, it is sold. Whoever buys it, uses the same arguments that the seller gave him to justify his purchase in front of his spouse and friends. Because few people would say: I bought a Tablet because I wanted the gadget. They are not cheap.
For today’s topic I will take the example of the arguments of the Tablet seller, with the difference that surely your product is useful and necessary, to establish how important it is to give the purchasing manager of the company to which you want to sell your brand, all the information so that he can justify to his boss that he has chosen you and not your competitors, even if your product is a little more expensive than the others.
If you are going to write a letter, an email, a brochure to the purchasing manager, the medical director or the HR director of the company, think only and only of him.
The first thing to consider is that you are afraid of being fired for poorly choosing a supplier. You need to feel calm, security to make the decision in your favor.
Tell him, from the beginning, directly and with all his letters, that next You are going to give him all the necessary arguments to justify that he chose you. This will make you carefully read the rest. He will appreciate your empathy.
In every argument you give him, involve himMake him see how your brand benefits him and his company.
Talk to him about why your product is better than your competition. Prove it with certifications, awards or accreditations. If possible, give him figures, hard data gives high credibility. Don’t say anything about your product that you can’t prove.
Try to include testimonials from satisfied customerspreferably from companies, this will give you confidence. “These are customers who made the decision you are about to make and are very satisfied with our product.” Include your clients’ logos.
Propose a payment plan, discounts, bonuses or what you determine, so that they see an economic benefit in your brand. Give him a medal.