Become a Member
Guides and Reports
Show All »
Metrics & ROI
Search Engine Marketing
More Marketing Topics »
Corporate Training Solutions
See All »
Schedule of Events
Virtual Conference Series
Speak for Us
Marketing Writing Bootcamp
Products and Services
Post a Question
Quick Start Guide
Find and Post Jobs
Real-World Education for Modern Marketers
Join Over 600,000 Marketing Professionals
Ask your question ... sign up today! It's FREE!
Just for Fun
Search more Know-How Exchange Q&A from Marketing Experts
This question has been answered, and points have been awarded.
Non-conventional Channels When Competition Is High
6/15/2017 at 9:11 AM ET
Hi everyone, thanks a lot for this help in advanced!
I'm doing marketing for our online marketing analytics product and hoped to get some opinions on what are some less traditional channels one could use to reach our target saas customers due to our product being a new addition to a heavily saturated market with many competititors who have already taken all the visible spots a on the internet for being seen by the target customer, whether it's in search rankings, review sites, Ads or places on more well known industry publications. These competitors have also written and taken most of the topic ideas in the industry as related to content marketing.
My 2nd question is also, in addition to how to reach these customers, as our product is not yet competitive in either pricing or features, is there anything we can do to attract them to choose us through the way we sell rather than our features, even if they are also aware of our competitors.
thanks alot for the insights and help!
Peter (henna gaijin)
6/15/2017 at 10:01 AM
Your 2nd question really concerns me. Your product is not more attractive in pricing nor features? You are in a very tough place.
You need to find some way to differentiate yourself from the competitors to have a chance to break in. Find something you do better than them and focus on promoting to the customers who could use this. Maybe there is some niche you can handle better than the entrenched competitors?
6/16/2017 at 8:12 AM
I would suggest that at this point, your company needs to spend a lot more effort listening and a lot less effort talking. If this were my project, I want to meet with people in my target market (not necessarily prospects) in person. I would want to ask them what their problems are from their perspective. If I could control the interaction, I would like my R&D people to hear this directly from the customers. No, I'm not talking about emails or blog posts or articles, but actually interacting one-on-one with human beings. You might find some technical capability which is unique to your product which can help certain people in certain situations.
I think you need to focus on how you can help and how you can listen and how you can respond Said that unmmet needs expressed by your target market rather than on how you can sell.
6/16/2017 at 8:15 AM
In addition to in person meetings, you can schedule conference calls. Let's imagine for a moment that you can identify a helpful person with specific technical knowledge related to your application. Schedule a conference call, and have your company president, your Dir. of R&D, the vice president of sales, and the most technical person you have on your development team on the call. This will get the attention of the person on the other end of the line, since they typically talk with sales and marketing types.
6/16/2017 at 10:31 AM
I agree completely with the comments above -- from Peter and telemoxie.
If you need professional help to get at customer perceptions, values, beliefs, attitudes, habits, practices and needs that might lead you to a unique benefit promise, I can recommend a market research professional who has experience in your industry segment. Just contact me via email (in my profile).
6/19/2017 at 1:02 AM
Thanks everyone for the the excellent comments and suggestions. It's definitely something I'd like to try and one challenge is also getting the Product team to be more committed to acting on the client's needs vs going in their own direction, which is something that also needs to be resolved. Thanks mgoodman for recommending someone, regarding the research, I'd be glad to PM you later for the details. thanks!
BACK TO TOP
Post a Comment
Are Surveys Dead? Five Ways to Breathe New Life Into Your ...
by Alissa Warne
How Color and Typography Influence Consumers [Animated ...
by Laura Forer
How to Overcome Two of Content Marketing's Toughest Challenges
by Jacob Warwick
GDPR Is Already Here: A Simple Marketing Guide for Compliance
by Kay Kienast
The Future of Link-Building: Linkless Mentions for SEO
by Aleh Barysevich
See more marketing articles »
MarketingProfs uses single
sign-on with Facebook, Twitter, Google and others to make subscribing and signing in easier for you. That's it, and nothing more! Rest assured that
provide your social data to 3rd parties
contact friends on your network
post messages on your behalf
interact with your social accounts
Your data is secure with