When You Have a Good Product, But It’s Failing, You May Need a Brand Strategy

  • Date Published
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  • Reading Time 4-Minute Read

You know you have a good product or service, but your customers don’t seem to purchase it. Let’s find out which customers don’t need your product YET.

You know you have a good product or service, but your customers aren’t running to purchase it. You know that what you offer is innovative and helpful, and provides a new and improved solution to a need. Yet your customers prefer to stay stuck in their own ways.

Sounds familiar? Let’s find out what you might be doing wrong.

How Can You Know What’s Wrong?

First, you need to make sure you have a clear vision of what you offer. Of course, who can know your product (or service) better? Well, in some cases, the answer is not the obvious one.

Let’s say you have an innovative product, created starting from an unsatisfied need. Most of the time, the need fits your consumer profile and your expectations.

You got so excited about finding a solution that you assume everybody will have the same level of enthusiasm. This assumption is the first step to failure, as it usually leads to miscommunication about the extra value that your innovation offers. You will say: well, it’s obvious! But most of the time, it’s not.

The Essentials of Communicating Your Product

What you need to do is write down things such as the following.

  • Everything you know about your product
  • What you want to accomplish (your company’s mission and vision)
  • Your brand values
  • Your brand attributes and how they transform into benefits for your customers
  • The reasons you give your customers to believe that they will actually get those benefits.

Do you know what your competition offers, and how they communicate it? Write it down. If you don’t, then find out and write it down.

This will generate insights and strategic messages for you to apply later in your communication.

The Secret: Know Your Audience

Let’s get down to the customers. Find out who they are, and what their needs are, then link those needs to the benefits offered by your product. For the same product, even for the same type of consumer, needs may differ based on the moment in which a customer finds themself.

For example, if you are trying to approach a customer that has already declared the intention to buy, you will communicate a strategic message that sets you apart from other brands, a USP. If you are trying to win over new customers from a cold market, you can do that by letting them know why they need your products in the first place or by communicating emotional benefits.

“One of the most common mistakes I’ve run into is that customers who don’t need a product are ignored. Most of the time, the purchase decision is made before the appearance of the need, but this scenario is usually left out because it doesn’t have the potential to generate immediate revenue.

For example, you don’t need to buy a car right now. But if you did, you would already have a list of potential brands you like. Of course, you will do some extra research when the need arises, but the brands that are already on the list have some competitive advantage in your mind, don’t they? So I say to my clients: let’s find out which customers don’t need your product YET.”

Dana Mangu, Head of Strategy and Brand Growth, Codezilla

Use Your Money Wisely

Of course, the media budget you have for promoting your brand is a key element for your success. If you don’t reach enough of your potential customers, your product won’t grow.

However, if you are at this stage, don’t get upset just yet. There are a few tricks you can use – based on your brand profile and strategy – that will help you grow organically. It may be a little harder, but if your brand has a strong USP, keeps its brand promise, and you play your cards right, success can be right around the corner.

It’s All About Focus

If you know that what you offer is the best, but it’s still failing. Make sure you communicate the right message to the right people at the right moment. It’s all about timing!