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How to Successfully Sell Your Products

This last episode in our series about the Shopper Model discusses ‘The Product’. Successfully selling your products starts with understanding shoppers as well as the items that are on display. This knowledge allows you to produce effective communication that appeals to shoppers and helps them choose the right products.

An Appealing Fruit & Vegetable Category

In the past months, we have been trying to understand shoppers by following our Shopper Model. After deciding which store they will visit to buy their groceries, shoppers arrive at the fruit and vegetable category, which offers products such as vine tomatoes. Here, it is important to communicate in an effective manner, so shoppers can choose the right products for their dishes. Do they need everyday products or are they in the mood for something special?

Specific Communication or Specific Shoppers

Everyday products need simple and effective communication, whereas more exclusive products can benefit from more elaborate communication, such as storytelling. It comes down to understanding shoppers and handing them the information in a way that appeals to them. Our previous blogs have shown that knowing your target groups, store concepts and products helps to effectively reach your shoppers. Whether you keep it simple or go all out, make sure the type of communication matches the situation.

Clear & Simple Communication

In the end, shoppers need to choose the right products and not waste too much time in the process. Targeted communication helps them decide which products meet their demands. Since shoppers have a limited time and attention span, it is crucial to be clear. Too much information could be overwhelming and may even lead to confused shoppers not willing to buy anything at all. When it comes to communication, less is more.

It Starts with Fresh and Healthy Produce

In case there is no room for communication, let the products’ fresh appearance do the talking. Vine tomatoes that are picked today and in stores tomorrow, have more value than tomatoes that have been underway for days before they are displayed. Freshness should always be guaranteed, because without it there is no amount of communication that can improve your products.

Are you inspired by our words and would you like to start using our Shopper Model? Do not hesitate to get in touch with Wim van den Berg: w.vandenberg@doorpartners.nl or +31 (0)6 5756 4346.

The sales, marketing and quality control of Prominent tomatoes are handled by Door Partners B.V. This sales subsidiary forms part of the Grower Cooperative DOOR U.A.

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