Mr.Customer is not looking at your product but you.

“Customers are okay to give a chance to a product but the worry is about who is selling it. The question is to the sales(wo)man and to the business is that what brand are they representing it to?” 

There are plenty of products in the market to solve ‘a’ problem, but the customer goes with a few named ones. Based on their budget whatever is affordable but SHOULD BE known to them. You call it as a brand, trust, etc., the bottom line is whomever the customer feels can meet their expectation

Now the challenge is how to create a brand (a) trust?

It happens over a period of time by your consistent quality actions that should have been proven your capabilities.

Are there any shortcuts?

I wish to have one but the reality is NO

Then what is the way out for new entrant?

1. Show it how to be done by mimicking the problem.

2. Be everywhere wherever they need you

3. Look for an opportunity to inspire. Profitability should be a byproduct. Customers are not hesitant to pay for the deserving candidates.

4. Exhibit your knowledge by talking intricacies. Everyone is doing that, and your voice is not heard of? No shortcuts again, you haven’t spoken enough. You haven’t differentiated. You have not done your homework to earn the customer respect