how do you sell fertilizers that are much more expensive than your competitors in the market?

Question

i have a one-year old company that sells slow release ferilizers for palm oil,a new technology for fertilizers.after one year,still i cant capture 10% of the market here.medium-to-large estates are relunctant to use our product mainly because of the price.it's more expensive per tonne than straight or compound fertilizers,eventhough the price comes with quality and higher yield on their side.i've tried reducing the price but it didnt work that much.how do i convince these people that great quality comes with great price?

Answer 1

You have to imagine a feature that yours has and the others lack and then convince people they need that feature. For example you can claim yours is more earth-friendly. Push the idea in your ads that there are no petroleum products used in yours because it is based on the renewable palm oil, an ecologically-friendlier source.

Don't go for large users because they are price sensitive. Package it in smaller green recyclable bags that can be sold to individual consumers in upscale neighborhoods. Try to distribute it through florists or boutique greenhouses in those areas. Once they realize its value as an earth-friendly item they will buy it independent of the cost.

Answer 2

You need to concentrate on why should they buy your product over the other ones on the market-what is the advantage to them,will the grass be greener,more lush; will the flowers have deeper color,flower longer and produce more flowers. Those that care about their lawn and landscaping if shown the difference like on a brochure that has lawn that uses other products and then also has a lawn on which your product is used IF Your Lawn SHOWS a Distinct Difference-greener,lusher,grass more dense(which means will have to fertilize a bit less with better results , perhaps) show a flower garden picture with others on market and then yours-if the difference can be seen with yours looking noticeably better than I would think they would choose your product) for I know I would. Like they say a picture is worth a thousand words. You may have to invest some monies in advertising-printing of brochures ,I wouldn't skimp because the glossier and more colorful the more effective they will be in enticing homeowners to want their gardens to look that good and why not approach some of the Gardeners that produce gardening shows for if you are able to work out a greatly reduced price or something free if they mention your product on the show-many people watch these shows and are always eager to try something new to make their gardens better.It wouldn't hurt were you to attend a sales class for maybe its not just the price but your sales technigue could perhaps be improved. You have to Believe that your product is better and convey that to the person you are talking to. Also instead of lowering the price offer a certain percentage off for the first buy and another low percentage off for referral---people in general are always eager to get a bargain,a discount . The most important thing is you have to sell the qualities that make your product better for if they do not get convinced that your product will make their lawns more lush etc then why would they pay more. Also try Commercial Accts-golfcourses esp if you can show although your product is a bit more will produce lusher grass that is able to handle all the foot etc traffic better than the grass from the other products therfore requiring less care and in the long run saves money. Wish you the best of luck

Answer 3

Educate your customer. You said it all. It's about yield. A lower cost per acre means they use less of yours and save $$$

Answer 4

Promote the quality of the product and the "you get what you pay for" mentality.

Answer 5

I have come to find out that you can't. Sorry but the American public does NOT want quality American products , they want cheep. (that's why Wal-mart is doing so well)