The First Steps Of Our Latest Market Research Project
Win Marketing is currently working on a market research project in a really interesting industry, the aerospace and defence industry.
Looking to gain insight into product testing in this sector for the UK market, the project has been a enlightening for our team. In addition to teaching us more about the aerospace industry, the project has seen us put to use some tried and tested strategies for effectively researching niche markets to gain results.
The first obstacle that many companies often encounter is getting in touch with the correct individuals. This research project has very specific scope, so many of the companies that we contact may not be suitable for interviews, and without speaking to the right person, it can be difficult to know whether the company is relevant or not.
To get around this, one tactic is to conduct short ‘qualifying survey’, inquiring whether or not each company’s services and products are relevant, and if the company does indeed work in the aerospace or defence industry.
Once this has been qualified, the short question of who the best person to speak to would be, often can save a lot of time later in the market research process with ‘getting past the gatekeeper’.
Often with this type of research, people find they come across a mixed bag of results. It is no surprise that some manufacturers in these industries are quite secretive about their products, to the point where several companies operate under a ‘no market research’ policy to protect their products and services.
Another area that can be a struggle is the negative connotations and confusion between a research phone call and a sales phone call. As is the case with any successful market research project, it is important to be friendly and professional – without giving across the incorrect impression that you are conducting a sales call.
One tip we would suggest is to use the term ‘market research’ sparingly and be sure to take a more academic interest in your interviews. Contacts are likely to be more receptive and provide more insightful answers.
There is still more work to do, and we are looking forward to spending more time on this stimulating project! If you work in the aerospace of defence industry and you would like to help us
(and our client) out, please get in touch with us at research@winmarketing.co.uk
Win Marketing is currently working on a market research project in a really interesting industry, the aerospace and defence industry.
Looking to gain insight into product testing in this sector for the UK market, the project has been a enlightening for our team. In addition to teaching us more about the aerospace industry, the project has seen us put to use some tried and tested strategies for effectively researching niche markets to gain results.
The first obstacle that many companies often encounter is getting in touch with the correct individuals. This research project has very specific scope, so many of the companies that we contact may not be suitable for interviews, and without speaking to the right person, it can be difficult to know whether the company is relevant or not.
To get around this, one tactic is to conduct short ‘qualifying survey’, inquiring whether or not each company’s services and products are relevant, and if the company does indeed work in the aerospace or defence industry.
Once this has been qualified, the short question of who the best person to speak to would be, often can save a lot of time later in the market research process with ‘getting past the gatekeeper’.
Often with this type of research, people find they come across a mixed bag of results. It is no surprise that some manufacturers in these industries are quite secretive about their products, to the point where several companies operate under a ‘no market research’ policy to protect their products and services.
Another area that can be a struggle is the negative connotations and confusion between a research phone call and a sales phone call. As is the case with any successful market research project, it is important to be friendly and professional – without giving across the incorrect impression that you are conducting a sales call.
One tip we would suggest is to use the term ‘market research’ sparingly and be sure to take a more academic interest in your interviews. Contacts are likely to be more receptive and provide more insightful answers.
There is still more work to do, and we are looking forward to spending more time on this stimulating project! If you work in the aerospace of defence industry and you would like to help us
(and our client) out, please get in touch with us at research@winmarketing.co.uk
Leave a Reply