Launching a new business or a new product is always tricky, especially with today's more competitive landscape. As much as business people want to be profitable, there is no escaping the fact that it can only be achieved by being relevant and unique to their target market forever. Otherwise, why else would they continue purchasing the product, right?
As a designer, this where you come in and play a critical role in the success of that launch. Leading the way and guiding the client to choose to invest in design from the very beginning of the process guarantees its success outright.
And here are some ways to motivate your client to do so during the pitch:
1. Talk about research.
More often, designers fail not because of their design but because it's not grounded in reality, with reality being charts and numbers that the client can appreciate. Instead of simply aesthetics, be a more proactive designer by coming up with market research to back your design. It can be as simple as a SWOT analysis of the design of the packaging or a market study of items which it may look like in the market. If the client's product is food and their outside packaging resembles that of a detergent, share it; that would be much appreciated by the client as they know that you took the time to check the market than simply giving out designs from a computer.
With your design knowledge, the research phase of your pitch can also be a teachable moment for the client. You can explain why your design chooses the colors that it does and its psychological impact to the market that you are trying to penetrate.
2. Explain the joy of failing in testing
Although it may seem counterintuitive, encouraging testing even for something as simple as a focus group discussion can pay off well in the long run. Testing with the actual product through 3D rendering can also be smart as actual people can get to the item and give feedback even before it hits the shelves and the paying hands of the customers.
Tell your client this: would they rather produce the product and fail or fail now and iterate and then go into production? Would firing, shooting, before aiming a much more expensive activity to undergo?
3. Make the process fun and economic.
So okay, your client is 50 percent sold to the idea of great design. But be reminded that these are business people with real goals which missed targets have a lot of effect on their work and that of their companies. Make it fun, a learning time, but have a solid strategy and timeline. Delaying the launch of the product is one thing, but not being able to launch due to your delays is another.
Be smart and objective, have a schedule, and win the case for great design.