Quality control
Sensory shelf life
Sensory tastings are more than just quality or R&D tools
When we talk about food, we often think of expiration dates, nutrition labels, or preservation methods. But there's a crucial aspect that often goes unnoticed—yet directly determines whether a product will be accepted or rejected: sensory shelf life. In this process, the consumer is not a mere observer, but a central protagonist.
What is a sales-oriented tasting?
A sales tasting is not just about gathering technical data. It’s about creating such a positive experience that the client wants to keep tasting… and buying.
In other words, it’s the first step in a sales funnel.
How does this sensory funnel work?
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Attraction: You invite the client to a sensory session. It could be a comparison of your own products, a reformulation, or a blind test.
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Interest: During the tasting, the client gets involved—gives feedback, asks questions, and feels like part of the process.
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Desire: If the experience is positive and distinctive, the client starts visualizing the product within their business.
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Action: After the tasting, results, conclusions, and a tailored proposal are sent. A connection, credibility, and need have been created.
Keys to making it work
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Don’t sell during the tasting. Listen and let the product speak.
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Extreme personalization. Samples tailored to the type of client or sales channel.
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Sensory data + business insights. Not just flavor: also competitive advantages, market potential, etc.
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Immediate follow-up. The next day should bring a useful proposal or insight.
A real-life example
In a sensory demo with a major dairy brand, three versions of a new functional yogurt were tested. The client evaluated texture, sweetness, and mouthfeel. At the end—beyond the sensory data—they were convinced that Profile 2 had “that something” that would resonate with their consumers. Two weeks later, they were signing a pilot contract.
Conclusion: selling through the senses
In industries where the product is sampled before purchase, the tasting is the demo.
And like any good demo, the goal is not to show everything—but to spark the desire to keep exploring.