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 Pitching a Product By Kelly Spors Q: My wife has an idea and rough design for a baby-related product that apparently has not yet been patented. Once we have a patented concept, what's the best way to ensure that a consumer-products company will see value in it? A: Convincing a company to pay you for a product idea is a hard sell. And the vast majority of patents -- some estimates suggest up to 97% never reach the market. The good news is that many companies are increasingly turning to outsiders to generate new products, even building Web sites on which the general public can submit ideas. You need to sound serious about pursuing the product idea and make it clear you've done market research and know there's ample demand for the product and that it can be manufactured at a reasonable price. "The more homework you do upfront, the better chance they're going to listen," says Matt Yubas, a Lubbock, Texas, product coach. Ask a lot of questions, and if the product manager seems disinterested, ask why. You might pick up suggestions while talking to product managers about how to make the product more sellable later on. If a product manager seems intrigued by your idea, mention you will follow up in writing with more specifics about the market research you've conducted and the market demand. Also, request an in-person meeting with company representatives. 
Next step: Please see the Invention Success Kit - Self-Marketing
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