Face to Face Marketing and Door to Door Marketing 

Professional Qualified Sales Experts present products and services, calling on companies using our proven door2door selling company , door-to-door sales technique and door2door selling company in mumbai.

We convert potential customers to sustainable clients in the shortest space of time( door to door sales, door2door selling company ). Our professional teams interact with customers, educating them on our clients’ products/services, as well as generating immediate sales or leads with interested customers.

Marketing and advertising budgets have come under increasing pressure. door2door selling company and Door-to-door sales is a low cost distribution channel, and is an effective way to gain more return on investment. It secures increased value with minimum spend, allowing access to a customer base which is not always reached by existing marketing strategies.

Through Door to Door sales, customers can choose the most suitable deals, especially because they have a chance to ask questions and have the offering clarified by our qualified sales experts in mumbai

Door to Door Sales Agency 

We believe our experience, our sales ability and the detailed processes we have in place ensure we successfully launch new products to the market. Our sector experience and data insights ensure we are calling on the right outlets to maximise return on investment during the critical launch phase.

We have proven experience in launching challenger brands to the market along with well-established range extensions and completely new products.

We believe Fulcrum is the door-to-door-sales agency in pune best suited to owning the responsibility of launching your new product – why not give us a call to find out if we can help you?

I did door-to-door sales for nine years, in hundreds of different cities and towns all across the india. Through long, hard, agonizing trial and error, I eventually developed enough skill that I could take any product into any area on any day and make sales.

In the beginning, I struggled. But when I was about to give up on myself and quit (like 99.9% of people that try door-to-door sales do within their first few days),  experienced salesperson to give me a chance to get on track.

What I saw that day changed my life forever.

I watched as the experienced salesperson drove to an area where he had previous sales success, and listened as he explained to me why he parked his car in the exact spot he did to start his day and laid out his exact plan of attack.
Within the first 10 minutes, I learned a valuable lesson that not only made my door-to-door sales career much easier, but has also been the key to bringing in millions of dollars in revenue for my own companies, and those of thousands of others I’ve consulted to:

A current customer is the easiest person to make a sale to – many, many times easier (and less expensive) than trying to get new customers.

Most business owners operate a risky, day-to-day, transactional business, believing that the reason for getting a customer is to make a sale. That’s their biggest problem: making nothing more than “a” sale to a customer. After that initial transaction, they simply hope that their product or service or location is good enough that they will get a repeat visit from that customer.

On the other hand, sharp business owners (and door-to-door salespeople!) know that the point to making a sale is to get a customer. We have systems put together to maximize the value of that customer by making future offers to them, so that they buy more of the same product or service, or a different version, or even an entirely different product or service.

In other words, we recognize that a current customer is the easiest person to sell to, and a prospect is the hardest and most-expensive person to sell to. Therefore, we concentrate on maximizing the value of every new customer we get.

If you want to grow your business during these challenging economic times (and even during boom times), your time and effort should be invested in working to turn prospects into customers and retain them to market to in the future.
While your marketing is doing its job to get you prospects, you need to be working on turning those prospects into customers. There are a few key ways to draw them in and seal the deal. You need to be:

Inviting
Informative
Enjoyable

The biggest fear of most new customers is the dreaded “buyer’s remorse.” You want to minimize this as best you can, and if you’ve provided a quality product or service that delivers on the marketing claims you’ve made, the risk will be lower.

However, returns can still occur. Here are the two most effective ways to deal with this:

Offer to refund money — no questions asked
Offer a bonus they can keep even if they return the product

These offers alone will also lessen the impact of buyer’s remorse, because the customer will trust you more just because you showed the confidence in your product or service to offer these options in the first place.

There are number of other ways to turn a prospect into a customer:

Offer a special price as an opportunity for them to test the market.
Offer a lower price with a legitimate reason, such as clearing out inventory to pay a tax bill, for your kid’s braces, or another tangible reason. (Added bonus: Customers love you for doing this, because it makes you so much more human to them.)
Offer a referral incentive.
Offer a smaller, less expensive entry-level product to build trust.
Offer package deals.
Offer to charge less for their first purchase if they become a repeat customer.
Offer extra incentives, such as longer warranties or free bonuses, if they order by a certain date.
Offer financing options, if applicable.
Offer a bonus if they pay in full.
Offer special packaging or delivery.
Offer “name-your-own-price” incentives.
Offer comparative data or other comparison tools.
Offer to let them trade up or upgrade to something better if they want.
Offer additional, educational information to help them make the decision.

The options are really only limited by your imagination and marketing skill. You can use these or other ideas to discover what works the best for your specific business, with your specific products, services and target market.

Even if you ever find yourself doing door-to-door sales.

Marketing agent in Hinjewadi

What’s the Story?

To defeat the status quo, think like a storyteller, not just a salesperson

At the most conservative estimate, we humans have been telling stories for thousands of years. We’ve drawn them on cave walls. We’ve passed them down orally through the generations. We’ve told them with the printed word, in books, magazines and newspapers. We listen to them over the airwaves. We watch them on laptop monitors and plasma displays.

The media may have changed dramatically, but the basic truth remains the same: We are wired for stories, and stories still matter to us today. So why not sell to that deep-seated narrative urge?

Melissa Madian, VP of sales enablement at Vision Critical, was recently the subject of an engaging interview on Selling Power, where she discussed the importance of bringing a storyteller’s mentality to the sales arena. We highly recommend checking the interview out (and not just because “Conversations That Win the Complex Sale” makes a cameo!).

So what, according to Madian, is the best thing about telling stories? Well, most importantly, people remember them.

“You may not necessarily remember a product feature that you see, or what exactly was in the demo that got shown to you, but you’ll always remember the story that a vendor tells you,” she said.

Intuitively, we seem to understand this, even if we have a hard time doing it. But why are stories so powerful? What actually makes them memorable?

It shouldn’t be surprising that an activity as ancient as storytelling appeals to the oldest part of our brain—often aptly referred to as the “old brain.” The “old brain” is the simple, decision-making mechanism that craves contrast, makes fast, non-analytical decisions, and responds to emotions and visual stimuli. Ultimately, that’s the part of the brain your messaging needs to speak to if you hope to move your prospect away from their status quo.

As Madian points out, a story isn’t really a story without a conflict or point of tension that needs to be resolved. You can enhance the power of your story by personalizing it and using “you phrasing” to transfer ownership and place your prospect in the middle of that tension. Then you can show the potential risks and uncertainties in their current situation and help them find a way to overcoming these challenges by doing something different.

You can also better represent the journey from conflict to resolution by showing clear visual contrast between the pain your prospects feel in their current situation and the value they’ll receive from yours.

When asked why some reps struggle with storytelling, Madian said the laser focus on hitting quota and thinking like a salesperson can prevent reps from considering “how the buyer is experiencing the process with us.”

When it comes to convincing prospects to change, salespeople should speak less in the terms of sales and more in the terms of change management. That will help you tell a story that unhinges the status quo and sets your conversations apart.

For a more in-depth discussion of these storytelling techniques and more, pre-order your copy of “The Three Value Conversations,” due out Summer 2015.

door2door selling company in Pune

door2door selling company in mumbai

one to one marketing , B 2 B Advertising, B 2 B brand Activation, blog posting,

B2B sales, face to face marketing, Exit Interviews

Face to Face Marketing and Door to Door Marketing 

Professional Qualified Sales Experts present products and services, calling on companies using our proven door2door selling company , door-to-door sales technique and door2door selling company in mumbai.

We convert potential customers to sustainable clients in the shortest space of time( door to door sales, door2door selling company ). Our professional teams interact with customers, educating them on our clients’ products/services, as well as generating immediate sales or leads with interested customers.

Marketing and advertising budgets have come under increasing pressure. door2door selling company and Door-to-door sales is a low cost distribution channel, and is an effective way to gain more return on investment. It secures increased value with minimum spend, allowing access to a customer base which is not always reached by existing marketing strategies.

Through Door to Door sales, customers can choose the most suitable deals, especially because they have a chance to ask questions and have the offering clarified by our qualified sales experts in mumbai

Door to Door Sales Agency 

We believe our experience, our sales ability and the detailed processes we have in place ensure we successfully launch new products to the market. Our sector experience and data insights ensure we are calling on the right outlets to maximise return on investment during the critical launch phase.

We have proven experience in launching challenger brands to the market along with well-established range extensions and completely new products.

We believe Fulcrum is the door-to-door-sales agency in pune best suited to owning the responsibility of launching your new product – why not give us a call to find out if we can help you?

I did door-to-door sales for nine years, in hundreds of different cities and towns all across the india. Through long, hard, agonizing trial and error, I eventually developed enough skill that I could take any product into any area on any day and make sales.

In the beginning, I struggled. But when I was about to give up on myself and quit (like 99.9% of people that try door-to-door sales do within their first few days),  experienced salesperson to give me a chance to get on track.

What I saw that day changed my life forever.

I watched as the experienced salesperson drove to an area where he had previous sales success, and listened as he explained to me why he parked his car in the exact spot he did to start his day and laid out his exact plan of attack.
Within the first 10 minutes, I learned a valuable lesson that not only made my door-to-door sales career much easier, but has also been the key to bringing in millions of dollars in revenue for my own companies, and those of thousands of others I’ve consulted to:

A current customer is the easiest person to make a sale to – many, many times easier (and less expensive) than trying to get new customers.

Most business owners operate a risky, day-to-day, transactional business, believing that the reason for getting a customer is to make a sale. That’s their biggest problem: making nothing more than “a” sale to a customer. After that initial transaction, they simply hope that their product or service or location is good enough that they will get a repeat visit from that customer.

On the other hand, sharp business owners (and door-to-door salespeople!) know that the point to making a sale is to get a customer. We have systems put together to maximize the value of that customer by making future offers to them, so that they buy more of the same product or service, or a different version, or even an entirely different product or service.

In other words, we recognize that a current customer is the easiest person to sell to, and a prospect is the hardest and most-expensive person to sell to. Therefore, we concentrate on maximizing the value of every new customer we get.

If you want to grow your business during these challenging economic times (and even during boom times), your time and effort should be invested in working to turn prospects into customers and retain them to market to in the future.
While your marketing is doing its job to get you prospects, you need to be working on turning those prospects into customers. There are a few key ways to draw them in and seal the deal. You need to be:

Inviting
Informative
Enjoyable

The biggest fear of most new customers is the dreaded “buyer’s remorse.” You want to minimize this as best you can, and if you’ve provided a quality product or service that delivers on the marketing claims you’ve made, the risk will be lower.

However, returns can still occur. Here are the two most effective ways to deal with this:

Offer to refund money — no questions asked
Offer a bonus they can keep even if they return the product

These offers alone will also lessen the impact of buyer’s remorse, because the customer will trust you more just because you showed the confidence in your product or service to offer these options in the first place.

There are number of other ways to turn a prospect into a customer:

Offer a special price as an opportunity for them to test the market.
Offer a lower price with a legitimate reason, such as clearing out inventory to pay a tax bill, for your kid’s braces, or another tangible reason. (Added bonus: Customers love you for doing this, because it makes you so much more human to them.)
Offer a referral incentive.
Offer a smaller, less expensive entry-level product to build trust.
Offer package deals.
Offer to charge less for their first purchase if they become a repeat customer.
Offer extra incentives, such as longer warranties or free bonuses, if they order by a certain date.
Offer financing options, if applicable.
Offer a bonus if they pay in full.
Offer special packaging or delivery.
Offer “name-your-own-price” incentives.
Offer comparative data or other comparison tools.
Offer to let them trade up or upgrade to something better if they want.
Offer additional, educational information to help them make the decision.

The options are really only limited by your imagination and marketing skill. You can use these or other ideas to discover what works the best for your specific business, with your specific products, services and target market.

Even if you ever find yourself doing door-to-door sales.

marketing agency in koregaon park

Positioning and Differentiating the Market Offering Through Product Life Cycle

Today’s markets represent the surplus market, with a wide range of product available for sell. Consumer has huge product offering to choose from, for soap, there are more than dozen brands and each brand has at least 4 or 5 varieties. Companies have to work on strategies, which would differentiate their products from competitors. This differentiation strategy also cannot last for long as competition is likely to catch very soon. Companies are aware of the product life cycle; challenge is to work up strategies for positioning and differentiating as to extend product life and making it profitable.

A market place has many segments out of which companies have to make a choice in which to operate. And within the market segment companies need to decide its offering and image. This process of identifying and build the brand image within a segment as to occupy presence in consumer mind is called positioning. Positioning is all about consumers rather than the product, the challenge is to develop a positive perception in consumer mind. Positioning is done based on an idea the product promotes, too many ideas will confuse the customer. Companies need to decide which idea to promote to be ahead of competition. Positioning should offer clarity to customer about what product is all about. For example, a competitor has similar positioning ideas, than the company is better positioning product where it enjoys a competitive advantage. Now, it is up to the marketing plan to create programs which highlight this positioning idea.

Positioning related marketing programs are responsible to pass unique selling proposition on to the customer. However, this can be taken forward with differentiation. Differentiation is process of adding more meaning to the product by highlighting attributes beyond the central theme. Task of differentiation is to highlight the relevant benefits in a distinctive manner which cannot be easily followed by competitors and provide profitable benefits to the company.

There are many differentiation tools available to the company to extract maximum benefits. The main variables which offer differentiation are product, service, personnel, channel and image. Product related attributes serve a good base of the differentiation. However, product differentiation varies depending on the nature of industry. For example, commodity products are difficult to differentiate on appearance where as automobiles present an opportunity with plenty of differentiations.

Service plays important differentiation tool where differentiation is difficult based on physical attributes of product. Differentiation in service can be achieved based on ordering ease, customer service during the sell, after sell customer service and consulting. One step forward in service is differentiation by personnel. By exhibiting a professional, reliable, quick and courteous response to customer can differentiate companies from competitors.

The distribution channel plays its part as differentiation tool and can prove to be competitive advantage. For example Dell computer through direct selling approach delivers computer system right at door step of home owners and offices.

Another important differentiation tool is image. There are various ways to achieve image differentiation depending on industry and market segment. Sponsoring of event and causes is one way building up image among consumers.

As pointed out earlier, company’s strategy has to change according to the stage in the product life cycle. The product life has introduction stage, growth stage, maturity stage and saturation stage. In introduction stage focus is on establishing a foothold in the market space and consumer mind, through promotion, product trial and establishing distribution channel. In growth stage, sales are increasing and company is striving for the number one space. Strategies here consist of acquiring new customer, expansion brand line and fighting of competition. In maturation stage, growth is not explosive as before, there are no further distributors to add and sales start a decline. Here companies attempt to streamline product category, enter new markets and modify product feature as well as attributes. In saturation stage, it is time for companies to review sustainability of product by conducting the cost benefit analysis and remove products, which are dragging on company’s profitability.

Markets in which companies are operating too have similar phases as products. Companies have to analyze positioning and differentiating strategies at various stages of the product and market life cycle.

……………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………….

Articales from http://www.managementstudyguide.com

Characteristics, Functions and Services of a Retailer

Characteristics, Functions and Services of a Retailer

In the fast changing globalized and a technology-driven business world, Retail industry over last few decades has witnessed a sea change. World’s largest retail giant of the present times Walmart is operating worldwide by establishing hypermarkets in various countries by taking the help of sophisticated means of communication as well as information systems technology.

A careful analysis of the trends reveals that in the Fortune 500 list of organizations, 50 are from retail industry and the top rank is occupied by the world’s No. 1 retail giant Walmart. The statistics convincingly reveal how fast the retail industry has grown and paved the path for expansion of business as well as employment opportunities.

Characteristics of a Retailer

• In the entire distribution chain, a retailer is considered to be the final link, who deals directly with the customer.
• A retailer purchases in bulk from the wholesalers and sells the products to the customers in small quantities.
• A retailer essentially maintains a variety of merchandise.
• The aim of a retailer is to achieve maximum satisfaction by exceeding their expectations and delivering exceptional services.

Key Functions Performed by a Retailer

• A retailer performs the dual functions of buying and assembling of goods. The responsibility of a retailer is to identify the most economical source for obtaining the goods from the suppliers and passing on the advantages to the consumer.
• The retailers perform the functions of warehousing and storing. They store the goods in bulk and make them available as per the requirement of the consumer. Warehousing and store keeping helps in ensuring uninterrupted availability of the goods to the consumers.
• The primary function of a retailer is selling the products to the customers for which various techniques or business practices are being adopted by the retailer to achieve the strategic goals.
• The prime focus of a retailer is on maximizing customer satisfaction by delivering quality products and services both on cash as well as credit basis. As a result of which, retailer always runs the risk of accumulating bad debts on account of non-payment of the amount from the consumer.
• A retailer needs to have robust risk management capabilities. Various kinds of risks can be involved in a retail business which a retailer should be well prepared with like loss or damage of the products due to deterioration in quality, perishability or spoilage. A change in customer’s buying preferences or tastes can also affect the retail business to a great extent, or even the products may be damaged due to the natural calamities or vagaries of nature.
• A retailer performs the crucial function of grading for all those goods which at times are either left ungraded by the wholesalers or manufacturers so that the customers readily accept the goods. The retailer is responsible for the packing of goods in small packages or small containers for the customer’s convenience.
• The retailers are the direct point of contact or communication with the customers; hence they gather information regarding the changing tastes and preferences of the consumers, pass on the customer feedback to the manufacturers for continuous improvement in service delivery.
• Retailers act as a vital channel for the launch of new products in the market as they are the direct interface with the consumers and can communicate directly with the targets consumers about the new product features and advantages.
• The retailers are responsible for the product promotion and advertisement by planning the product displays and visual merchandising for attracting the customers.

Services Provided by a Retailer

To Customers:

• A Retailer ensures ready stock availability of goods for the customers in sufficient quantities and sells the goods to the customers as per their quantity specifications.
• A retailer ensures availability of a wide variety of choices of products for the customers by keeping different varieties at various prices and also different brands as well.
• A retailer can provide credit facilities and heavy cash discounts on the purchase of different products to the customers.
• Retailers can provide customized services and pay personalized attention to the customers for achieving a higher level of satisfaction with the delivery of product or service.
• Retailers introduce new products to the customers and also guide them with the usage of the products.
• Retailers can provide additional services like free home delivery or after sales services.
• Retailers purchase and maintain a stock of those products which are mostly demanded by the customers. They aim at catering to the requirements of all kinds of customers with varied buying capacities.

To Wholesalers:

• Retailers are a valuable source of information and feedback for the wholesalers who in turn pass on the same information to the producers of the products. Crucial information related to the changes in the buying preferences of the customers, their experience with the usage of the products, feedback on the prices and quality of the products is passed on to the wholesalers. This helps in improving the existing services and in customizing the product solutions as per the requirements of the customers.
• A retailer absorbs most of the burden of the wholesaler and also of the manufacturer by selling the goods in small quantities to the customers. The wholesalers are relieved from the burden of maintaining direct touch with the customers and managing the entire gamut of activities involved in convincing the customers for purchasing their products.
• Retailer supports the wholesaler by acting as a channel for distributing the goods to the customers.
• Retailer acts as the point of contact between the customer and the wholesaler. Retailers are responsible for creating and improving the demand for various products by taking care of the display and merchandising activities.
• Retailers act as a major source of funding for the wholesale trade by placing the orders and making payments in advance to the wholesalers for those goods.

Prospecting in a Tough Market – It’s Nothing New

Tags: sales prospecting, sales techniques, sales problems

door2door selling company in Pune

door2door selling company in mumbai

one to one marketing , B 2 B Advertising, B 2 B brand Activation, blog posting,

B2B sales, face to face marketing, Exit Interviews

Face to Face Marketing and Door to Door Marketing 

Nothing beats the reality that one gets when you can interact with potential clients face to face physically moving from door to door within a community or household to household, face to face field marketing is also called personal selling or door to door marketing, customers are met directly in order to sell their products, using this method of field marketing we rely on our skills and persuasive abilities. During the period where we get to interact with the client face to face we get more chance to pass across edible information which would be useful to all our customers at that time and it’s also an opportunity for us to get feedback and to gauge your opinion about our business.

I did door-to-door sales for nine years, in hundreds of different cities and towns all across the india. Through long, hard, agonizing trial and error, I eventually developed enough skill that I could take any product into any area on any day and make sales.

In the beginning, I struggled. But when I was about to give up on myself and quit (like 99.9% of people that try door-to-door sales do within their first few days),  experienced salesperson to give me a chance to get on track.

What I saw that day changed my life forever.

I watched as the experienced salesperson drove to an area where he had previous sales success, and listened as he explained to me why he parked his car in the exact spot he did to start his day and laid out his exact plan of attack.
Within the first 10 minutes, I learned a valuable lesson that not only made my door-to-door sales career much easier, but has also been the key to bringing in millions of dollars in revenue for my own companies, and those of thousands of others I’ve consulted to:

A current customer is the easiest person to make a sale to – many, many times easier (and less expensive) than trying to get new customers.

Most business owners operate a risky, day-to-day, transactional business, believing that the reason for getting a customer is to make a sale. That’s their biggest problem: making nothing more than “a” sale to a customer. After that initial transaction, they simply hope that their product or service or location is good enough that they will get a repeat visit from that customer.

On the other hand, sharp business owners (and door-to-door salespeople!) know that the point to making a sale is to get a customer. We have systems put together to maximize the value of that customer by making future offers to them, so that they buy more of the same product or service, or a different version, or even an entirely different product or service.

In other words, we recognize that a current customer is the easiest person to sell to, and a prospect is the hardest and most-expensive person to sell to. Therefore, we concentrate on maximizing the value of every new customer we get.

If you want to grow your business during these challenging economic times (and even during boom times), your time and effort should be invested in working to turn prospects into customers and retain them to market to in the future.
While your marketing is doing its job to get you prospects, you need to be working on turning those prospects into customers. There are a few key ways to draw them in and seal the deal. You need to be:

Inviting
Informative
Enjoyable

The biggest fear of most new customers is the dreaded “buyer’s remorse.” You want to minimize this as best you can, and if you’ve provided a quality product or service that delivers on the marketing claims you’ve made, the risk will be lower.

However, returns can still occur. Here are the two most effective ways to deal with this:

Offer to refund money — no questions asked
Offer a bonus they can keep even if they return the product

These offers alone will also lessen the impact of buyer’s remorse, because the customer will trust you more just because you showed the confidence in your product or service to offer these options in the first place.

There are number of other ways to turn a prospect into a customer:

Offer a special price as an opportunity for them to test the market.
Offer a lower price with a legitimate reason, such as clearing out inventory to pay a tax bill, for your kid’s braces, or another tangible reason. (Added bonus: Customers love you for doing this, because it makes you so much more human to them.)
Offer a referral incentive.
Offer a smaller, less expensive entry-level product to build trust.
Offer package deals.
Offer to charge less for their first purchase if they become a repeat customer.
Offer extra incentives, such as longer warranties or free bonuses, if they order by a certain date.
Offer financing options, if applicable.
Offer a bonus if they pay in full.
Offer special packaging or delivery.
Offer “name-your-own-price” incentives.
Offer comparative data or other comparison tools.
Offer to let them trade up or upgrade to something better if they want.
Offer additional, educational information to help them make the decision.

The options are really only limited by your imagination and marketing skill. You can use these or other ideas to discover what works the best for your specific business, with your specific products, services and target market.

Even if you ever find yourself doing door-to-door sales.

Marketing agent in Hinjewadi

What’s the Story?

To defeat the status quo, think like a storyteller, not just a salesperson

At the most conservative estimate, we humans have been telling stories for thousands of years. We’ve drawn them on cave walls. We’ve passed them down orally through the generations. We’ve told them with the printed word, in books, magazines and newspapers. We listen to them over the airwaves. We watch them on laptop monitors and plasma displays.

The media may have changed dramatically, but the basic truth remains the same: We are wired for stories, and stories still matter to us today. So why not sell to that deep-seated narrative urge?

Melissa Madian, VP of sales enablement at Vision Critical, was recently the subject of an engaging interview on Selling Power, where she discussed the importance of bringing a storyteller’s mentality to the sales arena. We highly recommend checking the interview out (and not just because “Conversations That Win the Complex Sale” makes a cameo!).

So what, according to Madian, is the best thing about telling stories? Well, most importantly, people remember them.

“You may not necessarily remember a product feature that you see, or what exactly was in the demo that got shown to you, but you’ll always remember the story that a vendor tells you,” she said.

Intuitively, we seem to understand this, even if we have a hard time doing it. But why are stories so powerful? What actually makes them memorable?

It shouldn’t be surprising that an activity as ancient as storytelling appeals to the oldest part of our brain—often aptly referred to as the “old brain.” The “old brain” is the simple, decision-making mechanism that craves contrast, makes fast, non-analytical decisions, and responds to emotions and visual stimuli. Ultimately, that’s the part of the brain your messaging needs to speak to if you hope to move your prospect away from their status quo.

As Madian points out, a story isn’t really a story without a conflict or point of tension that needs to be resolved. You can enhance the power of your story by personalizing it and using “you phrasing” to transfer ownership and place your prospect in the middle of that tension. Then you can show the potential risks and uncertainties in their current situation and help them find a way to overcoming these challenges by doing something different.

You can also better represent the journey from conflict to resolution by showing clear visual contrast between the pain your prospects feel in their current situation and the value they’ll receive from yours.

When asked why some reps struggle with storytelling, Madian said the laser focus on hitting quota and thinking like a salesperson can prevent reps from considering “how the buyer is experiencing the process with us.”

When it comes to convincing prospects to change, salespeople should speak less in the terms of sales and more in the terms of change management. That will help you tell a story that unhinges the status quo and sets your conversations apart.

For a more in-depth discussion of these storytelling techniques and more, pre-order your copy of “The Three Value Conversations,” due out Summer 2015.

door2door selling company in Pune

door2door selling company in mumbai

one to one marketing , B 2 B Advertising, B 2 B brand Activation, blog posting,

B2B sales, face to face marketing, Exit Interviews

Face to Face Marketing and Door to Door Marketing 

Nothing beats the reality that one gets when you can interact with potential clients face to face physically moving from door to door within a community or household to household, face to face field marketing is also called personal selling or door to door marketing, customers are met directly in order to sell their products, using this method of field marketing we rely on our skills and persuasive abilities. During the period where we get to interact with the client face to face we get more chance to pass across edible information which would be useful to all our customers at that time and it’s also an opportunity for us to get feedback and to gauge your opinion about our business.

I did door-to-door sales for nine years, in hundreds of different cities and towns all across the india. Through long, hard, agonizing trial and error, I eventually developed enough skill that I could take any product into any area on any day and make sales.

In the beginning, I struggled. But when I was about to give up on myself and quit (like 99.9% of people that try door-to-door sales do within their first few days),  experienced salesperson to give me a chance to get on track.

What I saw that day changed my life forever.

I watched as the experienced salesperson drove to an area where he had previous sales success, and listened as he explained to me why he parked his car in the exact spot he did to start his day and laid out his exact plan of attack.
Within the first 10 minutes, I learned a valuable lesson that not only made my door-to-door sales career much easier, but has also been the key to bringing in millions of dollars in revenue for my own companies, and those of thousands of others I’ve consulted to:

A current customer is the easiest person to make a sale to – many, many times easier (and less expensive) than trying to get new customers.

Most business owners operate a risky, day-to-day, transactional business, believing that the reason for getting a customer is to make a sale. That’s their biggest problem: making nothing more than “a” sale to a customer. After that initial transaction, they simply hope that their product or service or location is good enough that they will get a repeat visit from that customer.

On the other hand, sharp business owners (and door-to-door salespeople!) know that the point to making a sale is to get a customer. We have systems put together to maximize the value of that customer by making future offers to them, so that they buy more of the same product or service, or a different version, or even an entirely different product or service.

In other words, we recognize that a current customer is the easiest person to sell to, and a prospect is the hardest and most-expensive person to sell to. Therefore, we concentrate on maximizing the value of every new customer we get.

If you want to grow your business during these challenging economic times (and even during boom times), your time and effort should be invested in working to turn prospects into customers and retain them to market to in the future.
While your marketing is doing its job to get you prospects, you need to be working on turning those prospects into customers. There are a few key ways to draw them in and seal the deal. You need to be:

Inviting
Informative
Enjoyable

The biggest fear of most new customers is the dreaded “buyer’s remorse.” You want to minimize this as best you can, and if you’ve provided a quality product or service that delivers on the marketing claims you’ve made, the risk will be lower.

However, returns can still occur. Here are the two most effective ways to deal with this:

Offer to refund money — no questions asked
Offer a bonus they can keep even if they return the product

These offers alone will also lessen the impact of buyer’s remorse, because the customer will trust you more just because you showed the confidence in your product or service to offer these options in the first place.

There are number of other ways to turn a prospect into a customer:

Offer a special price as an opportunity for them to test the market.
Offer a lower price with a legitimate reason, such as clearing out inventory to pay a tax bill, for your kid’s braces, or another tangible reason. (Added bonus: Customers love you for doing this, because it makes you so much more human to them.)
Offer a referral incentive.
Offer a smaller, less expensive entry-level product to build trust.
Offer package deals.
Offer to charge less for their first purchase if they become a repeat customer.
Offer extra incentives, such as longer warranties or free bonuses, if they order by a certain date.
Offer financing options, if applicable.
Offer a bonus if they pay in full.
Offer special packaging or delivery.
Offer “name-your-own-price” incentives.
Offer comparative data or other comparison tools.
Offer to let them trade up or upgrade to something better if they want.
Offer additional, educational information to help them make the decision.

The options are really only limited by your imagination and marketing skill. You can use these or other ideas to discover what works the best for your specific business, with your specific products, services and target market.

Even if you ever find yourself doing door-to-door sales.

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Positioning and Differentiating the Market Offering Through Product Life Cycle

Today’s markets represent the surplus market, with a wide range of product available for sell. Consumer has huge product offering to choose from, for soap, there are more than dozen brands and each brand has at least 4 or 5 varieties. Companies have to work on strategies, which would differentiate their products from competitors. This differentiation strategy also cannot last for long as competition is likely to catch very soon. Companies are aware of the product life cycle; challenge is to work up strategies for positioning and differentiating as to extend product life and making it profitable.

A market place has many segments out of which companies have to make a choice in which to operate. And within the market segment companies need to decide its offering and image. This process of identifying and build the brand image within a segment as to occupy presence in consumer mind is called positioning. Positioning is all about consumers rather than the product, the challenge is to develop a positive perception in consumer mind. Positioning is done based on an idea the product promotes, too many ideas will confuse the customer. Companies need to decide which idea to promote to be ahead of competition. Positioning should offer clarity to customer about what product is all about. For example, a competitor has similar positioning ideas, than the company is better positioning product where it enjoys a competitive advantage. Now, it is up to the marketing plan to create programs which highlight this positioning idea.

Positioning related marketing programs are responsible to pass unique selling proposition on to the customer. However, this can be taken forward with differentiation. Differentiation is process of adding more meaning to the product by highlighting attributes beyond the central theme. Task of differentiation is to highlight the relevant benefits in a distinctive manner which cannot be easily followed by competitors and provide profitable benefits to the company.

There are many differentiation tools available to the company to extract maximum benefits. The main variables which offer differentiation are product, service, personnel, channel and image. Product related attributes serve a good base of the differentiation. However, product differentiation varies depending on the nature of industry. For example, commodity products are difficult to differentiate on appearance where as automobiles present an opportunity with plenty of differentiations.

Service plays important differentiation tool where differentiation is difficult based on physical attributes of product. Differentiation in service can be achieved based on ordering ease, customer service during the sell, after sell customer service and consulting. One step forward in service is differentiation by personnel. By exhibiting a professional, reliable, quick and courteous response to customer can differentiate companies from competitors.

The distribution channel plays its part as differentiation tool and can prove to be competitive advantage. For example Dell computer through direct selling approach delivers computer system right at door step of home owners and offices.

Another important differentiation tool is image. There are various ways to achieve image differentiation depending on industry and market segment. Sponsoring of event and causes is one way building up image among consumers.

As pointed out earlier, company’s strategy has to change according to the stage in the product life cycle. The product life has introduction stage, growth stage, maturity stage and saturation stage. In introduction stage focus is on establishing a foothold in the market space and consumer mind, through promotion, product trial and establishing distribution channel. In growth stage, sales are increasing and company is striving for the number one space. Strategies here consist of acquiring new customer, expansion brand line and fighting of competition. In maturation stage, growth is not explosive as before, there are no further distributors to add and sales start a decline. Here companies attempt to streamline product category, enter new markets and modify product feature as well as attributes. In saturation stage, it is time for companies to review sustainability of product by conducting the cost benefit analysis and remove products, which are dragging on company’s profitability.

Markets in which companies are operating too have similar phases as products. Companies have to analyze positioning and differentiating strategies at various stages of the product and market life cycle.

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Articales from http://www.managementstudyguide.com

Characteristics, Functions and Services of a Retailer

Characteristics, Functions and Services of a Retailer

In the fast changing globalized and a technology-driven business world, Retail industry over last few decades has witnessed a sea change. World’s largest retail giant of the present times Walmart is operating worldwide by establishing hypermarkets in various countries by taking the help of sophisticated means of communication as well as information systems technology.

A careful analysis of the trends reveals that in the Fortune 500 list of organizations, 50 are from retail industry and the top rank is occupied by the world’s No. 1 retail giant Walmart. The statistics convincingly reveal how fast the retail industry has grown and paved the path for expansion of business as well as employment opportunities.

Characteristics of a Retailer

• In the entire distribution chain, a retailer is considered to be the final link, who deals directly with the customer.
• A retailer purchases in bulk from the wholesalers and sells the products to the customers in small quantities.
• A retailer essentially maintains a variety of merchandise.
• The aim of a retailer is to achieve maximum satisfaction by exceeding their expectations and delivering exceptional services.

Key Functions Performed by a Retailer

• A retailer performs the dual functions of buying and assembling of goods. The responsibility of a retailer is to identify the most economical source for obtaining the goods from the suppliers and passing on the advantages to the consumer.
• The retailers perform the functions of warehousing and storing. They store the goods in bulk and make them available as per the requirement of the consumer. Warehousing and store keeping helps in ensuring uninterrupted availability of the goods to the consumers.
• The primary function of a retailer is selling the products to the customers for which various techniques or business practices are being adopted by the retailer to achieve the strategic goals.
• The prime focus of a retailer is on maximizing customer satisfaction by delivering quality products and services both on cash as well as credit basis. As a result of which, retailer always runs the risk of accumulating bad debts on account of non-payment of the amount from the consumer.
• A retailer needs to have robust risk management capabilities. Various kinds of risks can be involved in a retail business which a retailer should be well prepared with like loss or damage of the products due to deterioration in quality, perishability or spoilage. A change in customer’s buying preferences or tastes can also affect the retail business to a great extent, or even the products may be damaged due to the natural calamities or vagaries of nature.
• A retailer performs the crucial function of grading for all those goods which at times are either left ungraded by the wholesalers or manufacturers so that the customers readily accept the goods. The retailer is responsible for the packing of goods in small packages or small containers for the customer’s convenience.
• The retailers are the direct point of contact or communication with the customers; hence they gather information regarding the changing tastes and preferences of the consumers, pass on the customer feedback to the manufacturers for continuous improvement in service delivery.
• Retailers act as a vital channel for the launch of new products in the market as they are the direct interface with the consumers and can communicate directly with the targets consumers about the new product features and advantages.
• The retailers are responsible for the product promotion and advertisement by planning the product displays and visual merchandising for attracting the customers.

Services Provided by a Retailer

To Customers:

• A Retailer ensures ready stock availability of goods for the customers in sufficient quantities and sells the goods to the customers as per their quantity specifications.
• A retailer ensures availability of a wide variety of choices of products for the customers by keeping different varieties at various prices and also different brands as well.
• A retailer can provide credit facilities and heavy cash discounts on the purchase of different products to the customers.
• Retailers can provide customized services and pay personalized attention to the customers for achieving a higher level of satisfaction with the delivery of product or service.
• Retailers introduce new products to the customers and also guide them with the usage of the products.
• Retailers can provide additional services like free home delivery or after sales services.
• Retailers purchase and maintain a stock of those products which are mostly demanded by the customers. They aim at catering to the requirements of all kinds of customers with varied buying capacities.

To Wholesalers:

• Retailers are a valuable source of information and feedback for the wholesalers who in turn pass on the same information to the producers of the products. Crucial information related to the changes in the buying preferences of the customers, their experience with the usage of the products, feedback on the prices and quality of the products is passed on to the wholesalers. This helps in improving the existing services and in customizing the product solutions as per the requirements of the customers.
• A retailer absorbs most of the burden of the wholesaler and also of the manufacturer by selling the goods in small quantities to the customers. The wholesalers are relieved from the burden of maintaining direct touch with the customers and managing the entire gamut of activities involved in convincing the customers for purchasing their products.
• Retailer supports the wholesaler by acting as a channel for distributing the goods to the customers.
• Retailer acts as the point of contact between the customer and the wholesaler. Retailers are responsible for creating and improving the demand for various products by taking care of the display and merchandising activities.
• Retailers act as a major source of funding for the wholesale trade by placing the orders and making payments in advance to the wholesalers for those goods.

Prospecting in a Tough Market – It’s Nothing New

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