Category: Branding

Face to Face Marketing and Door to Door Marketing 

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

We convert potential customers to sustainable clients in the shortest space of time( door to door sales, door to door sales Companies ). 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. door to door sales Companies 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 agencies in Pune Cantonment

Moving From Products to Solutions

Aon Hewitt, a provider of human capital and management consulting services, made a big shift in its sales conversations, putting its sales team in a position to talk about issues and insights instead of just features and benefits. The change is making a huge difference in the quality of their conversations in the field.

The “before” and “after” story tells it best, as Andrea Armstrong, VP global commercial operations, noted in her sales breakout track. Before embracing an insights-focused, customer-centric approach, the company’s sales conversations were dominated by seller-centric messaging, with nearly 60 percent of sales meetings focused on talking about their company and products. The other 40 percent of the conversation was split evenly between talking about their slides and listening to the client.

That’s not the case anymore. Aon Hewitt has undergone a sea change in its sales conversations, as 75 percent of sales calls involve actively listening to and having fully engaged dialogues with their clients. Meanwhile, only 10 percent of the conversation now focuses on Aon Hewitt themselves.

The new Aon Hewitt sales cycle is built around storytelling, and their process has five steps:

door to door sales Companies in Pune

door to door sales Companies in mumbai

corporate marketing , Newspaper Advertising, Branding, promotional,

Airports sales, Corporate Activities, College Project Reports

Face to Face Marketing and Door to Door Marketing 

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

We convert potential customers to sustainable clients in the shortest space of time( door to door sales, door to door sales Companies ). 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. door to door sales Companies 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 recruiters in pune

Selling Price Variance

Definition: Selling Price Variance

Sales Price Variance is a measure of difference in sales revenue due to variation between the standard and the actual selling price. This metric is used to measure the performance of a sales function and analysing annual or quarterly business results in order to estimate market conditions.

It is calculated as follows:

Sales Price Variance= Quantity Sold* (Actual Selling Price-Standard Selling Price)

Sales Price Variance helps in determining whether a business would be profitable or loss making over a given period of time.

What is Brand Personality ?

Brand personality is the way a brand speaks and behaves. It means assigning human personality traits/characteristics to a brand so as to achieve differentiation. These characteristics signify brand behaviour through both individuals representing the brand (i.e. it’s employees) as well as through advertising, packaging, etc. When brand image or brand identity is expressed in terms of human traits, it is called brand personality. For instance – Allen Solley brand speaks the personality and makes the individual who wears it stand apart from the crowd. Infosys represents uniqueness, value, and intellectualism.

Brand personality is nothing but personification of brand. A brand is expressed either as a personality who embodies these personality traits (For instance – Shahrukh Khan and Airtel, John Abraham and Castrol) or distinct personality traits (For instance – Dove as honest, feminist and optimist; Hewlett Packard brand represents accomplishment, competency and influence). Brand personality is the result of all the consumer’s experiences with the brand. It is unique and long lasting.

Brand personality must be differentiated from brand image, in sense that, while brand image denote the tangible (physical and functional) benefits and attributes of a brand, brand personality indicates emotional associations of the brand. If brand image is comprehensive brand according to consumers’ opinion, brand personality is that aspect of comprehensive brand which generates it’s emotional character and associations in consumers’ mind.

Brand personality develops brand equity. It sets the brand attitude. It is a key input into the look and feel of any communication or marketing activity by the brand. It helps in gaining thorough knowledge of customers feelings about the brand. Brand personality differentiates among brands specifically when they are alike in many attributes. For instance – Sony versus Panasonic. Brand personality is used to make the brand strategy lively, i.e, to implement brand strategy. Brand personality indicates the kind of relationship a customer has with the brand. It is a means by which a customer communicates his own identity.

Brand personality and celebrity should supplement each other. Trustworthy celebrity ensures immediate awareness, acceptability and optimism towards the brand. This will influence consumers’ purchase decision and also create brand loyalty. For instance – Bollywood actress Priyanka Chopra is brand ambassador for J.Hampstead, international line of premium shirts.

Brand personality not only includes the personality features/characteristics, but also the demographic features like age, gender or class and psychographic features. Personality traits are what the brand exists for.

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Articales from http://www.managementstudyguide.com

Ask ‘why’ Five Times

Is the method Taiichi Ohno, the pioneer of Toyota’s production systems recommended to get to the root cause of a problem. My idea was that this principle could also serve well in sales. Here is an example how it could be used to find out whether there is an opportunity and if it is real and worth while winning.

I am aware that good sales people know the power of questioning instead of providing the potential buyer with a laundry list of features and benefits. Being able to ask pertinent questions requires preparation. Preparation is more than amassing information. I suggest that already during preparation the following 5 ‘why’ questions can be used for a more focused approach.

I assume every salesperson has a list of potential targets. Maybe not all the lists are explicitly documented, that does however not mean they do not exist. Those salespeople who are reluctant to make it explicit should however be aware that they cannot ask for help or coaching. In any case the following questions can help you to prioritize the targets.

Why might/does my target want to buy? If after research and reflection you cannot find the answer seen from the target’s view point, this indicates that your target is most likely not a valid prospect to spend further time on right now? I do not have the space here to deal with the situation where you should find no suitable targets on the entire list. Maybe you can already guess though what to do. Ask a different series of ‘Why’ questions to understand what needs to be done.

Next follows a question which you might consider going against a salesperson’s pride. Why does the target need my help for buying? Giving yourself an honest answer and maybe coming to the conclusion that no help is required, might prevent you from spending too much time on deals that probably will happen anyway. Actually I expect this situation to increase with the all the Sales 2.0 tools already existing and waiting to be used

Assuming , you found a reason, ask: Why should the target buy from you? This will help you to find qualitative elements for a value hypothesis and addressing also the emotional aspects. Even in B2B, emotions are involved. To find the rational reason for the decision is a necessary formality. Especially with this question it is hard to keep the customers point of view and not reverting to the inside out view of most marketing messages.

You can find the quantitative part of your value proposition needed for the rational reasoning by asking. Why should your target spend the money you will ask for?

I insist, all your answers to the above questions must be from the customer’s perspective. Be also warned Even then they are still your hypothesis which need confirmation when you finally are talking to the target. Despite all this insight, you are not ready yet to pitch. If you do it, you take a big risk of being perceived as manipulative by your target. But you are much better armed to have a conversation where you can gain credibility by asking pertinent questions. Not having taken the target’s view will though make it impossible to gain confirmation of your hypothesis.

There is one last question: Why should you do a deal with your target? you must answer from your view point if you do not want to be stuck with “bad business” regretting for having done the deal in the first place. It also helps you staying out of trouble with your management justifying why you did a potentially unprofitable deal.

What is in for you?

It helps you spend quality time with the right people, at the right point in time, with the right topics. Instead of trying to get in front of as many targets as you can. There are anyway fewer targets in a tough economy and you will have to spend even more time than usual just to find them so you can hope for the numbers game to play out. These efforts for finding more targets will go to the detriment of time you can spend with targets that want to buy and need your help.

You also gain credibility with your targets that you approach them with an attitude of service and contribution and you should have less time to spend with objection handling if at all.

Finally knowing the ‘why’ is not sufficient but it helps you tremendously to pro-actively plan the ‘what’ and the ‘how’ to say and do. Your actions will thus not be applied unreflected form a standard repertoire . They are put into customer context. Knowing the ‘why’ also allows you to be more creative with planning the ‘what and the ‘how’ instead of rigidly following a prescribed set of actions predefined in your sales process. But you only gain this freedom if you understand the ‘why’ you are doing it.

In summary, asking theses questions is helping you to make better use of your time through higher effectiveness. You can work smarter instead of harder .

Why is it hard anyway?

Becoming more effective is though also hard but more mentally than physically. Focusing requires to be able to say ‘no’. This ability is not exactly the forte of sales people due to their generally optimistic nature. Especially in harsh market conditions, with dried up pipelines as we are currently facing or fearing, sales people and managers hope to be able to stay in their comfort zone by not wasting time with these probably perturbing questions and just focusing on the ‘what’ and the ‘how’. In the worst case, managers will revert to telling their people exactly ‘what’ and ‘how’ to do it. By focusing on action and working probably harder than ever before, at least they can not be accused of not having tried hard. Although this is of little help when the revenue is not flowing as expected and right sizing measures will have to be applied to the sales force.

Is this counterintuitive? State of the art physics is also counterintuitive. Learning to live with counterintuitive principles in sales might be what it takes to develop it from an art to a science; where we understand why something works instead of just copying actions from someone else who claimed having had success with a certain approach in the past.

You might want to consult “Counter-Intuitive Selling” by Bill Byron Concevitch to familiarize yourself with the idea. You might have seen what Jonathan Farrington, said in a recent post? ‘The clock is ticking.’

Should you be interested in the original principle of Taiichi Ohno, here is a link to the information that can be found on the Toyota site.

door to door sales Companies in Pune

door to door sales Companies in mumbai

corporate marketing , Newspaper Advertising, Branding, promotional,

Airports sales, Corporate Activities, College Project Reports

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 agencies in Pune Cantonment

Moving From Products to Solutions

Aon Hewitt, a provider of human capital and management consulting services, made a big shift in its sales conversations, putting its sales team in a position to talk about issues and insights instead of just features and benefits. The change is making a huge difference in the quality of their conversations in the field.

The “before” and “after” story tells it best, as Andrea Armstrong, VP global commercial operations, noted in her sales breakout track. Before embracing an insights-focused, customer-centric approach, the company’s sales conversations were dominated by seller-centric messaging, with nearly 60 percent of sales meetings focused on talking about their company and products. The other 40 percent of the conversation was split evenly between talking about their slides and listening to the client.

That’s not the case anymore. Aon Hewitt has undergone a sea change in its sales conversations, as 75 percent of sales calls involve actively listening to and having fully engaged dialogues with their clients. Meanwhile, only 10 percent of the conversation now focuses on Aon Hewitt themselves.

The new Aon Hewitt sales cycle is built around storytelling, and their process has five steps:

door to door sales Companies in Pune

door to door sales Companies in mumbai

corporate marketing , Newspaper Advertising, Branding, promotional,

Airports sales, Corporate Activities, College Project Reports

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 recruiters in pune

Selling Price Variance

Definition: Selling Price Variance

Sales Price Variance is a measure of difference in sales revenue due to variation between the standard and the actual selling price. This metric is used to measure the performance of a sales function and analysing annual or quarterly business results in order to estimate market conditions.

It is calculated as follows:

Sales Price Variance= Quantity Sold* (Actual Selling Price-Standard Selling Price)

Sales Price Variance helps in determining whether a business would be profitable or loss making over a given period of time.

What is Brand Personality ?

Brand personality is the way a brand speaks and behaves. It means assigning human personality traits/characteristics to a brand so as to achieve differentiation. These characteristics signify brand behaviour through both individuals representing the brand (i.e. it’s employees) as well as through advertising, packaging, etc. When brand image or brand identity is expressed in terms of human traits, it is called brand personality. For instance – Allen Solley brand speaks the personality and makes the individual who wears it stand apart from the crowd. Infosys represents uniqueness, value, and intellectualism.

Brand personality is nothing but personification of brand. A brand is expressed either as a personality who embodies these personality traits (For instance – Shahrukh Khan and Airtel, John Abraham and Castrol) or distinct personality traits (For instance – Dove as honest, feminist and optimist; Hewlett Packard brand represents accomplishment, competency and influence). Brand personality is the result of all the consumer’s experiences with the brand. It is unique and long lasting.

Brand personality must be differentiated from brand image, in sense that, while brand image denote the tangible (physical and functional) benefits and attributes of a brand, brand personality indicates emotional associations of the brand. If brand image is comprehensive brand according to consumers’ opinion, brand personality is that aspect of comprehensive brand which generates it’s emotional character and associations in consumers’ mind.

Brand personality develops brand equity. It sets the brand attitude. It is a key input into the look and feel of any communication or marketing activity by the brand. It helps in gaining thorough knowledge of customers feelings about the brand. Brand personality differentiates among brands specifically when they are alike in many attributes. For instance – Sony versus Panasonic. Brand personality is used to make the brand strategy lively, i.e, to implement brand strategy. Brand personality indicates the kind of relationship a customer has with the brand. It is a means by which a customer communicates his own identity.

Brand personality and celebrity should supplement each other. Trustworthy celebrity ensures immediate awareness, acceptability and optimism towards the brand. This will influence consumers’ purchase decision and also create brand loyalty. For instance – Bollywood actress Priyanka Chopra is brand ambassador for J.Hampstead, international line of premium shirts.

Brand personality not only includes the personality features/characteristics, but also the demographic features like age, gender or class and psychographic features. Personality traits are what the brand exists for.

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Articales from http://www.managementstudyguide.com

Ask ‘why’ Five Times

Is the method Taiichi Ohno, the pioneer of Toyota’s production systems recommended to get to the root cause of a problem. My idea was that this principle could also serve well in sales. Here is an example how it could be used to find out whether there is an opportunity and if it is real and worth while winning.

I am aware that good sales people know the power of questioning instead of providing the potential buyer with a laundry list of features and benefits. Being able to ask pertinent questions requires preparation. Preparation is more than amassing information. I suggest that already during preparation the following 5 ‘why’ questions can be used for a more focused approach.

I assume every salesperson has a list of potential targets. Maybe not all the lists are explicitly documented, that does however not mean they do not exist. Those salespeople who are reluctant to make it explicit should however be aware that they cannot ask for help or coaching. In any case the following questions can help you to prioritize the targets.

Why might/does my target want to buy? If after research and reflection you cannot find the answer seen from the target’s view point, this indicates that your target is most likely not a valid prospect to spend further time on right now? I do not have the space here to deal with the situation where you should find no suitable targets on the entire list. Maybe you can already guess though what to do. Ask a different series of ‘Why’ questions to understand what needs to be done.

Next follows a question which you might consider going against a salesperson’s pride. Why does the target need my help for buying? Giving yourself an honest answer and maybe coming to the conclusion that no help is required, might prevent you from spending too much time on deals that probably will happen anyway. Actually I expect this situation to increase with the all the Sales 2.0 tools already existing and waiting to be used

Assuming , you found a reason, ask: Why should the target buy from you? This will help you to find qualitative elements for a value hypothesis and addressing also the emotional aspects. Even in B2B, emotions are involved. To find the rational reason for the decision is a necessary formality. Especially with this question it is hard to keep the customers point of view and not reverting to the inside out view of most marketing messages.

You can find the quantitative part of your value proposition needed for the rational reasoning by asking. Why should your target spend the money you will ask for?

I insist, all your answers to the above questions must be from the customer’s perspective. Be also warned Even then they are still your hypothesis which need confirmation when you finally are talking to the target. Despite all this insight, you are not ready yet to pitch. If you do it, you take a big risk of being perceived as manipulative by your target. But you are much better armed to have a conversation where you can gain credibility by asking pertinent questions. Not having taken the target’s view will though make it impossible to gain confirmation of your hypothesis.

There is one last question: Why should you do a deal with your target? you must answer from your view point if you do not want to be stuck with “bad business” regretting for having done the deal in the first place. It also helps you staying out of trouble with your management justifying why you did a potentially unprofitable deal.

What is in for you?

It helps you spend quality time with the right people, at the right point in time, with the right topics. Instead of trying to get in front of as many targets as you can. There are anyway fewer targets in a tough economy and you will have to spend even more time than usual just to find them so you can hope for the numbers game to play out. These efforts for finding more targets will go to the detriment of time you can spend with targets that want to buy and need your help.

You also gain credibility with your targets that you approach them with an attitude of service and contribution and you should have less time to spend with objection handling if at all.

Finally knowing the ‘why’ is not sufficient but it helps you tremendously to pro-actively plan the ‘what’ and the ‘how’ to say and do. Your actions will thus not be applied unreflected form a standard repertoire . They are put into customer context. Knowing the ‘why’ also allows you to be more creative with planning the ‘what and the ‘how’ instead of rigidly following a prescribed set of actions predefined in your sales process. But you only gain this freedom if you understand the ‘why’ you are doing it.

In summary, asking theses questions is helping you to make better use of your time through higher effectiveness. You can work smarter instead of harder .

Why is it hard anyway?

Becoming more effective is though also hard but more mentally than physically. Focusing requires to be able to say ‘no’. This ability is not exactly the forte of sales people due to their generally optimistic nature. Especially in harsh market conditions, with dried up pipelines as we are currently facing or fearing, sales people and managers hope to be able to stay in their comfort zone by not wasting time with these probably perturbing questions and just focusing on the ‘what’ and the ‘how’. In the worst case, managers will revert to telling their people exactly ‘what’ and ‘how’ to do it. By focusing on action and working probably harder than ever before, at least they can not be accused of not having tried hard. Although this is of little help when the revenue is not flowing as expected and right sizing measures will have to be applied to the sales force.

Is this counterintuitive? State of the art physics is also counterintuitive. Learning to live with counterintuitive principles in sales might be what it takes to develop it from an art to a science; where we understand why something works instead of just copying actions from someone else who claimed having had success with a certain approach in the past.

You might want to consult “Counter-Intuitive Selling” by Bill Byron Concevitch to familiarize yourself with the idea. You might have seen what Jonathan Farrington, said in a recent post? ‘The clock is ticking.’

Should you be interested in the original principle of Taiichi Ohno, here is a link to the information that can be found on the Toyota site.

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