Face to Face Marketing and Door to Door Marketing 

Professional Qualified Sales Experts present products and services, calling on companies using our proven d2d sales Service Provider Agency , door-to-door sales technique and d2d sales Service Provider Agency in mumbai.

We convert potential customers to sustainable clients in the shortest space of time( door to door sales, d2d sales Service Provider Agency ). 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. d2d sales Service Provider Agency 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 Hadapsar

In sales conversations, the winning number is three

Do you remember the old television commercial with the boy asking a wise owl how many licks does it take to get to the Tootsie Roll center of a Tootsie Pop? The owl takes the Tootsie Pop, and begins to lick, “One, two, three and crunch…” the owl bites into the candy and confidently proclaims it takes three licks to get to the center.

Many marketers and salespeople face a similar conundrum with respect to positioning a solution, wondering what exactly is the very best number of claims you should share with a potential prospect to maximize the impact of your story?

Recent research suggests the magic number is…you guessed it, three.

In an article titled, “When Three Charms, but Four Alarms: Identifying the Optimal Number of Claims in a Persuasion Setting,” Kurt Carlson from Georgetown University and Suzanne Shu from UCLA took a close look at this question. Their conclusion: “In settings where customers know that the message source has a persuasion motive, the optimal number of positive claims is three.”

In fact, Carlson and Shu say that once you share your fourth claim (or more), you cross a tipping point where you begin undermining your case, stating that “once the sufficiency of three claims is breached the full set of claims is seen with skepticism, regardless of how many claims are presented.”

The bottom line: you can maximize the power of your sales message by sharing no more than three claims to support your story.

Want to learn more about how to create selling stories that get results? Then check out our video here.

Source:

http://papers.ssrn.com/sol3/papers.cfm?abstract_id=2277117

Carlson, Kurt A. and Shu, Suzanne B., When Three Charms But Four Alarms: Identifying the Optimal Number of Claims in Persuasion Settings (June 10, 2013). Available at SSRN: http://ssrn.com/abstract=2277117 or http://dx.doi.org/10.2139/ssrn.2277117

d2d sales Service Provider Agency in Pune

d2d sales Service Provider Agency in mumbai

Local Marketing , college advertisement, b2c brand Activation, online reputation management,

Business To Business Advertisement, one 2 one Branding, Human Resource Planning

Face to Face Marketing and Door to Door Marketing 

Professional Qualified Sales Experts present products and services, calling on companies using our proven d2d sales Service Provider Agency , door-to-door sales technique and d2d sales Service Provider Agency in mumbai.

We convert potential customers to sustainable clients in the shortest space of time( door to door sales, d2d sales Service Provider Agency ). 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. d2d sales Service Provider Agency 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 Companies in Swargate

Marketing Communications – Meaning and its Process

Marketing communications is essentially a part of the marketing mix. The marketing mix defines the 4Ps of marketing and Promotion is what marketing communications is all about. It is the message your organization is going to convey to your market. You need to be very particular about different messages you are going to convey through different mediums.

Traditionally printed marketing was the whole sole method of conveying the messages to the consumers. However, in recent times, emails, sms, blogs, television and company websites have become the trendy way of conveying the organization’s message to the consumers. It is important though that the message you give in one medium should tally with the message provided in other medium. For example, you should use the same logo in on your website as the one you use in your email messages. Similarly, your television messages should convey the same message as your blogs and websites.

For the above reason, people controlling the marketing communication process are very important for the company. These executives make it an integrated marketing communication process. You would now understand why it has to be ‘integrated’. The reason is that the messages to be conveyed through different mediums should be the same.

Let us now look at the marketing communication process. It is very important to have a process in place because then your advertising will reap proper benefits. There is an old advertising joke “I know my advertising works, I don’t know which half.” That’s why if the marketing communication process puts a tab on advertising because companies cannot bear to lose dollars on wrong type of advertising. Things have to be well-defined and integrated to get maximum revenues. Your marketing communication process would look like:

Marketing Communications

The marketing communication process identifies where the investments are being done and what is bringing more return on investment. Therefore, you can alter the advertising campaign to reap maximum benefits.

The process begins at the strategic development stage. You start by creating a marketing communications program. At this point, you decide what all will fall in your advertising bracket. At the next stage, you capture responses of your consumers. These responses are then recorded and maintained as advertising data. The executives then analyze and evaluate the collected data. They generate the all important reports which will help to allocate the integrated marketing and communications budget.

The integrated marketing communications is a data-driven approach which identifies the consumer insights and develops a strategy with the right combination of offline and online channels which should result in a stronger brand-consumer relationship. It has grown manifolds in recent years due to several shifts in the advertising and media industry. This is the reason why it has developed into a primary strategy for the developers. Some examples of shifts are from media advertising to the multiple forms of communication, from general focus advertising to data based marketing and so on.

Selecting the most important communications elements is crucial for the success of company’s business. The advertising campaign should be effective across all platforms. Once the integrated marketing process is set, the company can reap rich dividends from it. These days, there are companies that specialize in creating the marketing communications process for you. So you can either do it on your own or take their services. But an effective marketing communication process is the order of the day!

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

Articales from http://www.managementstudyguide.com

Learning the Ropes of Consultative Selling

Learning the Ropes of Consultative Selling

Today’s markets are highly competitive. Customers have never had it better. Now they have unlimited choices to make. All the products that are out in the market are superior in terms of their quality, performance and feature etc. It is very difficult for customers to make a choice to buy any one particular brand of product alone. Very often the sales process or the interaction with the salesman and the approach to selling clinches the deal. Customer’s time is very valuable. They would find it useful to engage in their own area of business rather than take time to find out all that there is to know about a product, the different manufacturers etc. This is where a consultative selling approach works best.

Consultative selling is an approach wherein the salesman engages with the customer’s business, understands all about customer’s business processes, identifies their specific needs, shortcomings and problems and designs solution of which his product or service is a involved. Thus the salesman or the selling company offers a solution to the customer to improve his business rather than just selling a product or service leaving it to the customer to figure out how best to use the same.

Consultative selling has gained ground in recent times and almost all industries have adapted this approach of selling their products and services. Consultative selling has taken the concepts of Customer engagement, Customer relationship and Customer satisfaction further to partnering with the customer.

In the highly competitive market, selling is a challenge. Salesmen have got to be creative and methodical in their approach to building on sales leads and managing selling process. Adapting a consultative approach to selling involves a lot of homework and work discipline that is required to be learnt and imbibed as a part of day to day routine.

Ask any star performer salesman and he will tell you that the secret of his success lies in doing his homework meticulously. It is not necessary for a salesman to be in the field all the seven days a week and make cold calls. Rather, what matters is the quality of work that he puts in to qualify the customer, to get to know all about the customer and preparing a strategy for approaching the customer’s business that helps him perform effectively. A well prepared plan or strategy can be executed effectively and the effort will be fruitful.

Before one embarks on a consultative mode of selling, there has got to be sufficient preparation done to ensure that the self is completely equipped with in depth knowledge of the product as well as of the target customer and his business.

Product knowledge is one of the key factors that is very essential for a consultative salesman. When we talk of product knowledge, we are not just referring to the generic information about the product, its features and other product details etc. The knowledge of the product, its uses, its origin as well as the future trends has got to be studied in depth. The salesman has got to be as good as the product manager in terms of the product that he is selling. Only then, would he be able to use the product as a solution. Take the case of salesmen who work for Supply chain service providers and logistics operators. Third party logistics service providers offer a host of products and services as a part of integrated supply chain solution. They could be offering a total solution including inventory management, warehousing, shipping, transportation and freight management as a part of a solution to any client. In this field the only approach that works would be the consultative mode of designing a supply chain solution to address the customer’s requirement. A salesman in this situation has got to know all about warehousing and the operations in the warehouse as well as about inventory management, systems that manage inventory and order management and so on. Unless and until he is conversant with the details of the product he would not be in a position even to engage the customer at the first level of talks. In this case, the salesmen has got to know not only about warehousing, but about freight as well as the other products which are going to be a part of the total solution. Though the solution design will be done by a design team comprising of product specialists team, it is the salesman who leads the team and engages with the customer. Even to put a foot into the door and get an entry or the attention of the customer, it is necessary for the salesman to have the knowledge and expertise that convinces the customer that he can offer a solution.

Sales managers take several weeks off their field and spend time visiting their projects that are under implementation and learn the ropes of operations. This enhances their knowledge and equips them to be more effective with their sales talk. A salesman who knows what he is talking can easily carry the customer with him. Therefore it is imperative for those aspiring marketing and sales managers to imbibe the right attitude and invest on preparing self with the right product knowledge to be able to sell effectively.

Why Pay? How Are Companies Framing Price Increases With Customers?

As a precursor to our next academic study around messaging for price increases, we surveyed the market to find out how well they think they’re doing in this area. The findings of that survey are explored below.

“I need you to pay more.”

No matter how you spin it, communicating a price increase message to your customers is tricky business, not least because there’s so much potential for things to go wrong. But, challenging and delicate as this conversation can be, it’s a strategically important conversation that many B2B pros have to handle effectively to hit aggressive growth goals.

Findings from a new Corporate Visions market survey, done in partnership with the International Journal of Sales Transformation, confirm how important it is to execute this conversation well. Nearly two-thirds of B2B professionals (63 percent) believe price increases are “very important” or “mission critical” for maintaining desired profitability and revenue growth.

Unfortunately, as important as this dialogue is for hitting high growth targets, it’s not going over too well with customers. The survey shows that companies lack the confidence, strategy and messaging structure needed to effectively frame price increases to their customers. Low marks across these key areas are resulting in subpar outcomes in this pivotal conversation—which I’m calling the “Why Pay?” message.

How Are Customers Responding?

Nearly 69 percent of respondents in our survey describe their requests for a price increase as “50-50” or worse in terms of how well they go over with customers. While they’re worried about settling for less than they want, there doesn’t seem to be a major concern about long-term damage to customer relationships and loyalty.

On the other hand, that means only about a third of companies think their price increase conversations go the way they want. That means either getting an acceptable increase (26 percent) or getting everything they wanted (5 percent). That’s not exactly a glowing endorsement of how this dialogue is being handled today, and it shows there’s still plenty of room for improvement.

A Confidence Gap?

When asked about their confidence level in the approaches they’re taking to price increase messaging, survey respondents admitted feeling shaky. In fact, just 37 percent are “confident” in their approach to communicating price increases, while only eight percent feel “very confident.” This leaves 55 percent who are unsure about how appropriate or effective their price increase messaging is.

This begins to explain why:

Nearly four out of five companies (79 percent) in the survey say they want more structure around their messaging for this critical conversation; while

Another 21 percent are convinced they’re doing well enough.

A related finding that’s just as telling: Fewer than one-third of respondents (32 percent) believe their approach to communicating price increases is “highly structured”—meaning they craft a deliberate communication plan using persuasive messaging techniques, and provide specific recommendations to those who own this responsibility, including skills training on how best to communicate and negotiation pricing to maximize results.

Among the two-thirds of companies lagging in this aspect, the survey found that:

23 percent say it’s ad hoc, meaning they have no formal approach in place for this type of conversation, and give license for the responsible parties to handle the development and delivery of this message on their own with the customers.

44 percent say their approach is somewhat structured, meaning someone creates a formal communication so the story is consistent, but then either leaves it up to the responsible parties to communicate or send the request via email, before letting the team follow-up with limited messaging direction.

But here’s the reality: Most companies know they’re leaving money on the table and getting less than they want, and perhaps even need, from their customers. Ongoing investments in servicing accounts and improving solutions, as well as the rising cost of goods, often end up in the same spot: a post-purchase price increase conversation.

Besides your profitability being on the line, this discussion carries the additional risk of tarnishing relationships, destabilizing the partnership, and possibly damaging customer loyalty in a way that makes them susceptible to a competitive alternative. A success rate of less than 33 percent, as indicated by the survey, shows there’s considerable room for improvement in framing this conversation in a more effective way.

We aim to show you how in forthcoming research, conducted with a professor from U.K. Warwick Business School—stay tuned.

d2d sales Service Provider Agency in Pune

d2d sales Service Provider Agency in mumbai

Local Marketing , college advertisement, b2c brand Activation, online reputation management,

Business To Business Advertisement, one 2 one Branding, Human Resource Planning

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 Hadapsar

In sales conversations, the winning number is three

Do you remember the old television commercial with the boy asking a wise owl how many licks does it take to get to the Tootsie Roll center of a Tootsie Pop? The owl takes the Tootsie Pop, and begins to lick, “One, two, three and crunch…” the owl bites into the candy and confidently proclaims it takes three licks to get to the center.

Many marketers and salespeople face a similar conundrum with respect to positioning a solution, wondering what exactly is the very best number of claims you should share with a potential prospect to maximize the impact of your story?

Recent research suggests the magic number is…you guessed it, three.

In an article titled, “When Three Charms, but Four Alarms: Identifying the Optimal Number of Claims in a Persuasion Setting,” Kurt Carlson from Georgetown University and Suzanne Shu from UCLA took a close look at this question. Their conclusion: “In settings where customers know that the message source has a persuasion motive, the optimal number of positive claims is three.”

In fact, Carlson and Shu say that once you share your fourth claim (or more), you cross a tipping point where you begin undermining your case, stating that “once the sufficiency of three claims is breached the full set of claims is seen with skepticism, regardless of how many claims are presented.”

The bottom line: you can maximize the power of your sales message by sharing no more than three claims to support your story.

Want to learn more about how to create selling stories that get results? Then check out our video here.

Source:

http://papers.ssrn.com/sol3/papers.cfm?abstract_id=2277117

Carlson, Kurt A. and Shu, Suzanne B., When Three Charms But Four Alarms: Identifying the Optimal Number of Claims in Persuasion Settings (June 10, 2013). Available at SSRN: http://ssrn.com/abstract=2277117 or http://dx.doi.org/10.2139/ssrn.2277117

d2d sales Service Provider Agency in Pune

d2d sales Service Provider Agency in mumbai

Local Marketing , college advertisement, b2c brand Activation, online reputation management,

Business To Business Advertisement, one 2 one Branding, Human Resource Planning

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 Companies in Swargate

Marketing Communications – Meaning and its Process

Marketing communications is essentially a part of the marketing mix. The marketing mix defines the 4Ps of marketing and Promotion is what marketing communications is all about. It is the message your organization is going to convey to your market. You need to be very particular about different messages you are going to convey through different mediums.

Traditionally printed marketing was the whole sole method of conveying the messages to the consumers. However, in recent times, emails, sms, blogs, television and company websites have become the trendy way of conveying the organization’s message to the consumers. It is important though that the message you give in one medium should tally with the message provided in other medium. For example, you should use the same logo in on your website as the one you use in your email messages. Similarly, your television messages should convey the same message as your blogs and websites.

For the above reason, people controlling the marketing communication process are very important for the company. These executives make it an integrated marketing communication process. You would now understand why it has to be ‘integrated’. The reason is that the messages to be conveyed through different mediums should be the same.

Let us now look at the marketing communication process. It is very important to have a process in place because then your advertising will reap proper benefits. There is an old advertising joke “I know my advertising works, I don’t know which half.” That’s why if the marketing communication process puts a tab on advertising because companies cannot bear to lose dollars on wrong type of advertising. Things have to be well-defined and integrated to get maximum revenues. Your marketing communication process would look like:

Marketing Communications

The marketing communication process identifies where the investments are being done and what is bringing more return on investment. Therefore, you can alter the advertising campaign to reap maximum benefits.

The process begins at the strategic development stage. You start by creating a marketing communications program. At this point, you decide what all will fall in your advertising bracket. At the next stage, you capture responses of your consumers. These responses are then recorded and maintained as advertising data. The executives then analyze and evaluate the collected data. They generate the all important reports which will help to allocate the integrated marketing and communications budget.

The integrated marketing communications is a data-driven approach which identifies the consumer insights and develops a strategy with the right combination of offline and online channels which should result in a stronger brand-consumer relationship. It has grown manifolds in recent years due to several shifts in the advertising and media industry. This is the reason why it has developed into a primary strategy for the developers. Some examples of shifts are from media advertising to the multiple forms of communication, from general focus advertising to data based marketing and so on.

Selecting the most important communications elements is crucial for the success of company’s business. The advertising campaign should be effective across all platforms. Once the integrated marketing process is set, the company can reap rich dividends from it. These days, there are companies that specialize in creating the marketing communications process for you. So you can either do it on your own or take their services. But an effective marketing communication process is the order of the day!

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Articales from http://www.managementstudyguide.com

Learning the Ropes of Consultative Selling

Learning the Ropes of Consultative Selling

Today’s markets are highly competitive. Customers have never had it better. Now they have unlimited choices to make. All the products that are out in the market are superior in terms of their quality, performance and feature etc. It is very difficult for customers to make a choice to buy any one particular brand of product alone. Very often the sales process or the interaction with the salesman and the approach to selling clinches the deal. Customer’s time is very valuable. They would find it useful to engage in their own area of business rather than take time to find out all that there is to know about a product, the different manufacturers etc. This is where a consultative selling approach works best.

Consultative selling is an approach wherein the salesman engages with the customer’s business, understands all about customer’s business processes, identifies their specific needs, shortcomings and problems and designs solution of which his product or service is a involved. Thus the salesman or the selling company offers a solution to the customer to improve his business rather than just selling a product or service leaving it to the customer to figure out how best to use the same.

Consultative selling has gained ground in recent times and almost all industries have adapted this approach of selling their products and services. Consultative selling has taken the concepts of Customer engagement, Customer relationship and Customer satisfaction further to partnering with the customer.

In the highly competitive market, selling is a challenge. Salesmen have got to be creative and methodical in their approach to building on sales leads and managing selling process. Adapting a consultative approach to selling involves a lot of homework and work discipline that is required to be learnt and imbibed as a part of day to day routine.

Ask any star performer salesman and he will tell you that the secret of his success lies in doing his homework meticulously. It is not necessary for a salesman to be in the field all the seven days a week and make cold calls. Rather, what matters is the quality of work that he puts in to qualify the customer, to get to know all about the customer and preparing a strategy for approaching the customer’s business that helps him perform effectively. A well prepared plan or strategy can be executed effectively and the effort will be fruitful.

Before one embarks on a consultative mode of selling, there has got to be sufficient preparation done to ensure that the self is completely equipped with in depth knowledge of the product as well as of the target customer and his business.

Product knowledge is one of the key factors that is very essential for a consultative salesman. When we talk of product knowledge, we are not just referring to the generic information about the product, its features and other product details etc. The knowledge of the product, its uses, its origin as well as the future trends has got to be studied in depth. The salesman has got to be as good as the product manager in terms of the product that he is selling. Only then, would he be able to use the product as a solution. Take the case of salesmen who work for Supply chain service providers and logistics operators. Third party logistics service providers offer a host of products and services as a part of integrated supply chain solution. They could be offering a total solution including inventory management, warehousing, shipping, transportation and freight management as a part of a solution to any client. In this field the only approach that works would be the consultative mode of designing a supply chain solution to address the customer’s requirement. A salesman in this situation has got to know all about warehousing and the operations in the warehouse as well as about inventory management, systems that manage inventory and order management and so on. Unless and until he is conversant with the details of the product he would not be in a position even to engage the customer at the first level of talks. In this case, the salesmen has got to know not only about warehousing, but about freight as well as the other products which are going to be a part of the total solution. Though the solution design will be done by a design team comprising of product specialists team, it is the salesman who leads the team and engages with the customer. Even to put a foot into the door and get an entry or the attention of the customer, it is necessary for the salesman to have the knowledge and expertise that convinces the customer that he can offer a solution.

Sales managers take several weeks off their field and spend time visiting their projects that are under implementation and learn the ropes of operations. This enhances their knowledge and equips them to be more effective with their sales talk. A salesman who knows what he is talking can easily carry the customer with him. Therefore it is imperative for those aspiring marketing and sales managers to imbibe the right attitude and invest on preparing self with the right product knowledge to be able to sell effectively.

Why Pay? How Are Companies Framing Price Increases With Customers?

As a precursor to our next academic study around messaging for price increases, we surveyed the market to find out how well they think they’re doing in this area. The findings of that survey are explored below.

“I need you to pay more.”

No matter how you spin it, communicating a price increase message to your customers is tricky business, not least because there’s so much potential for things to go wrong. But, challenging and delicate as this conversation can be, it’s a strategically important conversation that many B2B pros have to handle effectively to hit aggressive growth goals.

Findings from a new Corporate Visions market survey, done in partnership with the International Journal of Sales Transformation, confirm how important it is to execute this conversation well. Nearly two-thirds of B2B professionals (63 percent) believe price increases are “very important” or “mission critical” for maintaining desired profitability and revenue growth.

Unfortunately, as important as this dialogue is for hitting high growth targets, it’s not going over too well with customers. The survey shows that companies lack the confidence, strategy and messaging structure needed to effectively frame price increases to their customers. Low marks across these key areas are resulting in subpar outcomes in this pivotal conversation—which I’m calling the “Why Pay?” message.

How Are Customers Responding?

Nearly 69 percent of respondents in our survey describe their requests for a price increase as “50-50” or worse in terms of how well they go over with customers. While they’re worried about settling for less than they want, there doesn’t seem to be a major concern about long-term damage to customer relationships and loyalty.

On the other hand, that means only about a third of companies think their price increase conversations go the way they want. That means either getting an acceptable increase (26 percent) or getting everything they wanted (5 percent). That’s not exactly a glowing endorsement of how this dialogue is being handled today, and it shows there’s still plenty of room for improvement.

A Confidence Gap?

When asked about their confidence level in the approaches they’re taking to price increase messaging, survey respondents admitted feeling shaky. In fact, just 37 percent are “confident” in their approach to communicating price increases, while only eight percent feel “very confident.” This leaves 55 percent who are unsure about how appropriate or effective their price increase messaging is.

This begins to explain why:

Nearly four out of five companies (79 percent) in the survey say they want more structure around their messaging for this critical conversation; while

Another 21 percent are convinced they’re doing well enough.

A related finding that’s just as telling: Fewer than one-third of respondents (32 percent) believe their approach to communicating price increases is “highly structured”—meaning they craft a deliberate communication plan using persuasive messaging techniques, and provide specific recommendations to those who own this responsibility, including skills training on how best to communicate and negotiation pricing to maximize results.

Among the two-thirds of companies lagging in this aspect, the survey found that:

23 percent say it’s ad hoc, meaning they have no formal approach in place for this type of conversation, and give license for the responsible parties to handle the development and delivery of this message on their own with the customers.

44 percent say their approach is somewhat structured, meaning someone creates a formal communication so the story is consistent, but then either leaves it up to the responsible parties to communicate or send the request via email, before letting the team follow-up with limited messaging direction.

But here’s the reality: Most companies know they’re leaving money on the table and getting less than they want, and perhaps even need, from their customers. Ongoing investments in servicing accounts and improving solutions, as well as the rising cost of goods, often end up in the same spot: a post-purchase price increase conversation.

Besides your profitability being on the line, this discussion carries the additional risk of tarnishing relationships, destabilizing the partnership, and possibly damaging customer loyalty in a way that makes them susceptible to a competitive alternative. A success rate of less than 33 percent, as indicated by the survey, shows there’s considerable room for improvement in framing this conversation in a more effective way.

We aim to show you how in forthcoming research, conducted with a professor from U.K. Warwick Business School—stay tuned.

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