Category: door2door Marketing Professional in Pune

Face to Face Marketing and Door to Door Marketing 

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

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

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

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

Door to Door Sales Agency 

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

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

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

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

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

What I saw that day changed my life forever.

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

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

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

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

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

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

Inviting
Informative
Enjoyable

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

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

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

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

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

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

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

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

Marketing agency in Narayan Peth

The Death of Boring: A C2C 2016 Recap

“B2B does not mean ‘Be too boring.’”

Author David Meerman Scott said it in his keynote at Content2Conversion 2016 in Scottsdale. It was one of those remarks that seemed to divide the room, producing ripples of laughter in some corners, squirms of unease in others. But whether you were laughing smugly or wincing in pain, you could probably appreciate his point.

For too long, B2B marketing and sales messages have suffered from a certain insularity, a sameness of look, tone and style evidenced by tired jargon (“scalable,” “world-class,” “innovation!”), stock photography (women smiling with salad, as Meerman Scott hilariously pointed out), overuse of trendy, nostalgic fonts (“lobster” has found its way onto soda bottles), and the reliance on decades-old messaging “best practices” (how long has “voice of the customer” been around?). 

For prospects and customers, the net effect of all this has been boredom, and when it comes to converting excitement into pipeline with your messaging and content, boredom has a cost.

One way to guarantee you’re not boring anyone in your customer conversations? Tell prospects something they don’t know about a problem or missed opportunity they didn’t know they had.

That topic was a focal point of Tim Riesterer’s Wednesday morning keynote, where he discussed the message differentiation you can gain by identifying and introducing your prospects’ “unconsidered needs.” You can then strengthen your differentiation by linking the needs you’ve brought into the conversation to your unexpected capabilities, showing how you—and you alone—are positioned to solve their most pressing business problems. That messaging approach, unlike the traditional “voice of the customer” model, will increase your prospect’s urgency to leave the status quo and expand the need for your offerings.

And get this: The results of a study Corporate Visions commissioned with Dr. Zakary Tormala, an expert in messaging and persuasion, revealed that a messaging approach based on unconsidered needs was seen as 41 percent more unexpected and unique than more traditional approaches. Check out the research brief here, which includes an example of what an unconsidered needs-based message looks and sounds like.

Typically, unconsidered needs come in three different forms. By addressing them in your messaging, content and skills, you’ll deliver the story you need to defeat your prospect’s status quo and distinguish your solutions.

Under-valued Needs – These are rapidly approaching trends or problems whose impact has been underestimated by your prospects. Your job is to assert the gravity of these potential problems, underscoring how the risks associated with them could put your prospect’s desired business outcomes in jeopardy. You can do this by using provocative insights and research that, together, amplify the size and speed of these problems, transforming them in your prospect’s mind from mere afterthoughts into urgent priorities. You can then connect these new, more serious considerations to your previously unspecified strengths.

Un-Met Needs – Your prospect or customer doesn’t realize they have these needs because they’ve relied on workarounds and stopgap measures to hide the source of their pain. But make no mistake: That pain is real, and it’s your job to show how their current situation is unsustainable because of it. Having done so, you can lead your prospect toward the fact that you have a more viable, long-term solution.

Unknown Needs – These are longer-range issues that come to light when a vendor has a fix for a problem the prospect wasn’t aware he or she had. By identifying these “off-the-radar” problems and bringing them into the life cycle of the buying decision, you can expand the value of your deals.

Meerman Scott was right: B2B messaging doesn’t have to be boring. To make it clear to prospects that you aren’t boring, and that you are different and better, don’t just focus on solving problems your prospects know about, but on finding ones they don’t.

door2door Marketing Professional in Pune

door2door Marketing Professional in mumbai

Local Marketing , Advertising in tech parks, Leaflet Distribution, Influencer marketing,

B To B selling, Promotional merchandise, Demographic Analysis

Face to Face Marketing and Door to Door Marketing 

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

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

Marketing and advertising budgets have come under increasing pressure. door2door Marketing Professional 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 erandwana

Tips for Successful Sales Professionals

Sales professionals play an essential role in the success or failure of an organization. Their key responsibility areas include promoting a product and making a brand popular amongst the end-users.

Sales representatives earn profits and generate revenues for the organization.

Let us go through some tips for successful sales professional:

• Understand your product well. Customers would find it difficult to believe you unless and until you yourself are convinced with the product. Know the benefits of your product or service. Sales professionals must be very clear with the USPs of the products for the customers to believe them.
• Take pride in your profession. An individual should not choose sales as a profession just because it is a quick source of earning money in the form of incentives. Individuals should have a passion for sales. Enjoy your work to the fullest for the best results. Never treat your job as a burden.
• Sales representatives can’t afford to be impatient. Customers would definitely take some time to believe in you and your product but that’s absolutely okay. It is a sin to shout or ill treat customers. They must be dealt with utmost patience and care. Be kind to the customers.
• Interact with the customers more often and try to find out their needs and expectations. Be honest with people. Suggest them only what is right for them.
• Create a target market for your products. Don’t try to sell a flat screen television or air conditioner to someone whose monthly income is rupees ten thousand only. It would be a sheer wastage of time, energy and talent. Understand the purchasing power of the customers.
• Don’t oversell. One should never irritate the customers. Don’t make their lives hell. Being pushy never leads to closure of deals; rather it leaves the customers’ irritated. Give them time to think and decide. It is good to be aggressive but never cross that fine line.
• A sales representative must never show his desperation in front of the customers. Don’t show him how badly you need to sell the products to achieve your targets. He has nothing to do with it. If he really needs the product, he would definitely buy it.
• Be a self motivator. Set a goal for yourself and try to achieve the same in the best possible way. Give your heart and soul in each deal.
• Avoid adopting a casual attitude. Don’t go casually dressed for sales meetings. Clients will never take you seriously.
• Be a good communicator. Take care of your pitch while speaking to the customers. Avoid being too loud or too soft. Make sure you are audible and the customers understand you.
• Convey what your product actually offers. Lies and fake stories cost later.
• Don’t be afraid of the targets. Accept them only when they are realistic and achievable.
• Sitting in the office doesn’t help in sales. Sales representatives must go out and meet people. Make a list of prospective customers. Exchange contact details and visiting cards to reach a wider audience.
• Don’t feel bad if you are unable to close a deal. Understand where you went wrong and how things could have been a little better. Be your own critic.
• Be a good listener. Listen to what the second party has to say.

Customer’s Expectations and Delight

Introduction

In today’s ultra competitive business environment merely meeting customer expectations is not enough. In order to effectively differentiate themselves from the competition, service providers need to focus on exceeding customer expectations to create customer delight and create a pool of loyal customers. Therefore, when deciding on a service delivery design, it is imperative for the service provider to consider the targeted customer base and their needs and expectations. This will help in developing a service design that will help the provider to effectively manage customer expectations leading to customer delight.

Customer Needs and Expectations

Customer needs comprise the basic reason or requirement that prompts a customer to approach a service provider. For instance, a person visits a restaurant primarily for the food it serves. That is the customer’s need. However, the customer expects polite staff, attentive yet non intrusive service and a pleasant ambience. If these expectations are not properly met the guest would leave the restaurant dissatisfied even if his basic requirement of a meal being served has been met. Thus knowing and understanding guest expectations is important for any service provider.

Customer Satisfaction, Dissatisfaction and Delight

Based on the quality of the service experience a customer will either be satisfied, dissatisfied or delighted. Knowing a customer’s expectation is instrumental in developing a strategy for meeting and exceeding customer expectations.

1. Customer Dissatisfaction: This is a situation when the service delivery fails to match up to the customer’s expectations. The customer does not perceive any value for money. It’s a moment of misery for the customer.

2. Customer Satisfaction: In this case, the service provider is able to match the customer’s expectations and deliver a satisfactory experience. However, such a customer is not strongly attached to the bran and may easily shift to a competing brand for considerations of price or discounts and freebies.

3. Customer Delight: This is an ideal situation where the service provider is able to exceed the customer’s expectations creating a Moment of Magic for the customer. Such customers bond with the brand, are regular and loyal and will not easily shift to other brands.

Meeting and Exceeding Customer Expectations

Exceeding customer expectations is all about creating that extra value for the customer. The hospitality industry specializes in creating customer delight.

Example, most 5 star hotels maintain customer databases detailing room order choices of their guests. So if a guest has asked for say orange juice to be kept in the mini bar in his room, the next time that he makes a reservation at the hotel, the staff ensures that the juice s already kept in the room. Such small gestures go a long way in making customers feel important and creating customer delight.

Another novel way of exceeding guest expectations is often demonstrated by travel companies. Since, they usually have details on their customers’ birthdays, they often send out an email greeting to their guests to wish them. This not only makes an impact on the guest but also helps to keep the company acquire ‘top of the mind recall’ with the guest.

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Articales from http://www.managementstudyguide.com

Sales Management & Goals

I’ve never been good at managing. The first time I had to fire someone was when I was the sales manager for Nautilus Equipment Inc. We were a distributor for Nautilus Exercise Equipment and our region covered 12 states in the southwest and mid-west. We had a sales rep in Missouri that wasn’t getting it done, so our President sent me there to suggest he find alternative employment.

Ken met me at the airport; we drove to a restaurant that had a bar. We ordered a late lunch, had a few beers and eventually I worked up the courage to tell him he was fired. A little while later he excused himself and never came back. I’ve never seen him since.

So much for my initial management success.

Have you ever really stopped to analyze why you failed to achieve goals, execute stated action plans, accomplish those lofty objectives that when you dreamed about them and work up excited determined that you were going to ‘just do it:?

Well I have, and I’ve had the opportunity to see lots of other people fail to accomplish what they said they wanted to do. And in the meantime, I’ve seen companies time-and- time again fail to accomplish exactly what they set out to do. Yes, they might grow year- over-year; yes, they might land a big sale; yes, they might hit their financials; but they still fail to get the right people in and the wrong ones out. They continue to fall short of hitting top line revenue production growth. They fail to recognize that it is the things they are failing to do, instead they blame the economy, the competition, or changes in regulations regarding their industry. Very few leaders or managers stand up at the end of the year and declare, “We failed because I failed.”

One, but not the ONLY, reason for failing to accomplish goals is lack of true commitment and accountability to hitting the goals. The goals are just really suggestions. I know this because in so many places sales people fail to hit goals and they still have jobs. If the goal was a goal, and the expectation was to hit the goal, then failure to do so would have dramatic consequences. Well, you might say that the consequences are that the sales person doesn’t make as much. Ok, but what does that have to do with the company. Suppose you have sales people that aren’t motivated by money, then what? You still have to grow don’t you?

Now I don’t want to go off and just blast sales management and leadership, so you sales people jump in this as well. Because when you fail you fail for the same reasons: lack of commitment and accountability to hitting and or exceeding the goal. You are satisfied with ‘not winning’; you’ve decided that it is ok to fall short; it is ok to transfer responsibility for your success to someone or something else.

Ok, ok, I know this is harsh and you probably don’t log onto blogs to get this treatment. So you do have the choice of clicking and going somewhere else. But before you do I have a question. Would you really rather accomplish your goals than not accomplish them?

If so then hang in there.

Here are just 5 things to do that will help anyone accomplish more then they ever thought was possible.

1. Have lots of goals (100 or so is a good start).
2. Narrow your 100 down to about the first 12 that are absolutely non-
negotiable.
3. Share these goals with someone else that cares enough about you to give you a swift kick when you are failing to do the activities required to accomplish your goals.
4. Create a system that forces you to systematically follow up on your activity progress and accomplishment of action items that lead to your goals and accomplishment of stated goals.
5. This is really important: create a small group of people that have the same passion for success and meet with them regularly to discuss your progress and to get coaching where you need help.

There you go. Last question. How do you know a goal setter when you meet one? They accomplish things in life.

door2door Marketing Professional in Pune

door2door Marketing Professional in mumbai

Local Marketing , Advertising in tech parks, Leaflet Distribution, Influencer marketing,

B To B selling, Promotional merchandise, Demographic Analysis

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 agency in Narayan Peth

The Death of Boring: A C2C 2016 Recap

“B2B does not mean ‘Be too boring.’”

Author David Meerman Scott said it in his keynote at Content2Conversion 2016 in Scottsdale. It was one of those remarks that seemed to divide the room, producing ripples of laughter in some corners, squirms of unease in others. But whether you were laughing smugly or wincing in pain, you could probably appreciate his point.

For too long, B2B marketing and sales messages have suffered from a certain insularity, a sameness of look, tone and style evidenced by tired jargon (“scalable,” “world-class,” “innovation!”), stock photography (women smiling with salad, as Meerman Scott hilariously pointed out), overuse of trendy, nostalgic fonts (“lobster” has found its way onto soda bottles), and the reliance on decades-old messaging “best practices” (how long has “voice of the customer” been around?). 

For prospects and customers, the net effect of all this has been boredom, and when it comes to converting excitement into pipeline with your messaging and content, boredom has a cost.

One way to guarantee you’re not boring anyone in your customer conversations? Tell prospects something they don’t know about a problem or missed opportunity they didn’t know they had.

That topic was a focal point of Tim Riesterer’s Wednesday morning keynote, where he discussed the message differentiation you can gain by identifying and introducing your prospects’ “unconsidered needs.” You can then strengthen your differentiation by linking the needs you’ve brought into the conversation to your unexpected capabilities, showing how you—and you alone—are positioned to solve their most pressing business problems. That messaging approach, unlike the traditional “voice of the customer” model, will increase your prospect’s urgency to leave the status quo and expand the need for your offerings.

And get this: The results of a study Corporate Visions commissioned with Dr. Zakary Tormala, an expert in messaging and persuasion, revealed that a messaging approach based on unconsidered needs was seen as 41 percent more unexpected and unique than more traditional approaches. Check out the research brief here, which includes an example of what an unconsidered needs-based message looks and sounds like.

Typically, unconsidered needs come in three different forms. By addressing them in your messaging, content and skills, you’ll deliver the story you need to defeat your prospect’s status quo and distinguish your solutions.

Under-valued Needs – These are rapidly approaching trends or problems whose impact has been underestimated by your prospects. Your job is to assert the gravity of these potential problems, underscoring how the risks associated with them could put your prospect’s desired business outcomes in jeopardy. You can do this by using provocative insights and research that, together, amplify the size and speed of these problems, transforming them in your prospect’s mind from mere afterthoughts into urgent priorities. You can then connect these new, more serious considerations to your previously unspecified strengths.

Un-Met Needs – Your prospect or customer doesn’t realize they have these needs because they’ve relied on workarounds and stopgap measures to hide the source of their pain. But make no mistake: That pain is real, and it’s your job to show how their current situation is unsustainable because of it. Having done so, you can lead your prospect toward the fact that you have a more viable, long-term solution.

Unknown Needs – These are longer-range issues that come to light when a vendor has a fix for a problem the prospect wasn’t aware he or she had. By identifying these “off-the-radar” problems and bringing them into the life cycle of the buying decision, you can expand the value of your deals.

Meerman Scott was right: B2B messaging doesn’t have to be boring. To make it clear to prospects that you aren’t boring, and that you are different and better, don’t just focus on solving problems your prospects know about, but on finding ones they don’t.

door2door Marketing Professional in Pune

door2door Marketing Professional in mumbai

Local Marketing , Advertising in tech parks, Leaflet Distribution, Influencer marketing,

B To B selling, Promotional merchandise, Demographic Analysis

Face to Face Marketing and Door to Door Marketing 

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

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

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

What I saw that day changed my life forever.

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

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

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

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

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

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

Inviting
Informative
Enjoyable

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

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

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

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

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

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

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

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

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Tips for Successful Sales Professionals

Sales professionals play an essential role in the success or failure of an organization. Their key responsibility areas include promoting a product and making a brand popular amongst the end-users.

Sales representatives earn profits and generate revenues for the organization.

Let us go through some tips for successful sales professional:

• Understand your product well. Customers would find it difficult to believe you unless and until you yourself are convinced with the product. Know the benefits of your product or service. Sales professionals must be very clear with the USPs of the products for the customers to believe them.
• Take pride in your profession. An individual should not choose sales as a profession just because it is a quick source of earning money in the form of incentives. Individuals should have a passion for sales. Enjoy your work to the fullest for the best results. Never treat your job as a burden.
• Sales representatives can’t afford to be impatient. Customers would definitely take some time to believe in you and your product but that’s absolutely okay. It is a sin to shout or ill treat customers. They must be dealt with utmost patience and care. Be kind to the customers.
• Interact with the customers more often and try to find out their needs and expectations. Be honest with people. Suggest them only what is right for them.
• Create a target market for your products. Don’t try to sell a flat screen television or air conditioner to someone whose monthly income is rupees ten thousand only. It would be a sheer wastage of time, energy and talent. Understand the purchasing power of the customers.
• Don’t oversell. One should never irritate the customers. Don’t make their lives hell. Being pushy never leads to closure of deals; rather it leaves the customers’ irritated. Give them time to think and decide. It is good to be aggressive but never cross that fine line.
• A sales representative must never show his desperation in front of the customers. Don’t show him how badly you need to sell the products to achieve your targets. He has nothing to do with it. If he really needs the product, he would definitely buy it.
• Be a self motivator. Set a goal for yourself and try to achieve the same in the best possible way. Give your heart and soul in each deal.
• Avoid adopting a casual attitude. Don’t go casually dressed for sales meetings. Clients will never take you seriously.
• Be a good communicator. Take care of your pitch while speaking to the customers. Avoid being too loud or too soft. Make sure you are audible and the customers understand you.
• Convey what your product actually offers. Lies and fake stories cost later.
• Don’t be afraid of the targets. Accept them only when they are realistic and achievable.
• Sitting in the office doesn’t help in sales. Sales representatives must go out and meet people. Make a list of prospective customers. Exchange contact details and visiting cards to reach a wider audience.
• Don’t feel bad if you are unable to close a deal. Understand where you went wrong and how things could have been a little better. Be your own critic.
• Be a good listener. Listen to what the second party has to say.

Customer’s Expectations and Delight

Introduction

In today’s ultra competitive business environment merely meeting customer expectations is not enough. In order to effectively differentiate themselves from the competition, service providers need to focus on exceeding customer expectations to create customer delight and create a pool of loyal customers. Therefore, when deciding on a service delivery design, it is imperative for the service provider to consider the targeted customer base and their needs and expectations. This will help in developing a service design that will help the provider to effectively manage customer expectations leading to customer delight.

Customer Needs and Expectations

Customer needs comprise the basic reason or requirement that prompts a customer to approach a service provider. For instance, a person visits a restaurant primarily for the food it serves. That is the customer’s need. However, the customer expects polite staff, attentive yet non intrusive service and a pleasant ambience. If these expectations are not properly met the guest would leave the restaurant dissatisfied even if his basic requirement of a meal being served has been met. Thus knowing and understanding guest expectations is important for any service provider.

Customer Satisfaction, Dissatisfaction and Delight

Based on the quality of the service experience a customer will either be satisfied, dissatisfied or delighted. Knowing a customer’s expectation is instrumental in developing a strategy for meeting and exceeding customer expectations.

1. Customer Dissatisfaction: This is a situation when the service delivery fails to match up to the customer’s expectations. The customer does not perceive any value for money. It’s a moment of misery for the customer.

2. Customer Satisfaction: In this case, the service provider is able to match the customer’s expectations and deliver a satisfactory experience. However, such a customer is not strongly attached to the bran and may easily shift to a competing brand for considerations of price or discounts and freebies.

3. Customer Delight: This is an ideal situation where the service provider is able to exceed the customer’s expectations creating a Moment of Magic for the customer. Such customers bond with the brand, are regular and loyal and will not easily shift to other brands.

Meeting and Exceeding Customer Expectations

Exceeding customer expectations is all about creating that extra value for the customer. The hospitality industry specializes in creating customer delight.

Example, most 5 star hotels maintain customer databases detailing room order choices of their guests. So if a guest has asked for say orange juice to be kept in the mini bar in his room, the next time that he makes a reservation at the hotel, the staff ensures that the juice s already kept in the room. Such small gestures go a long way in making customers feel important and creating customer delight.

Another novel way of exceeding guest expectations is often demonstrated by travel companies. Since, they usually have details on their customers’ birthdays, they often send out an email greeting to their guests to wish them. This not only makes an impact on the guest but also helps to keep the company acquire ‘top of the mind recall’ with the guest.

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Articales from http://www.managementstudyguide.com

Sales Management & Goals

I’ve never been good at managing. The first time I had to fire someone was when I was the sales manager for Nautilus Equipment Inc. We were a distributor for Nautilus Exercise Equipment and our region covered 12 states in the southwest and mid-west. We had a sales rep in Missouri that wasn’t getting it done, so our President sent me there to suggest he find alternative employment.

Ken met me at the airport; we drove to a restaurant that had a bar. We ordered a late lunch, had a few beers and eventually I worked up the courage to tell him he was fired. A little while later he excused himself and never came back. I’ve never seen him since.

So much for my initial management success.

Have you ever really stopped to analyze why you failed to achieve goals, execute stated action plans, accomplish those lofty objectives that when you dreamed about them and work up excited determined that you were going to ‘just do it:?

Well I have, and I’ve had the opportunity to see lots of other people fail to accomplish what they said they wanted to do. And in the meantime, I’ve seen companies time-and- time again fail to accomplish exactly what they set out to do. Yes, they might grow year- over-year; yes, they might land a big sale; yes, they might hit their financials; but they still fail to get the right people in and the wrong ones out. They continue to fall short of hitting top line revenue production growth. They fail to recognize that it is the things they are failing to do, instead they blame the economy, the competition, or changes in regulations regarding their industry. Very few leaders or managers stand up at the end of the year and declare, “We failed because I failed.”

One, but not the ONLY, reason for failing to accomplish goals is lack of true commitment and accountability to hitting the goals. The goals are just really suggestions. I know this because in so many places sales people fail to hit goals and they still have jobs. If the goal was a goal, and the expectation was to hit the goal, then failure to do so would have dramatic consequences. Well, you might say that the consequences are that the sales person doesn’t make as much. Ok, but what does that have to do with the company. Suppose you have sales people that aren’t motivated by money, then what? You still have to grow don’t you?

Now I don’t want to go off and just blast sales management and leadership, so you sales people jump in this as well. Because when you fail you fail for the same reasons: lack of commitment and accountability to hitting and or exceeding the goal. You are satisfied with ‘not winning’; you’ve decided that it is ok to fall short; it is ok to transfer responsibility for your success to someone or something else.

Ok, ok, I know this is harsh and you probably don’t log onto blogs to get this treatment. So you do have the choice of clicking and going somewhere else. But before you do I have a question. Would you really rather accomplish your goals than not accomplish them?

If so then hang in there.

Here are just 5 things to do that will help anyone accomplish more then they ever thought was possible.

1. Have lots of goals (100 or so is a good start).
2. Narrow your 100 down to about the first 12 that are absolutely non-
negotiable.
3. Share these goals with someone else that cares enough about you to give you a swift kick when you are failing to do the activities required to accomplish your goals.
4. Create a system that forces you to systematically follow up on your activity progress and accomplishment of action items that lead to your goals and accomplishment of stated goals.
5. This is really important: create a small group of people that have the same passion for success and meet with them regularly to discuss your progress and to get coaching where you need help.

There you go. Last question. How do you know a goal setter when you meet one? They accomplish things in life.

door2door Marketing Professional in Pune

door2door Marketing Professional in mumbai

Local Marketing , Advertising in tech parks, Leaflet Distribution, Influencer marketing,

B To B selling, Promotional merchandise, Demographic Analysis