Face to Face Marketing and Door to Door Marketing 

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

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

Marketing and advertising budgets have come under increasing pressure. door2door selling consultant 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 Bhosari

Speak to a Buyer’s Situation—Not Their Title

What if we told you that persona-based approach to messaging is potentially hurting your cause rather than helping it?

A recent Harvard Business Review article cites a set of surveys which found that, on average, 5.4 people now have to formally sign off on each B2B purchasing decision. If you’re following a persona-based messaging approach, that means you have a good amount of message tailoring to do, right?

The problem with this hyper-segmented approach is that the decision makers end up receiving starkly different pieces of information. As a result, you risk highlighting the divisions that exist between them instead of the challenges they share. That can effectively pit stakeholders against each other and create the kind of stand-still that leads to a “no decision.”

The authors of the article write:

…personalization has a dark side. When individuals in a buying group receive different messages, each one stressing that an offering meets his or her narrow needs, it can highlight the diverging goals and priorities in the group, driving a wedge between members and hindering consensus.

The implication for suppliers is clear: The best way to build customer consensus isn’t to do a better job of connecting individual customer stakeholders to the supplier but to more effectively connect customer stakeholders to one another.

To truly persuade someone to make a change, your messaging should aim to identify and address the higher order business challenges found in the situation they share, not in each individuals’ narrow priorities and needs. These issues transcend the needs of individuals, helping you rally decision makers to consider the strategic outcomes at risk and the solution requirements to resolve them.

That’s how you can help drive consensus instead of division in a consensus-driven sale.

The Fundamental Attribution Error

Imagine that you’re driving on the freeway when another driver abruptly cuts you off. What’s your first reaction to this erratic driver? In all likelihood, you’re going to immediately think he or she is a jerk.

The reason? We tend to attribute most behaviors, good or bad, to someone’s personality or disposition, even though they’re much more likely to be dictated by situational factors. The erratic driver could be late for an important meeting at work. He or she might be rushing to the hospital due to a medical emergency. The list of possible situations goes on. The point is, these situations are more likely to be the cause of the white-knuckle driving than some deep-seated character flaw.

This calculation is known as the Fundamental Attribution Error, a behavioral science term which posits that humans tend to overestimate the effect of a person’s disposition on their behaviors and underestimate the influence of their specific situation.

With persona-based messaging, you’re essentially committing the Fundamental Attribution Error by assuming that the disposition of your individual influencers is a more important factor than the current situation they all share and are trying to improve. That approach won’t help you tell a compelling story that shows how your prospect’s status quo is unsafe. To do that, you have to address the higher order problems that clearly demonstrate how your prospect’s status quo situation—not a narrow set of responsibilities and related needs—is preventing them from achieving their desired business outcomes.

door2door selling consultant in Pune

door2door selling consultant in mumbai

Local Marketing , B 2 C Advertising, B 2 C Promotion, digital advertising,

BTL Activation, product sampling, Field

Face to Face Marketing and Door to Door Marketing 

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

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

Marketing and advertising budgets have come under increasing pressure. door2door selling consultant 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 talegaon

Designing Global Market Offerings

21st century world is presented as a flat world. It is not flat because earth is changing shape but because way communication has evolved. Flow of information, goods and services is faster. Branded products like Gucci are available in developed countries like USA and in developing economies of India and China. Growth in number of multi-national companies has been exponential. Not every company is open to idea of globalization but it is prudent for companies to consider internationalizing their operation at some point. Companies can achieve globalization through analysis and research.

Is there a need to be global? The 1st question companies have to address. There are definite challenges in going international, right from product design and mix, to people with international marketing knowledge. A company may decide to become a global player, if international markets offer better profitability than the domestic market. A company may decide to become a global player to achieve economies of scale or if international company is giving competition in the domestic market. A company may decide to be a global player if there is customer movement from one country to another. However, becoming a global player has share of dreaded consequence if companies ignore culture, regulatory requirement, political environment, foreign exchange policy and competition in the identified international market.

Once the company has decided to become international, next step is to identify which market to enter. Companies can choose to explore one market initially and then build up from that or companies may decide to enter in several markets and diversify the risk. For example, European Union, it is one of the single largest market with access to 15 countries.

The next step is the evaluation of the potential markets. Companies generally prefer to go international by selling to the neighboring countries. For example, US companies prefer doing business in Canada. One of the reasons is better understanding of the market as there are similar in culture, language and laws. Companies choose to enter the market which has high rating in market attractiveness, low risk level and where they enjoy a competitive advantage.

There are various ways of entering the international market. Indirect and direct exporting is one way of becoming international. In indirect exporting involves selling goods to domestic export agents as a first step to become a global player. In direct exporting companies open sales branch or overseas subsidiary. Licensing is another way of entering global markets; here company (licensor) enters into an agreement to allow another company (licensee) to sell and manufacture the product in the chosen market. Investment and risk level associated with indirect/direct exporting and licensing is minimal.

Another way to enter the market is a joint venture. Company forms partnership with the local player facilitating direct entry into the market. The reason of the joint venture could be political as well as economical. The last form of entering is through direct investment. In direct investment, company enters the global market through direct ownership. This can be done by buying a local company or facility. Companies can also set up their own manufacturing facility.

Once the market and format of entering in the market are finalized, it is time for the company to work out the marketing strategy. Company has to work out the option between standardized marketing of one size fits all or come out with completely new strategy for the new market. Alternatively, companies can choose to mix and match in product, promotion, price and place. At product level, company may choose to enter the global market without changes in the original product, or company may choose to modify the product as per the local market taste and preference or company may decide to introduce completely new products. For promotion company may choose standard or may modify as per the local market needs. Pricing is a tricky issue. Therefore, companies can set uniform price across global market or introduce market based price in each market or use cost based approach to set the price. At distribution channel level company have to figure the best way to reach the market.

A company entering a global market also has to be aware of cultural, political, legal, and technological factors in respective markets.

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

Articales from http://www.managementstudyguide.com

Retail Marketing – Tips to Promote a Retail Brand

Retail Marketing – Tips to Promote a Retail Brand

The mechanism of selling products in small quantities from fixed locations to the customers for their end use is called as retailing.

In the current scenario where the end-user has several options to rely on, it is essential that the retailer promotes his brand well amongst the masses.

Let us go through some tips to promote a retail brand well:

Signage

Signboards go a long way in creating brand awareness and promoting a particular brand.

• The signage must display the name as well as logo of the retail store.
• It must be installed at the right place visible to all even from a distance.
• It should not be very small. Small signages fail to attract the customers.
• Choose the right paint colour.
• Don’t add unnecessary information. Keep it simple but informative.
• Make sure the signage attracts the customers into the store.
• Choose the right theme.

Advertising

Advertising is a strong medium which influences the buying decision of the customer and prompts him to shop. The retailer must ensure to communicate the USPs of his brand to the target customers well through various modes of advertising. The advertisement must be eye-catching for the end-users to click on them.

Various ways of Advertising

1. Billboards

   Billboard is one of the best ways of out of home advertising.

   Out of home advertising refers to creating awareness amongst the individuals when they are out of their homes.

   • Install hoardings, banners, bill boards at strategic locations such as heavy traffic areas, major crossings, railway stations, bus stands etc to entice the customers. The retailer must ensure that the banners get noticed and bring results.
   • Newspapers, Television and radio are also effective ways to promote a brand. Television reaches a wider audience and makes the store popular amongst all.
   • The advertisement should be a visual treat, appeal the customers and prompt them to visit the store.

2. Coupons

   • Coupons are an effective way of promoting a brand as they offer some kind of financial benefit to the customers in the form of discounts and rebates and thus attracting them into the store.
   • Coupons help in furthering the brand image of the retail store without much investment.
   • More and more people visit the stores to redeem the coupons, thus making the brand popular.
   • Discounts, sale, rebates are good ways to promote a brand.

3. Private Label

   • Private label is an effective way to promote one’s brand at low costs.
   • Products manufactured by one company but sold under another company’s brand name are called Private Label Products.
   • Create your own website.
   • Print your own calendars, diaries, planners, table tops with your store’s name, address as well as logo. Such an activity creates awareness among individuals.
   • Always keep your visiting cards handy and distribute them to as many people as you can.
   • In the current scenario, social networking sites go a long way in promoting brands. Create communities and invite people to join the same.
   • Customer loyalty programs help to retain customers and attract new individuals to the store.
   • Create a positive ambience at the store. Nothing works better than customer satisfaction in the retail industry. One satisfied customer brings ten new customers along with him

Sales Process? Sales Execution? You Figure It Out Yet?

door2door selling consultant in Pune

door2door selling consultant in mumbai

Local Marketing , B 2 C Advertising, B 2 C Promotion, digital advertising,

BTL Activation, product sampling, Field

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 Bhosari

Speak to a Buyer’s Situation—Not Their Title

What if we told you that persona-based approach to messaging is potentially hurting your cause rather than helping it?

A recent Harvard Business Review article cites a set of surveys which found that, on average, 5.4 people now have to formally sign off on each B2B purchasing decision. If you’re following a persona-based messaging approach, that means you have a good amount of message tailoring to do, right?

The problem with this hyper-segmented approach is that the decision makers end up receiving starkly different pieces of information. As a result, you risk highlighting the divisions that exist between them instead of the challenges they share. That can effectively pit stakeholders against each other and create the kind of stand-still that leads to a “no decision.”

The authors of the article write:

…personalization has a dark side. When individuals in a buying group receive different messages, each one stressing that an offering meets his or her narrow needs, it can highlight the diverging goals and priorities in the group, driving a wedge between members and hindering consensus.

The implication for suppliers is clear: The best way to build customer consensus isn’t to do a better job of connecting individual customer stakeholders to the supplier but to more effectively connect customer stakeholders to one another.

To truly persuade someone to make a change, your messaging should aim to identify and address the higher order business challenges found in the situation they share, not in each individuals’ narrow priorities and needs. These issues transcend the needs of individuals, helping you rally decision makers to consider the strategic outcomes at risk and the solution requirements to resolve them.

That’s how you can help drive consensus instead of division in a consensus-driven sale.

The Fundamental Attribution Error

Imagine that you’re driving on the freeway when another driver abruptly cuts you off. What’s your first reaction to this erratic driver? In all likelihood, you’re going to immediately think he or she is a jerk.

The reason? We tend to attribute most behaviors, good or bad, to someone’s personality or disposition, even though they’re much more likely to be dictated by situational factors. The erratic driver could be late for an important meeting at work. He or she might be rushing to the hospital due to a medical emergency. The list of possible situations goes on. The point is, these situations are more likely to be the cause of the white-knuckle driving than some deep-seated character flaw.

This calculation is known as the Fundamental Attribution Error, a behavioral science term which posits that humans tend to overestimate the effect of a person’s disposition on their behaviors and underestimate the influence of their specific situation.

With persona-based messaging, you’re essentially committing the Fundamental Attribution Error by assuming that the disposition of your individual influencers is a more important factor than the current situation they all share and are trying to improve. That approach won’t help you tell a compelling story that shows how your prospect’s status quo is unsafe. To do that, you have to address the higher order problems that clearly demonstrate how your prospect’s status quo situation—not a narrow set of responsibilities and related needs—is preventing them from achieving their desired business outcomes.

door2door selling consultant in Pune

door2door selling consultant in mumbai

Local Marketing , B 2 C Advertising, B 2 C Promotion, digital advertising,

BTL Activation, product sampling, Field

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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Designing Global Market Offerings

21st century world is presented as a flat world. It is not flat because earth is changing shape but because way communication has evolved. Flow of information, goods and services is faster. Branded products like Gucci are available in developed countries like USA and in developing economies of India and China. Growth in number of multi-national companies has been exponential. Not every company is open to idea of globalization but it is prudent for companies to consider internationalizing their operation at some point. Companies can achieve globalization through analysis and research.

Is there a need to be global? The 1st question companies have to address. There are definite challenges in going international, right from product design and mix, to people with international marketing knowledge. A company may decide to become a global player, if international markets offer better profitability than the domestic market. A company may decide to become a global player to achieve economies of scale or if international company is giving competition in the domestic market. A company may decide to be a global player if there is customer movement from one country to another. However, becoming a global player has share of dreaded consequence if companies ignore culture, regulatory requirement, political environment, foreign exchange policy and competition in the identified international market.

Once the company has decided to become international, next step is to identify which market to enter. Companies can choose to explore one market initially and then build up from that or companies may decide to enter in several markets and diversify the risk. For example, European Union, it is one of the single largest market with access to 15 countries.

The next step is the evaluation of the potential markets. Companies generally prefer to go international by selling to the neighboring countries. For example, US companies prefer doing business in Canada. One of the reasons is better understanding of the market as there are similar in culture, language and laws. Companies choose to enter the market which has high rating in market attractiveness, low risk level and where they enjoy a competitive advantage.

There are various ways of entering the international market. Indirect and direct exporting is one way of becoming international. In indirect exporting involves selling goods to domestic export agents as a first step to become a global player. In direct exporting companies open sales branch or overseas subsidiary. Licensing is another way of entering global markets; here company (licensor) enters into an agreement to allow another company (licensee) to sell and manufacture the product in the chosen market. Investment and risk level associated with indirect/direct exporting and licensing is minimal.

Another way to enter the market is a joint venture. Company forms partnership with the local player facilitating direct entry into the market. The reason of the joint venture could be political as well as economical. The last form of entering is through direct investment. In direct investment, company enters the global market through direct ownership. This can be done by buying a local company or facility. Companies can also set up their own manufacturing facility.

Once the market and format of entering in the market are finalized, it is time for the company to work out the marketing strategy. Company has to work out the option between standardized marketing of one size fits all or come out with completely new strategy for the new market. Alternatively, companies can choose to mix and match in product, promotion, price and place. At product level, company may choose to enter the global market without changes in the original product, or company may choose to modify the product as per the local market taste and preference or company may decide to introduce completely new products. For promotion company may choose standard or may modify as per the local market needs. Pricing is a tricky issue. Therefore, companies can set uniform price across global market or introduce market based price in each market or use cost based approach to set the price. At distribution channel level company have to figure the best way to reach the market.

A company entering a global market also has to be aware of cultural, political, legal, and technological factors in respective markets.

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Articales from http://www.managementstudyguide.com

Retail Marketing – Tips to Promote a Retail Brand

Retail Marketing – Tips to Promote a Retail Brand

The mechanism of selling products in small quantities from fixed locations to the customers for their end use is called as retailing.

In the current scenario where the end-user has several options to rely on, it is essential that the retailer promotes his brand well amongst the masses.

Let us go through some tips to promote a retail brand well:

Signage

Signboards go a long way in creating brand awareness and promoting a particular brand.

• The signage must display the name as well as logo of the retail store.
• It must be installed at the right place visible to all even from a distance.
• It should not be very small. Small signages fail to attract the customers.
• Choose the right paint colour.
• Don’t add unnecessary information. Keep it simple but informative.
• Make sure the signage attracts the customers into the store.
• Choose the right theme.

Advertising

Advertising is a strong medium which influences the buying decision of the customer and prompts him to shop. The retailer must ensure to communicate the USPs of his brand to the target customers well through various modes of advertising. The advertisement must be eye-catching for the end-users to click on them.

Various ways of Advertising

1. Billboards

   Billboard is one of the best ways of out of home advertising.

   Out of home advertising refers to creating awareness amongst the individuals when they are out of their homes.

   • Install hoardings, banners, bill boards at strategic locations such as heavy traffic areas, major crossings, railway stations, bus stands etc to entice the customers. The retailer must ensure that the banners get noticed and bring results.
   • Newspapers, Television and radio are also effective ways to promote a brand. Television reaches a wider audience and makes the store popular amongst all.
   • The advertisement should be a visual treat, appeal the customers and prompt them to visit the store.

2. Coupons

   • Coupons are an effective way of promoting a brand as they offer some kind of financial benefit to the customers in the form of discounts and rebates and thus attracting them into the store.
   • Coupons help in furthering the brand image of the retail store without much investment.
   • More and more people visit the stores to redeem the coupons, thus making the brand popular.
   • Discounts, sale, rebates are good ways to promote a brand.

3. Private Label

   • Private label is an effective way to promote one’s brand at low costs.
   • Products manufactured by one company but sold under another company’s brand name are called Private Label Products.
   • Create your own website.
   • Print your own calendars, diaries, planners, table tops with your store’s name, address as well as logo. Such an activity creates awareness among individuals.
   • Always keep your visiting cards handy and distribute them to as many people as you can.
   • In the current scenario, social networking sites go a long way in promoting brands. Create communities and invite people to join the same.
   • Customer loyalty programs help to retain customers and attract new individuals to the store.
   • Create a positive ambience at the store. Nothing works better than customer satisfaction in the retail industry. One satisfied customer brings ten new customers along with him

Sales Process? Sales Execution? You Figure It Out Yet?

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