Face to Face Marketing and Door to Door Marketing 

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

We convert potential customers to sustainable clients in the shortest space of time( door to door sales, door to door sales 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. door to door sales 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 Kondhwa

The Enablement Supply Chain & the Path to Readiness

GE Digital was founded on the premise that it’s time to move from selling things to selling outcomes—and they knew that getting there would require a transformation in their sales enablement supply chain. Barbara Mazziotti, senior global sales enablement leader at GE, said that previously, the company’s sales enablement efforts relied on intense roadshows and product management-led customer stories. Not anymore. The company now leverages e-learning solutions and consistent sales-led stories.

A big part of transforming their path to sales readiness depended on developing a differentiated message and a distinct point of view they could take to the market. GE Digital’s Brandon Perkins called the message development component a structured process, noting that one of the most important factors for having a great cross-functional workshop is making sure you have a well-balanced cross-section of people in the room. That means having a good combination of technical people, commercial people and leadership.

Then, taking the message from the ideation phase to your sales force involves four steps:

Pre-planning – Set the stage by selecting the cross-functional team and having a framework call with Corporate Visions strategists.

Build the story – This is the two-day workshop itself where the differentiated message and points of view come together. Be sure to clear your calendars, commit to the exercise, and assign a “decider” who can resolve impasses if they occur

Refine the story – Stay the course during the post-workshop debrief, where the editorial process gets underway with your internal review team and Corporate Visions.

Packaging – Don’t celebrate yet! It’s time to cement final deliverables and develop a sales enablement rollout plan.

Some final pointers to make the path to sales readiness as smooth as possible: Announce expectations of mastery for all sellers, and have them watch an internal expert deliver the whiteboard point of view live. For further education and reinforcement, have reps watch e-learning coaching videos, practice in groups at kickoff, and have a stand-and-deliver contest.

door to door sales Professional in Pune

door to door sales Professional in mumbai

Sales promotion , Kiosk Advertising, Product placement, sales force,

B 2 B Branding, Hoarding Installation, Competency Assessment

Face to Face Marketing and Door to Door Marketing 

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

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

4 R’s of Marketing

Definition: 4 R’s of Marketing

A lot of similar terms are floating across the internet claiming to be 4 R’s of Marketing but those are similar in meaning. Hence, 4 R’s of marketing is defined here in the simplest terms as:

i. Recognition

ii. Relevance

iii. Reward

iv. Relationship

How it is different from 4 P’s of Marketing: The classic 4 P’s of marketing (Product, Price, Place, Promotion) are becoming more impractical to apply in real world due to the proliferation of marketing channels, shift in consumer behavior, marketing strategy etc. Hence, 4 R’s of marketing is devised to retain the basic concepts of marketing and applying it in real world problems.

Explanation:

i. Recognition: The objective of a product that it is easily recognizable among other competitors. This is the first step in the marketing. Customer should recognize your product, should be aware of its features and clearly identifiable by the target group.

ii. Relevance: Your target group should find your product something which they can actually use. Your product should provide some kind of benefit to the user. If the user is not able to relate your product in its daily life. Then, your product will not be able to position itself in the mind of customer.

iii. Reward: There should be some kind of reward for the customer for purchasing your product. The reward may be physical or psychological. It is important to distinguish your product from that of your competitors. Customers attracts where they perceive maximum benefit. If there are similar products, then it is required to give users something extra.

iv. Relationship: Next and perhaps the most important to win a competition is the relationship. How a customer relates with the product is the key to the long term survival of the product. There should be a connection between the product and customer so that the customer makes repeat purchase and perceive the maximum benefit out of it.

What is Brand Awareness ?

Brand awareness is the probability that consumers are familiar about the life and availability of the product. It is the degree to which consumers precisely associate the brand with the specific product. It is measured as ratio of niche market that has former knowledge of brand. Brand awareness includes both brand recognition as well as brand recall. Brand recognition is the ability of consumer to recognize prior knowledge of brand when they are asked questions about that brand or when they are shown that specific brand, i.e., the consumers can clearly differentiate the brand as having being earlier noticed or heard. While brand recall is the potential of customer to recover a brand from his memory when given the product class/category, needs satisfied by that category or buying scenario as a signal. In other words, it refers that consumers should correctly recover brand from the memory when given a clue or he can recall the specific brand when the product category is mentioned. It is generally easier to recognize a brand rather than recall it from the memory.

Brand awareness is improved to the extent to which brand names are selected that is simple and easy to pronounce or spell; known and expressive; and unique as well as distinct. For instance – Coca Cola has come to be known as Coke.

There are two types of brand awareness:

1. Aided awareness- This means that on mentioning the product category, the customers recognize your brand from the lists of brands shown.

2. Top of mind awareness (Immediate brand recall)- This means that on mentioning the product category, the first brand that customer recalls from his mind is your brand.

The relative importance of brand recall and recognition will rely on the degree to which consumers make product-related decisions with the brand present or not. For instance – In a store, brand recognition is more crucial as the brand will be physically present. In a scenario where brands are not physically present, brand recall is more significant (as in case of services and online brands).

Building brand awareness is essential for building brand equity. It includes use of various renowned channels of promotion such as advertising, word of mouth publicity, social media like blogs, sponsorships, launching events, etc. To create brand awareness, it is important to create reliable brand image, slogans and taglines. The brand message to be communicated should also be consistent. Strong brand awareness leads to high sales and high market share. Brand awareness can be regarded as a means through which consumers become acquainted and familiar with a brand and recognize that brand.

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

Articales from http://www.managementstudyguide.com

Five Tools Every Sales Manager Should Use

Five Tools Every Sales Manager Should Use

During a recent podcast interview I was asked what I thought were the top five “systems or tools” that a Sales Manager needs to be successful.  After thinking about all the possibilities and responsibilities that any sales leader faces I answered the question with the list below.  They are not listed in any order of priority.

However, let me first say this; the most important aspect of sales management is recruiting top talent. Having the very best makes everything else happen and it must be a major focus if you have sales responsibility.   Having a solid recruiting process both in finding candidates and interviewing systems is critical.  It is the reason my first book was about that portion of the job.

However the systems and tools that move beyond recruitment are the following:

Quarterly Sales Training Plan. Once you have a sales team, constant attention to an organized training program becomes critical. Frequent readers of this blog or sales managers that have attended our Sales Management Boot Camp, know how important this is and that  I stress this concept continually.  How does it work: at the first of each quarter a plan is created showing all dates, topics and individuals responsible for the training and handed out to all the salespeople.  This plan allows the Sales Manager to ensure that training is covered on 1) Sales Skills, 2) Product/Services and 3) Sales Operations.  Having this kind of plan will keep the sales team sharp and improve their professionalism.

Salesperson 6-Month Business Plans. Every January and July each salesperson should create a comprehensive plan, not simply a forecast, but a document that details how they plan to achieve their goals.  This plan includes their personal goals, training needs, activity plans, personal marketing and networking concepts.  This will achieve at least two objectives; 1) the salespeople will be more proactive vs reactive in the marketplace and 2) it will provide  the Sales Manager a coaching tool and build accountability into the team-it’s their plan!.

Individual Account Plans.   Much like the Business Plan, this tool allows the salesperson to be proactive in planning and understanding their Key Accounts.  We recommend at a minimum each account should have a strategic objective and five tactical steps that will support the strategy.  Any recommended cross-sell/up sell objectives should be defined as well. We normally recommend updating “X” number of Account Plans each quarter.

Weekly Sales Meeting Agenda. This may seem to be a minor tool, but having a disciplined well run sales meeting sets the tone for everything.  I have seen hundreds of sales meetings that are not organized, run too long or miss the objective of even having a team meeting.  Create a standard template and follow it.  The sales team will recognize the organization and begin to respond appropriately.  If you would like a sample: Ken@AcumenMgmt.com

Sales Dashboard.  The Sales Leader must have a quality set of metrics to manage the accuracy of the forecast, values of the pipeline, leading indicators of activity and win/lost ratios.  Obviously there could be 25 different ratios to track, we like to recommend that creating a dashboard with 5-8 should be sufficient. This allows the manager to coach individual salespeople based upon the team’s numbers and other individual performers.  The effective dashboard also will create a confidence in the sales team’s ability to perform and create the science of sales management. Understanding your dashboard allows you to build in predictability of current and future sales performance.

Agree with my list?  What did I miss?  By building a foundation of Sales Management tools-systems you can leverage your time, scale the size of your sales organization and hit higher levels of performance.

Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 19 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for organizations throughout the world.

Ken was recently ranked for the fourth year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers. His blog has been rated in the sales blogs in the world!

Ken has written 5 books, his latest book is: SLAMMED! for First Time Sales Managers, Ken provides Keynotes, consulting services, boot camps and products designed to improve business performance.  Need more sales management resources? Check out his Sales Management Tool Kit or the Acumen Project and his new Ignite Your Sales Team online video training program for sales leaders

door to door sales Professional in Pune

door to door sales Professional in mumbai

Sales promotion , Kiosk Advertising, Product placement, sales force,

B 2 B Branding, Hoarding Installation, Competency Assessment

Face to Face Marketing and Door to Door Marketing 

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

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

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

What I saw that day changed my life forever.

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

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

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

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

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

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

Inviting
Informative
Enjoyable

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

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

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

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

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

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

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

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

Marketing agencies in Kondhwa

The Enablement Supply Chain & the Path to Readiness

GE Digital was founded on the premise that it’s time to move from selling things to selling outcomes—and they knew that getting there would require a transformation in their sales enablement supply chain. Barbara Mazziotti, senior global sales enablement leader at GE, said that previously, the company’s sales enablement efforts relied on intense roadshows and product management-led customer stories. Not anymore. The company now leverages e-learning solutions and consistent sales-led stories.

A big part of transforming their path to sales readiness depended on developing a differentiated message and a distinct point of view they could take to the market. GE Digital’s Brandon Perkins called the message development component a structured process, noting that one of the most important factors for having a great cross-functional workshop is making sure you have a well-balanced cross-section of people in the room. That means having a good combination of technical people, commercial people and leadership.

Then, taking the message from the ideation phase to your sales force involves four steps:

Pre-planning – Set the stage by selecting the cross-functional team and having a framework call with Corporate Visions strategists.

Build the story – This is the two-day workshop itself where the differentiated message and points of view come together. Be sure to clear your calendars, commit to the exercise, and assign a “decider” who can resolve impasses if they occur

Refine the story – Stay the course during the post-workshop debrief, where the editorial process gets underway with your internal review team and Corporate Visions.

Packaging – Don’t celebrate yet! It’s time to cement final deliverables and develop a sales enablement rollout plan.

Some final pointers to make the path to sales readiness as smooth as possible: Announce expectations of mastery for all sellers, and have them watch an internal expert deliver the whiteboard point of view live. For further education and reinforcement, have reps watch e-learning coaching videos, practice in groups at kickoff, and have a stand-and-deliver contest.

door to door sales Professional in Pune

door to door sales Professional in mumbai

Sales promotion , Kiosk Advertising, Product placement, sales force,

B 2 B Branding, Hoarding Installation, Competency Assessment

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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4 R’s of Marketing

Definition: 4 R’s of Marketing

A lot of similar terms are floating across the internet claiming to be 4 R’s of Marketing but those are similar in meaning. Hence, 4 R’s of marketing is defined here in the simplest terms as:

i. Recognition

ii. Relevance

iii. Reward

iv. Relationship

How it is different from 4 P’s of Marketing: The classic 4 P’s of marketing (Product, Price, Place, Promotion) are becoming more impractical to apply in real world due to the proliferation of marketing channels, shift in consumer behavior, marketing strategy etc. Hence, 4 R’s of marketing is devised to retain the basic concepts of marketing and applying it in real world problems.

Explanation:

i. Recognition: The objective of a product that it is easily recognizable among other competitors. This is the first step in the marketing. Customer should recognize your product, should be aware of its features and clearly identifiable by the target group.

ii. Relevance: Your target group should find your product something which they can actually use. Your product should provide some kind of benefit to the user. If the user is not able to relate your product in its daily life. Then, your product will not be able to position itself in the mind of customer.

iii. Reward: There should be some kind of reward for the customer for purchasing your product. The reward may be physical or psychological. It is important to distinguish your product from that of your competitors. Customers attracts where they perceive maximum benefit. If there are similar products, then it is required to give users something extra.

iv. Relationship: Next and perhaps the most important to win a competition is the relationship. How a customer relates with the product is the key to the long term survival of the product. There should be a connection between the product and customer so that the customer makes repeat purchase and perceive the maximum benefit out of it.

What is Brand Awareness ?

Brand awareness is the probability that consumers are familiar about the life and availability of the product. It is the degree to which consumers precisely associate the brand with the specific product. It is measured as ratio of niche market that has former knowledge of brand. Brand awareness includes both brand recognition as well as brand recall. Brand recognition is the ability of consumer to recognize prior knowledge of brand when they are asked questions about that brand or when they are shown that specific brand, i.e., the consumers can clearly differentiate the brand as having being earlier noticed or heard. While brand recall is the potential of customer to recover a brand from his memory when given the product class/category, needs satisfied by that category or buying scenario as a signal. In other words, it refers that consumers should correctly recover brand from the memory when given a clue or he can recall the specific brand when the product category is mentioned. It is generally easier to recognize a brand rather than recall it from the memory.

Brand awareness is improved to the extent to which brand names are selected that is simple and easy to pronounce or spell; known and expressive; and unique as well as distinct. For instance – Coca Cola has come to be known as Coke.

There are two types of brand awareness:

1. Aided awareness- This means that on mentioning the product category, the customers recognize your brand from the lists of brands shown.

2. Top of mind awareness (Immediate brand recall)- This means that on mentioning the product category, the first brand that customer recalls from his mind is your brand.

The relative importance of brand recall and recognition will rely on the degree to which consumers make product-related decisions with the brand present or not. For instance – In a store, brand recognition is more crucial as the brand will be physically present. In a scenario where brands are not physically present, brand recall is more significant (as in case of services and online brands).

Building brand awareness is essential for building brand equity. It includes use of various renowned channels of promotion such as advertising, word of mouth publicity, social media like blogs, sponsorships, launching events, etc. To create brand awareness, it is important to create reliable brand image, slogans and taglines. The brand message to be communicated should also be consistent. Strong brand awareness leads to high sales and high market share. Brand awareness can be regarded as a means through which consumers become acquainted and familiar with a brand and recognize that brand.

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Articales from http://www.managementstudyguide.com

Five Tools Every Sales Manager Should Use

Five Tools Every Sales Manager Should Use

During a recent podcast interview I was asked what I thought were the top five “systems or tools” that a Sales Manager needs to be successful.  After thinking about all the possibilities and responsibilities that any sales leader faces I answered the question with the list below.  They are not listed in any order of priority.

However, let me first say this; the most important aspect of sales management is recruiting top talent. Having the very best makes everything else happen and it must be a major focus if you have sales responsibility.   Having a solid recruiting process both in finding candidates and interviewing systems is critical.  It is the reason my first book was about that portion of the job.

However the systems and tools that move beyond recruitment are the following:

Quarterly Sales Training Plan. Once you have a sales team, constant attention to an organized training program becomes critical. Frequent readers of this blog or sales managers that have attended our Sales Management Boot Camp, know how important this is and that  I stress this concept continually.  How does it work: at the first of each quarter a plan is created showing all dates, topics and individuals responsible for the training and handed out to all the salespeople.  This plan allows the Sales Manager to ensure that training is covered on 1) Sales Skills, 2) Product/Services and 3) Sales Operations.  Having this kind of plan will keep the sales team sharp and improve their professionalism.

Salesperson 6-Month Business Plans. Every January and July each salesperson should create a comprehensive plan, not simply a forecast, but a document that details how they plan to achieve their goals.  This plan includes their personal goals, training needs, activity plans, personal marketing and networking concepts.  This will achieve at least two objectives; 1) the salespeople will be more proactive vs reactive in the marketplace and 2) it will provide  the Sales Manager a coaching tool and build accountability into the team-it’s their plan!.

Individual Account Plans.   Much like the Business Plan, this tool allows the salesperson to be proactive in planning and understanding their Key Accounts.  We recommend at a minimum each account should have a strategic objective and five tactical steps that will support the strategy.  Any recommended cross-sell/up sell objectives should be defined as well. We normally recommend updating “X” number of Account Plans each quarter.

Weekly Sales Meeting Agenda. This may seem to be a minor tool, but having a disciplined well run sales meeting sets the tone for everything.  I have seen hundreds of sales meetings that are not organized, run too long or miss the objective of even having a team meeting.  Create a standard template and follow it.  The sales team will recognize the organization and begin to respond appropriately.  If you would like a sample: Ken@AcumenMgmt.com

Sales Dashboard.  The Sales Leader must have a quality set of metrics to manage the accuracy of the forecast, values of the pipeline, leading indicators of activity and win/lost ratios.  Obviously there could be 25 different ratios to track, we like to recommend that creating a dashboard with 5-8 should be sufficient. This allows the manager to coach individual salespeople based upon the team’s numbers and other individual performers.  The effective dashboard also will create a confidence in the sales team’s ability to perform and create the science of sales management. Understanding your dashboard allows you to build in predictability of current and future sales performance.

Agree with my list?  What did I miss?  By building a foundation of Sales Management tools-systems you can leverage your time, scale the size of your sales organization and hit higher levels of performance.

Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 19 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for organizations throughout the world.

Ken was recently ranked for the fourth year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers. His blog has been rated in the sales blogs in the world!

Ken has written 5 books, his latest book is: SLAMMED! for First Time Sales Managers, Ken provides Keynotes, consulting services, boot camps and products designed to improve business performance.  Need more sales management resources? Check out his Sales Management Tool Kit or the Acumen Project and his new Ignite Your Sales Team online video training program for sales leaders

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