Face to Face Marketing and Door to Door Marketing
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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 company in Shivaji Nagar
The Media and its Contributions to Social Movements
The previous articles in this module discussed how the media plays a prominent role in acting like a watchdog in democracies. This article looks at how media can be a force for good in oppressive regimes and how a vigilant and alert media can help the citizenry overthrow unpopular and repressive rulers.
The best example of this can be seen in the way media, especially social media, were used in the Arab Spring protests of early 2011 wherein the youth in the Arab countries leveraged the power of media to overthrow despotic rulers. Given the fact that such rulers always resort to media manipulation to further their ideology and retain their grip on power, the options before the citizenry in such countries are very limited. Hence, any media that supports their cause and furthers their aims is a favorite with the protest movements.
The other example of how the internet and social media can be used in the pursuit of progressive goals is the way in which President Obama uses these media to communicate with his supporters.
Both in 2008 and the recently concluded elections of 2012, President Obama leveraged the power of media to mobilize grassroots activists and volunteers who encouraged people to get out and vote and thereby helped Obama win. Further, the savvy use of media can work wonders in improving the image of politicians and social activists. This can be seen in the way the Anna Hazare movement in India in 2011 was helped along by the media, which gave it extensive coverage and ensured that people in large numbers turned out to support the movement. This goes on to show that media can play a vital role in furthering the cause of social movements.
The other aspect about media and its role in social movements is the power of transmission and repetition of the message of the social activists. Given the rapid dissemination of messages on Twitter and Facebook and the fact that television gives an instant image of the protests or the movements, media can indeed play a prominent role in ensuring that social movements are covered well.
A third example of this is the coverage of the Occupy Movement across the world by all media outlets and the publicity that this coverage provided to the cause of the protestors. This goes on to show that media can play a constructive role in propagating the message of the activists.
Finally, activists and social leaders need to be careful of how they use media and how the media uses them. The best example of this is the way in which the anti-corruption movement in India lost support from the media after the initial euphoria. This was because the media jumps from issue to issue given the way in which the 24/7 news cycle and breaking news rhythms are structured. We would examine this in detail in the subsequent articles. It would suffice to state here that the symbiotic relationship between the media and social movements needs to be a partnership that hinges on both sides and not one side alone.
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Articales from http://www.managementstudyguide.com
Welcome to the New World of Sales
The length of the sales process has changed, and it is now generally referred to as the “Complex Sales Process.” In the past, a typical sales engagement would generally be a 30-60-90 day process, including time for upfront prospecting. The ‘funnel’ was analyzed by how many engaged prospects were on the go, and where each person was in the 30-60-90 day sales process, so forecasting could be fairly accurate.
This is NOT what a sales process looks like today. The modern sales process is comprised of the following two distinct stages or cycles, each having their own timelines.
- The Prospecting Cycle
- The Sales Cycle
The Prospecting Cycle
From a cold start, there is always a 90-day ramp up period required. This is to allow the time it takes to build a campaign / pipeline from scratch.
For example, when we build a sales campaign and target specific companies, we then need to qualify who the decision maker is (which can be a cycle in itself!). We research their digital presence and craft our initial messaging to use in our approach that is specifically designed to find their pain points, business challenges, and goals.
A salesperson has to overcome a tremendous amount of inertia with new prospects, because without the sales touch, a prospect will typically not move from the status quo. It is the salesperson’s job to find out what the prospect’s challenges are, gain their agreement that yes, there is a problem, and earn their trust in this product as a solution that will help them.
Typically it takes between 6-8 touches through a variety of methods, such as social media, emails, and voicemails, to elicit a response. As you typically cannot call someone every other day to accumulate these 6-8 touches without overwhelming them, this process takes time.
Count on at least 6-8 weeks per prospect to gain either a positive response (i.e. yes they do have challenges in this area and would like to have a conversation), a negative response (i.e. finding out they already have a partner or solution for their need), or a referral to an alternate contact person to call to start the cycle over again.
When you do the math, you see very quickly that actually obtaining a new customer or sale from scratch within the old 90-day time frame is impossible as there is not enough time for the prospecting cycle of the sales process. Therefore, just the prospecting cycle of the new sales process requires the time that the entire old Sales Process took to complete.
The Sales Cycle
Once a new sales prospect has been identified and qualification begun the next step is the discovery stage of the consultative sales process, one of the best known and successful methodologies for B2B sales, especially for the IT and high-tech industries.
To summarize, here are the steps in the sales cycle.
- Discovery / Fact-Finding – This is the most important step in the sales cycle and can take weeks or months, involving several stakeholders in possibly different countries for enterprise-wide decisions. All the information uncovered in the discovery phase will contribute to creating a customized and relevant proposal. It will also help the salesperson to manage objections when they come up.
- Proposal / Recommendation – To be effective, the proposal must align your products or services with the prospective customers’ areas of challenge and be completely customized (no boilerplate approach here). To be even more effective, the proposal should include additional related challenges that could be solved that the prospective customer may not even have thought of. It should include clear timelines, and the expected ROI if applicable. It is likely that the salesperson will hear objections in this phase, and if so, it may be necessary to go back to the Discovery and Fact Finding phase to dig a little deeper. If everything makes sense, then things will progress to the next step.
- Negotiations – In the negotiations phase, the salesperson will discuss contractual requirements, creation of the project plan, financial considerations, and other things that are relevant to the product and customer in question. Negotiation allows the salesperson to specifically tailor the proposed solution to the customer’s needs.
- Implementation – The sales process itself is complete and the new customer is transitioned to implementing their new solution according to the plans created and agreed upon in negotiations.
Ask yourself, how long is just the sales stage you currently require for generating new customers? We are no longer in the good ol’ days of 30-60-90 day sales processes. Now, a 6-8 month sales cycle is usually required for a small to mid-sized project, such as creating a mobile strategy or a website redesign. If the project is larger or for an enterprise-level customer, the sales cycle may take up to 18+ months for projects such as CRM and collaboration platforms. This is due to the length of the discovery process and the multiple stakeholders typically involved in projects of this size.
Add onto these time frames the prospecting cycle upfront and you begin to see that we are in a very new world of sales.
The increased length of the sales process also makes a straight commission arrangement completely inappropriate, due to the length of the new, modern sales process, the heightened level of risk that goes hand-in-hand with lengthy cycles, and the senior level of skill required by the sales team to keep the process moving forward and on track to a successful conclusion.
In summary, it is absolutely critical to keep the length of the new sales process in mind when creating your sales forecasts and budgets before new business activities begin to gain agreement and keep everyone on the same page.
After all, in the words of John Wooden, “It takes time to create excellence. If it could be done quickly, more people would do it.”
The new sales process requires more time today than in the past.”
Three Counterintuitive Ideas for 2017 Sales Kickoff Meetings
Want to wow your sales team for kickoff? Try some new approaches that could help reps have value conversations customers want to have.
Its sales kickoff planning season in sales and marketing organizations around the world. You definitely have to set the dates, confirm the budget, find the location, and get executive buy-in. But when it comes to the content for the sales kickoff meeting, dont settle for a new version of the same checklist you may be using.
Here are three counterintuitive ideas to help your salespeople really remember and use your content from your 2017 sales kickoff.
1. Model conversations vs. new sales pitches
Sales kickoffs are usually full of new products and updated features. And thats okay. But instead of hours of feature-dense presentations that focus all on you, what if you modeled great customer conversations?
76% of buyers will buy from a company that illustrates a buying visionrather than another entry in a long list of commodity suppliers. Show your sales reps how to lead to your offerings by creating the urgency for customers to make a change in the way theyre solving for future challenges. Then you can position your offerings in a unique and impactful way. (Also read It Takes More Than a Technology Stack to Drive Demand)
2. Enable conversation competencies vs. sales processes
Many companies are making great inroads in new training methodologies and technologies, but how much time will you dedicate to training skills and processes that mostly feature how your salespeople should manage a sale cycle, when most people agree the customer has the most power?
71% of sales managers agree the ability to articulate value is the biggest difference between high and low sales performers. So what if you enabled your teams competencies to progress opportunities based on having conversations that customers truly find valuable? What if they could create pipeline based on establishing differentiation, write proposals that pass executive muster, and close opportunities profitably without losing value throughout the sale cycle? That would make for a big kickoff! (Also read Are Your Reps a Selling Triple Threat? on corporatevisions.com.)
3. Advise brain science vs. new theories
Hey, I love a good book, too. And sometimes CEOs fall in love with a new business book that offers to introduce best practices into your sales training. But often companies just imitate the processes of other companies with mixed successes. The challenge is that best practices are other peoples successes, which means its old news, and your competitors read the same books. So at best youre frustrating your team and at worst your enabling mediocrity.
But what if you didnt follow the crowd to this years book club favorite theory, and instead introduced skills that leverage how the human brain perceives value, and how buyers make decisions based on how it perceives value? Understanding how customers buy, vs. how OTHER salespeople sell, would make a much greater impact at a sales kickoff! (Also read Best Practices Arent Always the Best Methods on ATD.com)
You only get a few days with your whole sales team in one place. Try one of these counterintuitive ideas! And Id be interested in your plans for your 2017 kickoff meetings!
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