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 Akurdi

Putting an Unconsidered Needs Message to the Test

The idea of linking a prospects unconsidered needs to your unexpected strengths sounds like it has potential as a message differentiator. But an interesting theory doesnt always flower into an actionable practice, and we felt the concept deserved a closer lookso thats what we gave it.

Corporate Visions teamed up with Dr. Zakary Tormala, a social psychologist with expertise in messaging and persuasion, to put the unconsidered needs approach to the test. Specifically, we wanted to test its messaging effectiveness against more traditional approaches, such as responding to the stated or known needs of your prospects, as well as the typical value-added approach many salespeople use to create differentiation.

For the study, we enlisted 400 individuals to take part in an online experiment. We asked participants to imagine they ran a large company and were considering partnering with a financial lending firm to explore growth opportunities in the face of an economic downturn, which was causing slow sales cycles and cash flow challenges. All participants were instructed to imagine they were seeking a $10 million line of credit and were told they would view a pitch from a particular lender whod like to partner with them.

What participants didnt know is that they were randomly assigned to one of four different messaging pitches or conditionsa standard pitch, a value-added pitch, and two pitches that presented an unconsidered need (one at the beginning of the pitch, the other at the end).

So which pitch won in the areas of presentation quality, perceived uniqueness, and in critical attitude and choice measures? It turns out that a pitch that presents an unconsidered need first gives sellers a statistically significant advantage in the areas above, compared to traditional approachesand the margin of difference wasnt even close.

The study found that leading with an unconsidered need outperformed the other approaches by:

+11 percent in terms of presentation quality.

A whopping +41 percent in terms of presentation uniqueness.

+10 percent in attitude and choice measures, which assessed how much the message enhanced attitudes toward the lending partner and boosted purchase intent.

According to Tormala, the results are consistent with uncertainty research, which shows that highlighting unconsidered needs is unexpected and promotes uncertainty, which in turn accelerates decision processing.

Want to see an example of a pitch that connects unconsidered needs to unconsidered strengths, and learn more about the results of the study? Check out the research brief.