Face to Face Marketing and Door to Door Marketing 

Professional Qualified Sales Experts present products and services, calling on companies using our proven d2d sales company , door-to-door sales technique and d2d sales company in mumbai.

We convert potential customers to sustainable clients in the shortest space of time( door to door sales, d2d sales company ). 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. d2d sales company 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 Viman Nagar

Fleeing the Tension… and other sales negotiation mistakes that kill deal profitability

Are your team’s seemingly small discount concessions doing major hidden damage to your profit margins?  You’ve undoubtedly invested immense amounts of time and money to create products and services that add value for your B2B customers.  Unfortunately, much of your value is lost when your reps fail to capture it in negotiations.  The following mistakes are most common in negotiating because the right way to respond is often counterintuitive to what feels comfortable.  Download the free eBook to learn more.

d2d sales company in Pune

d2d sales company in mumbai

btl marketing , Corporate Advertising, bikers rally promotional, pay per lead advertising,

Business To Business Branding, one 2 one promotional, Industrial Market Research

Face to Face Marketing and Door to Door Marketing 

Professional Qualified Sales Experts present products and services, calling on companies using our proven d2d sales company , door-to-door sales technique and d2d sales company in mumbai.

We convert potential customers to sustainable clients in the shortest space of time( door to door sales, d2d sales company ). 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. d2d sales company 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 Companies in Magarpatta

Print Advertising

Print advertising is a widely used form of advertising. These advertisements appear in newspapers or magazines and are sometimes included as brochures or fliers. Anything written in the print media to grab the attention of the specific target audience comes under the purview of print advertising.

People who read newspapers or other publications have a tendency to browse the print ads that they come across. The decision to buy the product might not be instantaneous, but it does settle down in their subconscious mind. Next time they see the product in the market, they are tempted to buy it.

Print advertisements are only effective when people see them. When people browse through newspapers and publications, these advertisements should grab the attention of the potential customer. Therefore, these advertisements should be created in such a manner that they can hold the attention of the customer to some extent. Usually a team of individuals is required in order to design the advertisements.

Print Advertising

The newspaper or magazine ad should be such that it should compel people to spend money on the products. This is just what the advertising team does. To create such an ad, the team members work on a concept and develop the wordings and images of the ad. These wordings and images are then brought together to form the final ad. Then there are people who deal with the placement of the ad. They have to make sure that if the client has paid for premium place, they get the desired exposure. For example, an ad on the first page will get instant attention of the reader than the ad on the subsequent pages. Likewise, an ad which occupies greater space is likely to get more attention. All these factors have to be looked into while designing the ad.

The sales team of the publication makes sure that it gets ads regularly. In fact, these ads are a major source of income for the publication and hence it is expected that there should be a constant flow of the ads. The sales team does just that.

Mailers are another type of print ads. These can range from well-designed postcards to simple paper leaflets. These are usually delivered by the postal workers in people’s mailboxes. The problem with these mailers is that they get least attention and are usually considered as junk and thrown away even without reading. To reduce this occurrence, companies sometimes make use of fliers. These are paper ads which are handed over to individuals in person. The logic is that if the ad is given to people personally, they will pay more attention to it, which is actually true to some extent.

Though print advertising is still very popular, it does take a hit from time to time. For example, during the recession phase, when people’s budgets were tight, they did not resort to print ads. In addition, with the advent of Internet, the print ads in the publications have gone down because Internet has a wider reach online. To overcome this scenario, new strategies have to be developed by advertisers and the print media. Globally, advertisers keep on developing strategies which benefit the business of print publications. Therefore, it can be said that print advertising is here to stay.

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

Articales from http://www.managementstudyguide.com

Pre-Selling Process – Solution Presentation

Pre-Selling Process – Solution Presentation

Selling methods and process has undergone a lot of changes in the recent times. Gone are the days when a salesman would carry his bag and meet with the customers to explain and demonstrate the product to the customers.

Today, the marketing or sales process as well as the customer profiles has changed. Technology especially multimedia and internet connectivity have redefined the selling process.

Customer’s expectations of a product are not what it used to be. Today’s customers both at an individual level as well as at Organizational or businesses evaluate a product from several perspectives. They have well planned process and evaluation criteria to be able to choose the right vendor and product for their business. The process of buying tends to be quite elaborate. The level of competition too is very high and customers really have several options and alternatives available to them in the market today.

In a consultative mode of selling, you always engage with the customer and try to speak his language. By this we mean, that you understand the customer’s business, identify his needs and problem areas, get into his shoes and look at a solution using your product or service to suit the customer’s needs. This method of consultative selling is the most effective mode for the value that the customer derives from your effort is much higher than in any other mode of selling.

Engaging with the customer, getting to know about his business operations calls for spending a lot of time at the customer’s premise, observing the process and workings, holding discussions with various people engaged in the particular aspect of business and understanding the problems and needs on first hand basis. Usually this effort is undertaken by a solution design team that works under the leadership of the sales manager or sales person.

Once the solution has been designed, the most important aspect of the pre sales process then begins. This is the stage when you have got to present the solution to the customer. This is where you have got to prepare the best presentation that will help you clinch the deal. Multi-media technology offers us the best option to be able to build the best and most effective presentations. However a lot of time and effort will need to be spent on designing and building the presentation.

While preparing the presentation, it always helps to think from the customer’s perspective and accordingly build the same. The entire framework of the detailed presentation would need to be divided into three portions. The presentation of course, opens with a welcome slide addressing the customer followed by a statement of the occasion and the intent of the presentation.

The first section of the presentation would need to give a brief of your Organization, the vision, management, network as well as brief about your performance, product and customer references etc.

The second part of the presentation should deal with what you have understood about the particular customer, his organization, business as well as the requirements, pain points, expectations etc. Giving a thorough understanding of the customer’s business and his needs will help convince the customer that you are the right person that he is talking to and automatically your rating in his eyes will go up.

The third section of the presentation should detail the solution design that you are proposing, the details of the solution, how it aims to solve the customer’s problems and enhance his business effectiveness as well as the details of the solution, the timelines for implementation etc.

Proposing costing or pricing can either be covered in the last section or can be handled separately and subsequently too. In most cases, it is likely that your solution design document will be presented to a cross functional team at the customer’s premise. During the presentation there are likely to be detailed discussions following which you might be required to change or propose alterations and amendments to your proposed solution. It might then be ideal to submit the pricing proposal separately to the concerned along with the copy of the proposed solution.

The audio visual presentation of the solution is one of the most important activities in the consultative selling process. Always remember to customize the presentation and leave your name, designation as well as contact information as a part of the solution design document.

Practice making presentation at your office until you are comfortable and familiar with the solution. Take time to prepare yourself thoroughly. It is always a good idea to take your product development as well as solution design team members with while you make the solution design presentation to your customer. Remember all of these gestures will impact your image in the customer’s mind.

Finally, engage with the customer and be prepared to and open to reworking on the solution as many times as required to get the best solution possible. Your perseverance and holding customer’s interest at heart helps you go long way as a successful sales manager.

Quick Quiz: Five Questions to Assess an Executive’s Clout

With so many different ‘executive-level’-sounding titles in use today, it’s not always clear how much decision-making authority the contacts you’re targeting may have. Use this simple, five question test to gain an objective perspective.

Score 1 point for each “Yes” answer. If the contact you’re targeting scores 4 or higher, you can expect they wield meaningful influence.

Does your target report to the CEO or Managing Director?

If yes, this shows your customer truly values the importance of this role. Individuals reporting to the CEO or Managing Director have a significantly higher chance of sitting on the executive committee. Of course, you need to consider the size of your customer, but when your target nests under someone else their clout may be lower than you think.

Does your target’s budget focus on new initiatives over maintenance?

When spending favors innovation over maintenance, it indicates your target plays a meaningful role in your customer’s growth strategy. Their budget and clout is likely growing. In contrast, when budget favors improving traditional tasks or refreshing existing infrastructure, that signals a relatively less important role.

Are your target’s subordinates focused on delivering business value?

Does your target’s staff seem disconnected, or confused, about their role in supporting company-wide business strategies? That could point to a broader stumbling block: Many executives struggle to act as partners with their peers. Research shows such individuals may think they’re more influential and effective than do their colleagues.

Has your target been in their current role for at least five years?

It takes time to earn respect and effectively promote a business unit’s contribution within an organization. On average, executive tenures run less than 5 years – even shorter when reporting to the CEO or Managing Director. A target who has held their post for at least five years is more likely to have created and established authority as a decision-maker.

Does your target generate new ideas?

Influential executives continually brainstorm how to improve performance. How do you know if your target is an idea person? When new ideas appear, the first person he or she may validate with is you, a trusted partner. Be ready when your target asks if you’ve done something similar for another customer, or if you feel the idea has business merit. These are opportunities to strengthen your relationship.

How did your target do? Here’s hoping they scored a perfect five on this test! What other attributes have you found helpful in assessing a decision-maker’s true clout?

Once you’ve identified an executive with decision-making influence, you then need to have the confidence and competence to engage them. Learn what it takes to do that here.

d2d sales company in Pune

d2d sales company in mumbai

btl marketing , Corporate Advertising, bikers rally promotional, pay per lead advertising,

Business To Business Branding, one 2 one promotional, Industrial Market Research

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 Viman Nagar

Fleeing the Tension… and other sales negotiation mistakes that kill deal profitability

Are your team’s seemingly small discount concessions doing major hidden damage to your profit margins?  You’ve undoubtedly invested immense amounts of time and money to create products and services that add value for your B2B customers.  Unfortunately, much of your value is lost when your reps fail to capture it in negotiations.  The following mistakes are most common in negotiating because the right way to respond is often counterintuitive to what feels comfortable.  Download the free eBook to learn more.

d2d sales company in Pune

d2d sales company in mumbai

btl marketing , Corporate Advertising, bikers rally promotional, pay per lead advertising,

Business To Business Branding, one 2 one promotional, Industrial Market Research

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 Companies in Magarpatta

Print Advertising

Print advertising is a widely used form of advertising. These advertisements appear in newspapers or magazines and are sometimes included as brochures or fliers. Anything written in the print media to grab the attention of the specific target audience comes under the purview of print advertising.

People who read newspapers or other publications have a tendency to browse the print ads that they come across. The decision to buy the product might not be instantaneous, but it does settle down in their subconscious mind. Next time they see the product in the market, they are tempted to buy it.

Print advertisements are only effective when people see them. When people browse through newspapers and publications, these advertisements should grab the attention of the potential customer. Therefore, these advertisements should be created in such a manner that they can hold the attention of the customer to some extent. Usually a team of individuals is required in order to design the advertisements.

Print Advertising

The newspaper or magazine ad should be such that it should compel people to spend money on the products. This is just what the advertising team does. To create such an ad, the team members work on a concept and develop the wordings and images of the ad. These wordings and images are then brought together to form the final ad. Then there are people who deal with the placement of the ad. They have to make sure that if the client has paid for premium place, they get the desired exposure. For example, an ad on the first page will get instant attention of the reader than the ad on the subsequent pages. Likewise, an ad which occupies greater space is likely to get more attention. All these factors have to be looked into while designing the ad.

The sales team of the publication makes sure that it gets ads regularly. In fact, these ads are a major source of income for the publication and hence it is expected that there should be a constant flow of the ads. The sales team does just that.

Mailers are another type of print ads. These can range from well-designed postcards to simple paper leaflets. These are usually delivered by the postal workers in people’s mailboxes. The problem with these mailers is that they get least attention and are usually considered as junk and thrown away even without reading. To reduce this occurrence, companies sometimes make use of fliers. These are paper ads which are handed over to individuals in person. The logic is that if the ad is given to people personally, they will pay more attention to it, which is actually true to some extent.

Though print advertising is still very popular, it does take a hit from time to time. For example, during the recession phase, when people’s budgets were tight, they did not resort to print ads. In addition, with the advent of Internet, the print ads in the publications have gone down because Internet has a wider reach online. To overcome this scenario, new strategies have to be developed by advertisers and the print media. Globally, advertisers keep on developing strategies which benefit the business of print publications. Therefore, it can be said that print advertising is here to stay.

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Articales from http://www.managementstudyguide.com

Pre-Selling Process – Solution Presentation

Pre-Selling Process – Solution Presentation

Selling methods and process has undergone a lot of changes in the recent times. Gone are the days when a salesman would carry his bag and meet with the customers to explain and demonstrate the product to the customers.

Today, the marketing or sales process as well as the customer profiles has changed. Technology especially multimedia and internet connectivity have redefined the selling process.

Customer’s expectations of a product are not what it used to be. Today’s customers both at an individual level as well as at Organizational or businesses evaluate a product from several perspectives. They have well planned process and evaluation criteria to be able to choose the right vendor and product for their business. The process of buying tends to be quite elaborate. The level of competition too is very high and customers really have several options and alternatives available to them in the market today.

In a consultative mode of selling, you always engage with the customer and try to speak his language. By this we mean, that you understand the customer’s business, identify his needs and problem areas, get into his shoes and look at a solution using your product or service to suit the customer’s needs. This method of consultative selling is the most effective mode for the value that the customer derives from your effort is much higher than in any other mode of selling.

Engaging with the customer, getting to know about his business operations calls for spending a lot of time at the customer’s premise, observing the process and workings, holding discussions with various people engaged in the particular aspect of business and understanding the problems and needs on first hand basis. Usually this effort is undertaken by a solution design team that works under the leadership of the sales manager or sales person.

Once the solution has been designed, the most important aspect of the pre sales process then begins. This is the stage when you have got to present the solution to the customer. This is where you have got to prepare the best presentation that will help you clinch the deal. Multi-media technology offers us the best option to be able to build the best and most effective presentations. However a lot of time and effort will need to be spent on designing and building the presentation.

While preparing the presentation, it always helps to think from the customer’s perspective and accordingly build the same. The entire framework of the detailed presentation would need to be divided into three portions. The presentation of course, opens with a welcome slide addressing the customer followed by a statement of the occasion and the intent of the presentation.

The first section of the presentation would need to give a brief of your Organization, the vision, management, network as well as brief about your performance, product and customer references etc.

The second part of the presentation should deal with what you have understood about the particular customer, his organization, business as well as the requirements, pain points, expectations etc. Giving a thorough understanding of the customer’s business and his needs will help convince the customer that you are the right person that he is talking to and automatically your rating in his eyes will go up.

The third section of the presentation should detail the solution design that you are proposing, the details of the solution, how it aims to solve the customer’s problems and enhance his business effectiveness as well as the details of the solution, the timelines for implementation etc.

Proposing costing or pricing can either be covered in the last section or can be handled separately and subsequently too. In most cases, it is likely that your solution design document will be presented to a cross functional team at the customer’s premise. During the presentation there are likely to be detailed discussions following which you might be required to change or propose alterations and amendments to your proposed solution. It might then be ideal to submit the pricing proposal separately to the concerned along with the copy of the proposed solution.

The audio visual presentation of the solution is one of the most important activities in the consultative selling process. Always remember to customize the presentation and leave your name, designation as well as contact information as a part of the solution design document.

Practice making presentation at your office until you are comfortable and familiar with the solution. Take time to prepare yourself thoroughly. It is always a good idea to take your product development as well as solution design team members with while you make the solution design presentation to your customer. Remember all of these gestures will impact your image in the customer’s mind.

Finally, engage with the customer and be prepared to and open to reworking on the solution as many times as required to get the best solution possible. Your perseverance and holding customer’s interest at heart helps you go long way as a successful sales manager.

Quick Quiz: Five Questions to Assess an Executive’s Clout

With so many different ‘executive-level’-sounding titles in use today, it’s not always clear how much decision-making authority the contacts you’re targeting may have. Use this simple, five question test to gain an objective perspective.

Score 1 point for each “Yes” answer. If the contact you’re targeting scores 4 or higher, you can expect they wield meaningful influence.

Does your target report to the CEO or Managing Director?

If yes, this shows your customer truly values the importance of this role. Individuals reporting to the CEO or Managing Director have a significantly higher chance of sitting on the executive committee. Of course, you need to consider the size of your customer, but when your target nests under someone else their clout may be lower than you think.

Does your target’s budget focus on new initiatives over maintenance?

When spending favors innovation over maintenance, it indicates your target plays a meaningful role in your customer’s growth strategy. Their budget and clout is likely growing. In contrast, when budget favors improving traditional tasks or refreshing existing infrastructure, that signals a relatively less important role.

Are your target’s subordinates focused on delivering business value?

Does your target’s staff seem disconnected, or confused, about their role in supporting company-wide business strategies? That could point to a broader stumbling block: Many executives struggle to act as partners with their peers. Research shows such individuals may think they’re more influential and effective than do their colleagues.

Has your target been in their current role for at least five years?

It takes time to earn respect and effectively promote a business unit’s contribution within an organization. On average, executive tenures run less than 5 years – even shorter when reporting to the CEO or Managing Director. A target who has held their post for at least five years is more likely to have created and established authority as a decision-maker.

Does your target generate new ideas?

Influential executives continually brainstorm how to improve performance. How do you know if your target is an idea person? When new ideas appear, the first person he or she may validate with is you, a trusted partner. Be ready when your target asks if you’ve done something similar for another customer, or if you feel the idea has business merit. These are opportunities to strengthen your relationship.

How did your target do? Here’s hoping they scored a perfect five on this test! What other attributes have you found helpful in assessing a decision-maker’s true clout?

Once you’ve identified an executive with decision-making influence, you then need to have the confidence and competence to engage them. Learn what it takes to do that here.

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