Tag: Brand Identity Development

Face to Face Marketing and Door to Door Marketing 

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

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

Marketing and advertising budgets have come under increasing pressure. door2door Marketing Service Provider Agency and Door-to-door sales is a low cost distribution channel, and is an effective way to gain more return on investment. It secures increased value with minimum spend, allowing access to a customer base which is not always reached by existing marketing strategies.

Through Door to Door sales, customers can choose the most suitable deals, especially because they have a chance to ask questions and have the offering clarified by our qualified sales experts in mumbai

Door to Door Sales Agency 

We believe our experience, our sales ability and the detailed processes we have in place ensure we successfully launch new products to the market. Our sector experience and data insights ensure we are calling on the right outlets to maximise return on investment during the critical launch phase.

We have proven experience in launching challenger brands to the market along with well-established range extensions and completely new products.

We believe Fulcrum is the door-to-door-sales agency in pune best suited to owning the responsibility of launching your new product – why not give us a call to find out if we can help you?

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

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

What I saw that day changed my life forever.

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

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

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

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

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

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

Inviting
Informative
Enjoyable

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

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

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

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

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

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

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

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

Marketing agency in Katraj

Presentation Skills: The Two Biggest Reasons Presentations Fail and How to Avoid Them

The sales presentation is often your first opportunity to showcase your solution to prospects. That’s why presentation skills are critically important. But good presentation skills aren’t about PowerPoint prowess or knowing how to work a crowd, they are about getting your audience to sit up and listen to what you have to say. And yet the typical sales presentation is a snooze fest. So what is going so wrong? The problem is that most presentations fail due to a lack of context and contrast.

Presentation Skills Fail #1: Lack of Context

Studies show that when people are faced with a choice, they are more likely to pick the option that avoids pain, rather than the one that offers gain. The human brain is simply wired that way. But when most salespeople present to prospects, they focus on features and benefits. In other words, they emphasize what prospects have to gain.

Instead, you need to help your prospects see the threats, risks, challenges, and missed opportunities of staying with the status quo. Instead of leading with your features and benefits – which requires your prospects to figure out why they need them – you need to set a new context that shows them that there are changes ahead that threaten the viability and safety of the status quo. Once that context is set, you can align the strengths of your solution to show your prospects how they can adapt to avoid this pain. This approach enables you to present your offering in the context that creates urgency and makes your solution critical to their survival.

Presentation Skills Fail #2: Lack of Contrast

When salespeople think about contrasting – or, to use the marketing term, differentiating – their solution, they typically contrast against competitors. But way before prospects even begin to compare you with other vendors, they’re trying to decide if there’s enough reason to make a change or an investment. In other words, they are comparing your solution to the status quo. And the truth is that a staggering 20 to 60 percent of forecasted deals end up in a “no-decision” black hole where the prospect decides to stick with the status quo. This means that your prospects aren’t seeing enough reason to do something different than what they are already doing today. In other words, they don’t see enough contrast between what they are doing now and what you are offering to convince them to change.

By showing the contrast between the status quo and life with your solution, you demonstrate the value your solution offers. The higher the contrast, the greater the value. But in B2B sales, the contrast can be complex and abstract. To present contrast successfully, you need to use visuals to make a complex concept more simple and to make an abstract idea more concrete.

Corporate Visions can help you amp up your presentation skills. Our Content for Sales Enablement helps you develop the context and contrast you need to make your sales team more successful.

door2door Marketing Service Provider Agency in Pune

door2door Marketing Service Provider Agency in mumbai

corporate marketing , Auto branding, Brand Identity Development, Lead Generation,

B To B Activation, POP Displays, Customer

Face to Face Marketing and Door to Door Marketing 

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

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

Marketing and advertising budgets have come under increasing pressure. door2door Marketing Service Provider Agency 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

Motivating the Sales Team

Sales Professionals play a pivotal role in generating revenues for the organization. They are the ones who are responsible for product promotion and making a particular brand popular amongst the end users. In simpler words, sales representatives are the true face of an organization.

The individuals representing the sales and marketing vertical must be satisfied with their organization. A sense of belonging at the workplace is important.

Superiors must motivate the sales team from time to time to extract the best out of them.

Let us go through various ways to motivate the sales team:

1. Regular Interaction

   • The management must interact with the sales team more often to understand their needs and expectations from the organization.
   • The sales representatives must have an easy access to the boss’s cabin at the times of queries. Transparency is essential at all levels.
   • The sales manager must sit with his team once in a week to address their grievances. No issue should be left unattended.
   • Healthy communication between the management and sales team is a good way to motivate the individuals. The sales executives must be aware of the latest developments at the workplace.
   • Take them out once in a while for picnics, outings or dinners. Such activities bind the team members together and motivate them to work as a single unit.

2. Roles and responsibilities

   • Roles and responsibilities must not be imposed on any of the members. Let them accept responsibilities on their own. It is for the superiors to understand which employee can perform which function in the best possible way. Job mismatch leads to demotivated employees.
   • They should be aware of their KRAs from the very beginning. The management should make it very clear that a sales representative is expected to go out and meet clients. No individual should have unrealistic demands. It leads to problems and confusions later on.
   • A sales professional must be aggressive, smart and a little diplomatic. They must be excellent in follow ups. Impatient individuals find it difficult to do well in sales.

3. Realistic Targets

   • Targets for the sales team must be realistic and achievable. Don’t ask for anything which you yourself know is not possible.
   • Don’t expect miracles overnight.

4. Incentives and Monetary benefits

   • Handsome incentive plans go a long way in motivating the sales professionals. Nothing works better than money. Attractive incentive schemes prompt the employees to work hard and make the maximum use of their ability.
   • Performers must be rewarded with attractive gifts, coupons, cash prizes or certificates for them to feel motivated and deliver the same performance every time.
   • Acknowledge the hard work of employees.

5. Appreciation

   • Appreciation plays an important role in motivating the employees. Praise the ones who perform exceptionally well. A pat on their back can actually do wonders. Let them feel special and indispensable for the team as well as the organization. Give them their due credit.
   • Display their names on the notice boards for everyone to get a glimpse. Give them badges to flaunt.

6. Involvement

   • Involve the team members in the company’s strategies. Let them participate in important discussions. Don’t criticize their ideas or views.

Marketing Career Option – Brand Management

Sales and Marketing career is highly rewarding both in terms of rewards as well as knowledge and experience. There are many facets to marketing and selling apart from having to focus only on selling the product. Those who have a flare for meeting people and selling products or services will find it rewarding to build a sales plan, identify sales lead, build a pipeline of prospects and converting them as sales. To such salesmen, the sales figures and every new customer account counts. Then there are those who enjoy building marketing strategies, growing the brand and using their creative skills into building effective communication and advertising plans.

Building brands and delivering value to the customers is one of the most interesting jobs that you can enjoy in marketing. Think of all the brands that come to your mind. We associate products with the image of the brand or the logo. Take the case of cosmetics; you will immediately recall some of the well known global brands like Loreal, Olay, Nivea etc. Think of laptops and the logos of IBM and Dell flash in your mind’s eyes.

Apple and Microsoft brands are known to even little children today. Aren’t we all very familiar with the brand logos of Wallmart, Ikea, Tesco, Home Depot and Target etc?. Think of banking and you will immediately recall HSBC, Citibank and Standard chartered or Bank of America etc that you are familiar with. Which airline comes to your mind when you think of planning your travel? You will naturally remember British Airways, Luftansa and Singapore airlines etc logos of which have been etched in your memories.

There is more to brands than just the visual image or the logos. Yes it is true that the logo is perhaps the most important identity of the brand and communicates with the customer. However ask the marketing and branding specialists and they will tell you a whole lot about branding.

Powerful brands build a lot of value to the Company apart from the core value that it delivers in terms of the product or service. Though marketers focus on building the brand and associating it with the product line, the successful brands yield recognition as well as the value proposition to the Organization as well.

Successful brands help to establish a relationship with the customer. Customer can be loyal to a particular brand for their lifetime. It is not uncommon to find people using Kelloggs at home all the time or banking with Citibank because they have been associated with the brands for a long time.

In building a brand and delivering a value proposition through the brand, it is not only the marketing who are involved, but the entire Organization too. When the people have begun to relate to the brand and the Organization through the brand, it becomes imperative that the Organization focus on delivering incremental value consistently through the brand. This then becomes a continuous process. Over a period of time, the brand value and promise including the characteristics, the visual logo as well as the product offering needs to be changed keeping in line with the markets as well as the Organizational strategy for growth and direction.

At all times, the brand image should be relevant to the current times and yet futuristic as well. As the brand communicates to the customer, it becomes a powerful tool that needs to be managed consciously by the Organization.

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

Articales from http://www.managementstudyguide.com

Building a Sustaining Partner Community: a Channel Strategy

Channel Strategy: Building a Sustaining Partner Community

-A Case Study-

After working in a VAR partner organization for 8 years as a Sales Manager,  leading an entire channel focused company for 8 years as a VP of Sales and spending the last 19 years consulting with vendors, distributors and VARs, dealers, resellers, partners all focused on channel based strategies, I believe I can say:  I have seen it all.

What I would like to do in this blog is attempt to document  and tell the story of one Worldwide channel focused software organization that did it the best– at building their channel. As they were a former client of Acumen, I simply wish to document certain steps without sharing confidential or competitive insights. If you have specific questions send me a note: Ken@AcumenMgmt.com

BTW: I know from personal experience the steps I am outlining can be executed by small, medium or even large vendor based teams.

First, let me state their market was highly focused, sophisticated but considerably large, and they were not the major player.  This firm in 6 years had a 20% growth rate in an industry that was growing 3% annually, they quadrupled sales and profits margins were double the industry norms.

Do I have your attention YET?

But before I detail their actions, the three things they did not do were:

• Add more VAR’s into territories creating too much competition
• Start selling directly to larger customers
• Constantly invent new sales or partner incentive programs

Second: in a blog I can’t define all the specifics but I will create a checklist of the key initiatives they took with any appropriate notes. Future blogs may go into greater detail.

Phase One

1. They made a corporate philosophical strategic decision to invest in the channels business competencies and long-term capabilities. Knowing their resellers/partners were small businesses and as small businesses they thrive on consistency and long-term behaviors.
2. They built a small team focused on this initiative that reported to the VP of Sales.
3. In Phase 1 they focused on
4. Business Management: Cash Flow, Sales Capacity
5. Sales Management: Skills and Forecast Accuracy
6. They made sure every Partner had strict accounting standards along with actionable business plans. Not simple spreadsheet budgets.
7. They realized the Channel Partner was only as good as their Sales Manager, as an owner who is the lead salesperson or who has never driven a sales organization the company recognized that most of their Partners could scale for growth. They built market value calculators to convince the owner of the size of the market along with a salesperson allocation model.  They began to build a Sales Management training focus.
8. They provided full-time recruiting expertise to find, screen and interview candidates
9. Next the vendor organization created new salesperson and technical development programs.

Phase Two

The Channel Vendor organization added higher levels of commitment within:

1. Business Management
   1. Financial Planning
   2. Marketing Planning
2. Sales Management
   1. Multi-product Management
   2. Account Management
3. Technical Management
   1. CRM, for pipeline standardization
   2. Technical Staffing
   3. Skills Management
   4. Customer Retention
4. Personal Management
   1. Personnel Review
   2. Benefits Programs
   3. Advancement Programs
   4. Training Programs

Phase Three:

Then the light bulbs starting turning on; the vendor realized they didn’t know it all and they wanted to uncover the true best practices within their Partner community.  We then created a 65 question survey to uncover information in each of the Phase Two categories, each question was scored as well as documented. The company organized and trained interviewing groups into 2-person teams. This process lead to categorizing their existing partner community into four segments:

Legacy Oriented, Farmers, Peak Performers and Rising Stars.

The results of this study paved the way to decide on what to focus on as well as who to focus on and the creation of an almost MBA experience for their VAR channel.

I have experienced, developed and lead many Partner Readiness programs, all are good, under this vendor they were excellent.  I credit the vendor for their long term commitment, Partner communications and continuity of message.

Summary

What I tend to see is many vendors attempt to introduce these concepts on a semi-regular basis or toss funds at some of these actions during a Partner Conference or run a few programs via a web cast, then change consultants, introduce another set of new concepts without ever gaining the execution or increase in performance from the Partner. Partners begin to “tune out” most vendor’s attempts because of their time demands or the lack of real understanding by the vendor of what the partners face in managing their organizations.

This vendor is still investing in these concepts and it’s been 10 plus years of consistent messaging, training and investments.

HINT: For additional channel based information for vendors, Distributors and Partner Readiness check out www.ChannelEQ.co

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.

He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015. His blog has been rated in the sales blogs in the world!

door2door Marketing Service Provider Agency in Pune

door2door Marketing Service Provider Agency in mumbai

corporate marketing , Auto branding, Brand Identity Development, Lead Generation,

B To B Activation, POP Displays, Customer

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 agency in Katraj

Presentation Skills: The Two Biggest Reasons Presentations Fail and How to Avoid Them

The sales presentation is often your first opportunity to showcase your solution to prospects. That’s why presentation skills are critically important. But good presentation skills aren’t about PowerPoint prowess or knowing how to work a crowd, they are about getting your audience to sit up and listen to what you have to say. And yet the typical sales presentation is a snooze fest. So what is going so wrong? The problem is that most presentations fail due to a lack of context and contrast.

Presentation Skills Fail #1: Lack of Context

Studies show that when people are faced with a choice, they are more likely to pick the option that avoids pain, rather than the one that offers gain. The human brain is simply wired that way. But when most salespeople present to prospects, they focus on features and benefits. In other words, they emphasize what prospects have to gain.

Instead, you need to help your prospects see the threats, risks, challenges, and missed opportunities of staying with the status quo. Instead of leading with your features and benefits – which requires your prospects to figure out why they need them – you need to set a new context that shows them that there are changes ahead that threaten the viability and safety of the status quo. Once that context is set, you can align the strengths of your solution to show your prospects how they can adapt to avoid this pain. This approach enables you to present your offering in the context that creates urgency and makes your solution critical to their survival.

Presentation Skills Fail #2: Lack of Contrast

When salespeople think about contrasting – or, to use the marketing term, differentiating – their solution, they typically contrast against competitors. But way before prospects even begin to compare you with other vendors, they’re trying to decide if there’s enough reason to make a change or an investment. In other words, they are comparing your solution to the status quo. And the truth is that a staggering 20 to 60 percent of forecasted deals end up in a “no-decision” black hole where the prospect decides to stick with the status quo. This means that your prospects aren’t seeing enough reason to do something different than what they are already doing today. In other words, they don’t see enough contrast between what they are doing now and what you are offering to convince them to change.

By showing the contrast between the status quo and life with your solution, you demonstrate the value your solution offers. The higher the contrast, the greater the value. But in B2B sales, the contrast can be complex and abstract. To present contrast successfully, you need to use visuals to make a complex concept more simple and to make an abstract idea more concrete.

Corporate Visions can help you amp up your presentation skills. Our Content for Sales Enablement helps you develop the context and contrast you need to make your sales team more successful.

door2door Marketing Service Provider Agency in Pune

door2door Marketing Service Provider Agency in mumbai

corporate marketing , Auto branding, Brand Identity Development, Lead Generation,

B To B Activation, POP Displays, Customer

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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Motivating the Sales Team

Sales Professionals play a pivotal role in generating revenues for the organization. They are the ones who are responsible for product promotion and making a particular brand popular amongst the end users. In simpler words, sales representatives are the true face of an organization.

The individuals representing the sales and marketing vertical must be satisfied with their organization. A sense of belonging at the workplace is important.

Superiors must motivate the sales team from time to time to extract the best out of them.

Let us go through various ways to motivate the sales team:

1. Regular Interaction

   • The management must interact with the sales team more often to understand their needs and expectations from the organization.
   • The sales representatives must have an easy access to the boss’s cabin at the times of queries. Transparency is essential at all levels.
   • The sales manager must sit with his team once in a week to address their grievances. No issue should be left unattended.
   • Healthy communication between the management and sales team is a good way to motivate the individuals. The sales executives must be aware of the latest developments at the workplace.
   • Take them out once in a while for picnics, outings or dinners. Such activities bind the team members together and motivate them to work as a single unit.

2. Roles and responsibilities

   • Roles and responsibilities must not be imposed on any of the members. Let them accept responsibilities on their own. It is for the superiors to understand which employee can perform which function in the best possible way. Job mismatch leads to demotivated employees.
   • They should be aware of their KRAs from the very beginning. The management should make it very clear that a sales representative is expected to go out and meet clients. No individual should have unrealistic demands. It leads to problems and confusions later on.
   • A sales professional must be aggressive, smart and a little diplomatic. They must be excellent in follow ups. Impatient individuals find it difficult to do well in sales.

3. Realistic Targets

   • Targets for the sales team must be realistic and achievable. Don’t ask for anything which you yourself know is not possible.
   • Don’t expect miracles overnight.

4. Incentives and Monetary benefits

   • Handsome incentive plans go a long way in motivating the sales professionals. Nothing works better than money. Attractive incentive schemes prompt the employees to work hard and make the maximum use of their ability.
   • Performers must be rewarded with attractive gifts, coupons, cash prizes or certificates for them to feel motivated and deliver the same performance every time.
   • Acknowledge the hard work of employees.

5. Appreciation

   • Appreciation plays an important role in motivating the employees. Praise the ones who perform exceptionally well. A pat on their back can actually do wonders. Let them feel special and indispensable for the team as well as the organization. Give them their due credit.
   • Display their names on the notice boards for everyone to get a glimpse. Give them badges to flaunt.

6. Involvement

   • Involve the team members in the company’s strategies. Let them participate in important discussions. Don’t criticize their ideas or views.

Marketing Career Option – Brand Management

Sales and Marketing career is highly rewarding both in terms of rewards as well as knowledge and experience. There are many facets to marketing and selling apart from having to focus only on selling the product. Those who have a flare for meeting people and selling products or services will find it rewarding to build a sales plan, identify sales lead, build a pipeline of prospects and converting them as sales. To such salesmen, the sales figures and every new customer account counts. Then there are those who enjoy building marketing strategies, growing the brand and using their creative skills into building effective communication and advertising plans.

Building brands and delivering value to the customers is one of the most interesting jobs that you can enjoy in marketing. Think of all the brands that come to your mind. We associate products with the image of the brand or the logo. Take the case of cosmetics; you will immediately recall some of the well known global brands like Loreal, Olay, Nivea etc. Think of laptops and the logos of IBM and Dell flash in your mind’s eyes.

Apple and Microsoft brands are known to even little children today. Aren’t we all very familiar with the brand logos of Wallmart, Ikea, Tesco, Home Depot and Target etc?. Think of banking and you will immediately recall HSBC, Citibank and Standard chartered or Bank of America etc that you are familiar with. Which airline comes to your mind when you think of planning your travel? You will naturally remember British Airways, Luftansa and Singapore airlines etc logos of which have been etched in your memories.

There is more to brands than just the visual image or the logos. Yes it is true that the logo is perhaps the most important identity of the brand and communicates with the customer. However ask the marketing and branding specialists and they will tell you a whole lot about branding.

Powerful brands build a lot of value to the Company apart from the core value that it delivers in terms of the product or service. Though marketers focus on building the brand and associating it with the product line, the successful brands yield recognition as well as the value proposition to the Organization as well.

Successful brands help to establish a relationship with the customer. Customer can be loyal to a particular brand for their lifetime. It is not uncommon to find people using Kelloggs at home all the time or banking with Citibank because they have been associated with the brands for a long time.

In building a brand and delivering a value proposition through the brand, it is not only the marketing who are involved, but the entire Organization too. When the people have begun to relate to the brand and the Organization through the brand, it becomes imperative that the Organization focus on delivering incremental value consistently through the brand. This then becomes a continuous process. Over a period of time, the brand value and promise including the characteristics, the visual logo as well as the product offering needs to be changed keeping in line with the markets as well as the Organizational strategy for growth and direction.

At all times, the brand image should be relevant to the current times and yet futuristic as well. As the brand communicates to the customer, it becomes a powerful tool that needs to be managed consciously by the Organization.

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Articales from http://www.managementstudyguide.com

Building a Sustaining Partner Community: a Channel Strategy

Channel Strategy: Building a Sustaining Partner Community

-A Case Study-

After working in a VAR partner organization for 8 years as a Sales Manager,  leading an entire channel focused company for 8 years as a VP of Sales and spending the last 19 years consulting with vendors, distributors and VARs, dealers, resellers, partners all focused on channel based strategies, I believe I can say:  I have seen it all.

What I would like to do in this blog is attempt to document  and tell the story of one Worldwide channel focused software organization that did it the best– at building their channel. As they were a former client of Acumen, I simply wish to document certain steps without sharing confidential or competitive insights. If you have specific questions send me a note: Ken@AcumenMgmt.com

BTW: I know from personal experience the steps I am outlining can be executed by small, medium or even large vendor based teams.

First, let me state their market was highly focused, sophisticated but considerably large, and they were not the major player.  This firm in 6 years had a 20% growth rate in an industry that was growing 3% annually, they quadrupled sales and profits margins were double the industry norms.

Do I have your attention YET?

But before I detail their actions, the three things they did not do were:

• Add more VAR’s into territories creating too much competition
• Start selling directly to larger customers
• Constantly invent new sales or partner incentive programs

Second: in a blog I can’t define all the specifics but I will create a checklist of the key initiatives they took with any appropriate notes. Future blogs may go into greater detail.

Phase One

1. They made a corporate philosophical strategic decision to invest in the channels business competencies and long-term capabilities. Knowing their resellers/partners were small businesses and as small businesses they thrive on consistency and long-term behaviors.
2. They built a small team focused on this initiative that reported to the VP of Sales.
3. In Phase 1 they focused on
4. Business Management: Cash Flow, Sales Capacity
5. Sales Management: Skills and Forecast Accuracy
6. They made sure every Partner had strict accounting standards along with actionable business plans. Not simple spreadsheet budgets.
7. They realized the Channel Partner was only as good as their Sales Manager, as an owner who is the lead salesperson or who has never driven a sales organization the company recognized that most of their Partners could scale for growth. They built market value calculators to convince the owner of the size of the market along with a salesperson allocation model.  They began to build a Sales Management training focus.
8. They provided full-time recruiting expertise to find, screen and interview candidates
9. Next the vendor organization created new salesperson and technical development programs.

Phase Two

The Channel Vendor organization added higher levels of commitment within:

1. Business Management
   1. Financial Planning
   2. Marketing Planning
2. Sales Management
   1. Multi-product Management
   2. Account Management
3. Technical Management
   1. CRM, for pipeline standardization
   2. Technical Staffing
   3. Skills Management
   4. Customer Retention
4. Personal Management
   1. Personnel Review
   2. Benefits Programs
   3. Advancement Programs
   4. Training Programs

Phase Three:

Then the light bulbs starting turning on; the vendor realized they didn’t know it all and they wanted to uncover the true best practices within their Partner community.  We then created a 65 question survey to uncover information in each of the Phase Two categories, each question was scored as well as documented. The company organized and trained interviewing groups into 2-person teams. This process lead to categorizing their existing partner community into four segments:

Legacy Oriented, Farmers, Peak Performers and Rising Stars.

The results of this study paved the way to decide on what to focus on as well as who to focus on and the creation of an almost MBA experience for their VAR channel.

I have experienced, developed and lead many Partner Readiness programs, all are good, under this vendor they were excellent.  I credit the vendor for their long term commitment, Partner communications and continuity of message.

Summary

What I tend to see is many vendors attempt to introduce these concepts on a semi-regular basis or toss funds at some of these actions during a Partner Conference or run a few programs via a web cast, then change consultants, introduce another set of new concepts without ever gaining the execution or increase in performance from the Partner. Partners begin to “tune out” most vendor’s attempts because of their time demands or the lack of real understanding by the vendor of what the partners face in managing their organizations.

This vendor is still investing in these concepts and it’s been 10 plus years of consistent messaging, training and investments.

HINT: For additional channel based information for vendors, Distributors and Partner Readiness check out www.ChannelEQ.co

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.

He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015. His blog has been rated in the sales blogs in the world!

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corporate marketing , Auto branding, Brand Identity Development, Lead Generation,

B To B Activation, POP Displays, Customer