Face to Face Marketing and Door to Door Marketing 

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

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

CTW16 Conference Roundup

Conversations That Win 2016 is now in the books!

The conference, hosted in Scottsdale, AZ, brought together sales, marketing, enablement and training leaders from leading B2B brands around the globe – with more than 350 live attendees, and hundreds more watching Corporate Visions keynote presentations via livestream.

Here’s a taste of the content that was presented at #CTW16: the only conference dedicated to your customer conversations. Watch customers share real-life examples of how they are breaking the status quo by applying decision-making sciences – NOT best practices – to transform their sales and marketing programs. Listen in as Corporate Visions thought leaders share our latest academic research and findings. And see pictures of all the fun and connectivity we enjoyed over the course of the event!

KEYNOTES

The Brainy Side of Marketing and Sales: Decision-Making Science Deep Dive

Welcome & Opening Remarks – Joe Terry, CEO, Corporate Visions

Triple Threat Keynote (Singin’ in the Rain) – Tim Riesterer, Chief Strategy Officer, Corporate Visions

Latest Messaging Findings – Erik Peterson, Conrad Smith & Rob Perrilleon, Corporate Visions Consulting Leaders

Essentialism Keynote: The Disciplined Pursuit of Less – Greg McKeown

Storytelling Keynote – Jennifer Aaker

BREAKOUT SESSIONS

It’s Da BOM! (Wipro)

Enable the Three Value Conversations (Corporate Visions)

Closing the Conversion Gap (Intelsat & Kodak Alaris)

Your Brain on Content (Corporate Visions)

Moving from Products to Solutions (Aon Hewitt)

Moving from Products to Solutions (Aon Hewitt)

Sales Masters (Cisco)

Customizing Your Corporate Visions IP (Thomson Reuters)

Driving Behavior Change in a World of Unreliable Managers (United Rentals & CUNA Mutual)

The Enablement Supply Chain & the Path to Readiness (GE Digital)

Going Beyond the Brand (Starbucks)

door to door sales company in Pune

door to door sales company in mumbai

Local Marketing , retail advertising, BTL Activities, promotion,

Airports promotional, Consumer Sales Promotions, College

Face to Face Marketing and Door to Door Marketing 

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

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

Selling Orientation

Definition: Selling Orientation

It is an organization operating model in which the organization focuses on the needs required for selling in the market that is, an organization whose operating structure is based on the selling efficiency rather than customer needs and product orientation.

Sales oriented companies primarily use two types of promotion to communicate their message. They use advertising to make customer aware of their product and along with it they use personal selling to make customer take action and buy their product.

A sales orientation strategy focuses on selling and promotions of the product with the viewpoint of selling as much as possible of existing. This type of orientation works when customers are not expecting anything different in the product from the company, when demand of a particular product is very high or when company has large stock of inventory that they want to sell immediately.

Companies that use sales orientation approach put a higher premium on short term selling than on long term relations with their consumer base. They are so involved in selling that they miss the opportunity to improve their product or serve their customer in a better manner.

E.g. Pepsi & Coca Cola

These companies have been offering same products for a long period of time. Their strategy is to promote heavily using celebrity and be in the eyes of the customers to sell as much as possible. This strategy is sales oriented rather than customer oriented.

Brand Identity vs Brand Image

Brand Image

Brand image is perceived by the receiver or the consumer.

Brand message is untied by the consumer in the form of brand image.

The general meaning of brand image is “How market perceives you?”

It’s nature is that it is appearance oriented or tactical.

Brand image symbolizes perception of consumers

Brand image represents “others view”

It is superficial.

Image is looking back.

Image is passive.

It signifies “what you have got”.

It is total consumers’ perception about the brand.

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

Articales from http://www.managementstudyguide.com

Salespeople behave predictably irrational…

when they keep opportunities in their pipeline even if there is little chance that they will ever win them or, even worse, they will never end up as a deal because the customer has no intention to buy in the first place. The observation made by CSO Insights in their SPO Report 2008 about the mediocre forecast accuracy is a flagrant proof of this behavior. According to this report, even around 21% of deals forecast(!), so well down in the pipe, end up with no customer decision. I believe this percentage has not varied much over the time CSO Insights are doing their yearly survey. Until now, I had the opinion that keeping unrealistic opportunities in the pipeline and even putting them into forecast was related to the fact that salespeople are generally of an optimistic nature.

In Dan Ariely’s book “Predictably Irrational” (yes thats where I got the idea for the title of this post), I have found insight in basic human behavior (the way we are wired) that might help salespeople and sales managers to fight the urge of keeping unrealistic opportunities in their pipelines. If you agree that keeping doors open is a valid metaphor for wanting to keep as many opportunities as possible in the funnel, you might be interested in the chapter in “Predictably Irrational” entitled:

Keeping Doors Open

Therein, Ariely describes a series of experiments done with MIT students with the help of a simple computer game. The students were shown three differently colored doors on a computer screen. They could enter any door with a mouse click. After having entered the virtual room they then could accumulate earnings as each subsequent click staying in the room added a small sum of money to their earnings. The total amount of accumulated earnings was visible real time. Though, not all rooms offered the same potential of earnings, thus inviting students trying to increase earnings by looking behind different doors. In the first set up of the game , the only limitation was the amount of clicks available. Clicks had to be used wisely as each time a room was switched, the necessary click for the change would not give additional earnings. Only with subsequent clicks applied in the newly (re)entered room, additional money could be earned. Students, earning the highest amount of money from the experiment, sampled all three rooms and then, based on the knowledge from sampling, spent most clicks in the room showing the largest potential for winning.

Where is the relevance for salespeople?

Take the three doorsas three opportunities and the limited number of clicks as the one limit you always have, your time. The experiment actually confirms selling best practice; to qualify and then to focus on the opportunity with the highest potential. The set up is though not sufficiently reflecting the harsh reality of selling. Not attending a door for a while, did not have any penalty for the students. That is like acting in a market with no competition. So the second set up added a threat for a door to close permanently if it was not addressed after a certain amount of clicks (time). This set up comes closer to the real sales environment considering competition. There the threat of a door permanently closing is equivalent to he concern, that unattended opportunities might be won by the competition.

Modified behavior when there is a threat for permanent loss of an opportunity

Students faced with the additional constraint of having a door permanently closed on them, started racing frantically between the doors so none would permanently close. They left their previously rational behavior of sampling and then staying in the room they had found offering the highest profit potential. Students working in the set up of this additional constraint in average earned about 15% less money than those in the initial set up. Even when students were told in advance which door hat the highest earnings potential they did not change their behavior of racing around. Apparently our brains are wired in a way that the fear of permanent loss is so strong that we keep reacting to it even if we rationally know that it hampers our ability to maximize financial returns

Do we therefore have to accept cluttered pipelines?

No. Look at star sales people. They are known as ruthless qualifiers, meaning that they work with fewer opportunities in the funnel and still make more money than the average performers. My recommendation for salespeople is that overcoming the fear of permanent loss is a prerequisite for being able to to become a star performer.

As a manager, you might get inspired by the story of Xiang Yut, the Chinese commander fighting against the Qin dynasty in 210 BC. After having crossed the Yangtze river, he had the ships burned that carried the troops over; thus cutting of the escape route. He also violated an other golden rule of military commanders, keeping the morale of the troops by feeding them well. He instead had the cooking pots destroyed. Having done this, Xiang was not exactly popular with his troops as they had no other choice but fighting their way to victory if they did not want to perish. However the measures proved to be effective for the outcome of the war. Yut’s troops won 9 consecutive battles thereby destroying the main troops of the Qin dynasty.

You might not want to be so radical. Instead of just commanding your salespeople to take the clutter out of their pipelines, you might want to coach them and sort out the opportunities with them. Be prepared that this might already be enough to make you momentarily not too popular, For being able to command or coach your people on this, you have to be brave and overcome not only your fear of maybe being momentarily less popular but also your own fear of permanent loss. Overcoming these fears will give you and your people the focus needed to increase your chances for winning.

Enforcing the adoption of sales methodologies can help you with this task. From studies, we know that increased win rates is the primary benefit sales managers who have managed getting good adoption of sales methodologies can report

You now should have a better chance to get adoption, because you know that overcoming the fear of permanent loss is a strong barrier to rational behavior. Overcoming this fear yourself and helping your people do the same will help you to obtain better results.

door to door sales company in Pune

door to door sales company in mumbai

Local Marketing , retail advertising, BTL Activities, promotion,

Airports promotional, Consumer Sales Promotions, College

Face to Face Marketing and Door to Door Marketing 

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

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

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

What I saw that day changed my life forever.

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

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

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

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

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

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

Inviting
Informative
Enjoyable

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

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

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

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

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

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

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

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

Marketing agencies in Hadapsar

CTW16 Conference Roundup

Conversations That Win 2016 is now in the books!

The conference, hosted in Scottsdale, AZ, brought together sales, marketing, enablement and training leaders from leading B2B brands around the globe – with more than 350 live attendees, and hundreds more watching Corporate Visions keynote presentations via livestream.

Here’s a taste of the content that was presented at #CTW16: the only conference dedicated to your customer conversations. Watch customers share real-life examples of how they are breaking the status quo by applying decision-making sciences – NOT best practices – to transform their sales and marketing programs. Listen in as Corporate Visions thought leaders share our latest academic research and findings. And see pictures of all the fun and connectivity we enjoyed over the course of the event!

KEYNOTES

The Brainy Side of Marketing and Sales: Decision-Making Science Deep Dive

Welcome & Opening Remarks – Joe Terry, CEO, Corporate Visions

Triple Threat Keynote (Singin’ in the Rain) – Tim Riesterer, Chief Strategy Officer, Corporate Visions

Latest Messaging Findings – Erik Peterson, Conrad Smith & Rob Perrilleon, Corporate Visions Consulting Leaders

Essentialism Keynote: The Disciplined Pursuit of Less – Greg McKeown

Storytelling Keynote – Jennifer Aaker

BREAKOUT SESSIONS

It’s Da BOM! (Wipro)

Enable the Three Value Conversations (Corporate Visions)

Closing the Conversion Gap (Intelsat & Kodak Alaris)

Your Brain on Content (Corporate Visions)

Moving from Products to Solutions (Aon Hewitt)

Moving from Products to Solutions (Aon Hewitt)

Sales Masters (Cisco)

Customizing Your Corporate Visions IP (Thomson Reuters)

Driving Behavior Change in a World of Unreliable Managers (United Rentals & CUNA Mutual)

The Enablement Supply Chain & the Path to Readiness (GE Digital)

Going Beyond the Brand (Starbucks)

door to door sales company in Pune

door to door sales company in mumbai

Local Marketing , retail advertising, BTL Activities, promotion,

Airports promotional, Consumer Sales Promotions, College

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 professional in pune

Selling Orientation

Definition: Selling Orientation

It is an organization operating model in which the organization focuses on the needs required for selling in the market that is, an organization whose operating structure is based on the selling efficiency rather than customer needs and product orientation.

Sales oriented companies primarily use two types of promotion to communicate their message. They use advertising to make customer aware of their product and along with it they use personal selling to make customer take action and buy their product.

A sales orientation strategy focuses on selling and promotions of the product with the viewpoint of selling as much as possible of existing. This type of orientation works when customers are not expecting anything different in the product from the company, when demand of a particular product is very high or when company has large stock of inventory that they want to sell immediately.

Companies that use sales orientation approach put a higher premium on short term selling than on long term relations with their consumer base. They are so involved in selling that they miss the opportunity to improve their product or serve their customer in a better manner.

E.g. Pepsi & Coca Cola

These companies have been offering same products for a long period of time. Their strategy is to promote heavily using celebrity and be in the eyes of the customers to sell as much as possible. This strategy is sales oriented rather than customer oriented.

Brand Identity vs Brand Image

Brand Image

Brand image is perceived by the receiver or the consumer.

Brand message is untied by the consumer in the form of brand image.

The general meaning of brand image is “How market perceives you?”

It’s nature is that it is appearance oriented or tactical.

Brand image symbolizes perception of consumers

Brand image represents “others view”

It is superficial.

Image is looking back.

Image is passive.

It signifies “what you have got”.

It is total consumers’ perception about the brand.

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Articales from http://www.managementstudyguide.com

Salespeople behave predictably irrational…

when they keep opportunities in their pipeline even if there is little chance that they will ever win them or, even worse, they will never end up as a deal because the customer has no intention to buy in the first place. The observation made by CSO Insights in their SPO Report 2008 about the mediocre forecast accuracy is a flagrant proof of this behavior. According to this report, even around 21% of deals forecast(!), so well down in the pipe, end up with no customer decision. I believe this percentage has not varied much over the time CSO Insights are doing their yearly survey. Until now, I had the opinion that keeping unrealistic opportunities in the pipeline and even putting them into forecast was related to the fact that salespeople are generally of an optimistic nature.

In Dan Ariely’s book “Predictably Irrational” (yes thats where I got the idea for the title of this post), I have found insight in basic human behavior (the way we are wired) that might help salespeople and sales managers to fight the urge of keeping unrealistic opportunities in their pipelines. If you agree that keeping doors open is a valid metaphor for wanting to keep as many opportunities as possible in the funnel, you might be interested in the chapter in “Predictably Irrational” entitled:

Keeping Doors Open

Therein, Ariely describes a series of experiments done with MIT students with the help of a simple computer game. The students were shown three differently colored doors on a computer screen. They could enter any door with a mouse click. After having entered the virtual room they then could accumulate earnings as each subsequent click staying in the room added a small sum of money to their earnings. The total amount of accumulated earnings was visible real time. Though, not all rooms offered the same potential of earnings, thus inviting students trying to increase earnings by looking behind different doors. In the first set up of the game , the only limitation was the amount of clicks available. Clicks had to be used wisely as each time a room was switched, the necessary click for the change would not give additional earnings. Only with subsequent clicks applied in the newly (re)entered room, additional money could be earned. Students, earning the highest amount of money from the experiment, sampled all three rooms and then, based on the knowledge from sampling, spent most clicks in the room showing the largest potential for winning.

Where is the relevance for salespeople?

Take the three doorsas three opportunities and the limited number of clicks as the one limit you always have, your time. The experiment actually confirms selling best practice; to qualify and then to focus on the opportunity with the highest potential. The set up is though not sufficiently reflecting the harsh reality of selling. Not attending a door for a while, did not have any penalty for the students. That is like acting in a market with no competition. So the second set up added a threat for a door to close permanently if it was not addressed after a certain amount of clicks (time). This set up comes closer to the real sales environment considering competition. There the threat of a door permanently closing is equivalent to he concern, that unattended opportunities might be won by the competition.

Modified behavior when there is a threat for permanent loss of an opportunity

Students faced with the additional constraint of having a door permanently closed on them, started racing frantically between the doors so none would permanently close. They left their previously rational behavior of sampling and then staying in the room they had found offering the highest profit potential. Students working in the set up of this additional constraint in average earned about 15% less money than those in the initial set up. Even when students were told in advance which door hat the highest earnings potential they did not change their behavior of racing around. Apparently our brains are wired in a way that the fear of permanent loss is so strong that we keep reacting to it even if we rationally know that it hampers our ability to maximize financial returns

Do we therefore have to accept cluttered pipelines?

No. Look at star sales people. They are known as ruthless qualifiers, meaning that they work with fewer opportunities in the funnel and still make more money than the average performers. My recommendation for salespeople is that overcoming the fear of permanent loss is a prerequisite for being able to to become a star performer.

As a manager, you might get inspired by the story of Xiang Yut, the Chinese commander fighting against the Qin dynasty in 210 BC. After having crossed the Yangtze river, he had the ships burned that carried the troops over; thus cutting of the escape route. He also violated an other golden rule of military commanders, keeping the morale of the troops by feeding them well. He instead had the cooking pots destroyed. Having done this, Xiang was not exactly popular with his troops as they had no other choice but fighting their way to victory if they did not want to perish. However the measures proved to be effective for the outcome of the war. Yut’s troops won 9 consecutive battles thereby destroying the main troops of the Qin dynasty.

You might not want to be so radical. Instead of just commanding your salespeople to take the clutter out of their pipelines, you might want to coach them and sort out the opportunities with them. Be prepared that this might already be enough to make you momentarily not too popular, For being able to command or coach your people on this, you have to be brave and overcome not only your fear of maybe being momentarily less popular but also your own fear of permanent loss. Overcoming these fears will give you and your people the focus needed to increase your chances for winning.

Enforcing the adoption of sales methodologies can help you with this task. From studies, we know that increased win rates is the primary benefit sales managers who have managed getting good adoption of sales methodologies can report

You now should have a better chance to get adoption, because you know that overcoming the fear of permanent loss is a strong barrier to rational behavior. Overcoming this fear yourself and helping your people do the same will help you to obtain better results.

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