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 Supplier , door-to-door sales technique and door to door sales Supplier in mumbai.

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

Your Brain on Content

As marketers, you’re in the conversation with the customer throughout the buying cycle, as more buyers are relying on content to research their purchase options. That’s the good news that Leslie Talbot, Corporate Visions’ VP of Content, told her audience at Conversations That Win 2016. The bad news? Despite all this content consumption and engagement, 60 percent of qualified leads still end up in the “black hole of no decision.”

So here’s what we know:

51 percent of buyers rely more on content research buying options than they did in 2015.

83 percent are overwhelmed by the sheer volume of content.

50 percent of buyers say much of the content they receive is “mostly useless.”

According to Talbot, mere alignment between sales and marketing is not enough. The sales funnel was created for a low information world, and since we’re now in a high information world, that funnel has shattered because buyers now enter it at different stages. To contend with these challenges, you need to make a compelling case for your prospect to take an action or make a change. You need to shake them loose from their status quo. Understanding how humans frame value and make decisions is critical to telling that status quo-busting story. And if you do it well, you can, as Talbot said, “crack the code on how to get prospects to change their behavior.”

One memorable way to think about great storytelling in the high-information age is a concept called the “three Cs”—context, contrast and concrete—which are summarized below:

Context – Frame your story within the context of the buyer’s experience, and aim to disrupt that experience by delivering insights that will make them think differently about their world and how they’re approaching it today. The more disruptive your insight, the better story you’ll tell.

Contrast – Value lies in contrast, not in touting the capabilities and differentiators of your solution. A great way to unhinge the status quo is to paint a picture of contrast between the pain of your prospect’s current situation and the upside of a new and better future state, which you can lead them to.

Concrete – The “old brain” or “lizard brain”—the emotional core of our brains that controls decision-making—responds to simple concrete visuals. You can take advantage of this factor by using simple imagery that makes change seem actionable, digestible and less daunting.

door to door sales Supplier in Pune

door to door sales Supplier in mumbai

selling , btl advertising promotions, Brand management, retail advertising,

B 2 B Activation, Customer Acquisition, Compensation Management

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 Supplier , door-to-door sales technique and door to door sales Supplier in mumbai.

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

Sales Promotion

Definition: Sales Promotion

Sales promotion is used to draw a stronger and quicker buying response from the buyer. They also help in highlighting product offers which are short run and also give a boost to the dropping sales.

Examples of devices used in sales promotion include coupons, samples, premiums, point-of-purchase (POP) displays, contests, rebates, and sweepstakes.

Benefits of sales promotion are: –

• Communication: -they help in gaining attention and may lead the consumer to the product.
• Invitation : – They induce the buyer in making an immediate transaction i.e. tempting the consumer in buying the product
• Incentive: – The consumer feels that he is delivered more value due to the concession or inducement.

Example: –

• Soft drink companies which print codes on its cover which you have to SMS to the company

to see if you have won a prize or there are cash discounts on the soft drink purchased.

Brand Loyalty

Brand Loyalty is a scenario where the consumer fears purchasing and consuming product from another brand which he does not trust. It is measured through methods like word of mouth publicity, repetitive buying, price sensitivity, commitment, brand trust, customer satisfaction, etc. Brand loyalty is the extent to which a consumer constantly buys the same brand within a product category. The consumers remain loyal to a specific brand as long as it is available. They do not buy from other suppliers within the product category. Brand loyalty exists when the consumer feels that the brand consists of right product characteristics and quality at right price. Even if the other brands are available at cheaper price or superior quality, the brand loyal consumer will stick to his brand.

Brand loyal consumers are the foundation of an organization. Greater loyalty levels lead to less marketing expenditure because the brand loyal customers promote the brand positively. Also, it acts as a means of launching and introducing more products that are targeted at same customers at less expenditure. It also restrains new competitors in the market. Brand loyalty is a key component of brand equity.

Brand loyalty can be developed through various measures such as quick service, ensuring quality products, continuous improvement, wide distribution network, etc. When consumers are brand loyal they love “you” for being “you”, and they will minutely consider any other alternative brand as a replacement. Examples of brand loyalty can be seen in US where true Apple customers have the brand’s logo tattooed onto their bodies. Similarly in Finland, Nokia customers remained loyal to Nokia because they admired the design of the handsets or because of user- friendly menu system used by Nokia phones.

Brand loyalty can be defined as relative possibility of customer shifting to another brand in case there is a change in product’s features, price or quality. As brand loyalty increases, customers will respond less to competitive moves and actions. Brand loyal customers remain committed to the brand, are willing to pay higher price for that brand, and will promote their brand always. A company having brand loyal customers will have greater sales, less marketing and advertising costs, and best pricing. This is because the brand loyal customers are less reluctant to shift to other brands, respond less to price changes and self- promote the brand as they perceive that their brand have unique value which is not provided by other competitive brands.

Brand loyalty is always developed post purchase. To develop brand loyalty, an organization should know their niche market, target them, support their product, ensure easy access of their product, provide customer satisfaction, bring constant innovation in their product and offer schemes on their product so as to ensure that customers repeatedly purchase the product.

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

Articales from http://www.managementstudyguide.com

Why Not Sales 3.5?

Wait a minute. The first conference on Sales 2.0 was held less than a year ago in San Fransisco and we are still trying to understand what it is all about. Admitted, the world is moving fast these days, but so fast that, speaking in software terms, we would have had a major release and point releases in just about 10 months? I do not suggest that we have moved that fast. It is probably more a matter where you are starting from.

The ‘2.0 phenomenon’ is general and not limited to Sales. I see it first as just another indication how strongly we are impacted by the INTERNET. If you are not 2.0, you are not state of the art. This in itself can be a motivator to coin the term Sales 2.0. We do though still not know what it is, except perhaps our wish to express that our way of selling is state of the art. Maybe finding the answer to the question what the state of the art way of selling is, might therefore help us understand the meaning of Sales 2.0

Could the state of the art way of selling mean to do everything necessary to serve a Web 2.0 empowered self directed buyer? Maybe, but I doubt that I would find many followers for this interpretation.

Listening and reading what is said about the subject, I get the impression it is much more about applying Web 2.0 technology (e. g. blogs) to sales organizations. It is hoped that the technology together with the use of new phenomenons such as social medi will increase sales productivity. I can not help having the impression that Sales 2.0 is sometimes seen as the next wave or replacement of the current CRM/SFA implementations.

From “The Customer Management Scorecard “ by Neil Woodcock, Merlin Stone and Bryan Foss, we know that Information and Technology should be looked at as an enabler rather than a deliverable. So, following the technology oriented definition of Sales 2.0, we risk having similar disappointments with unfulfilled hyped expectations as we have with the current generation of CRM/SFA systems. In the cited book, it is also mentioned that focusing on the People and Organization aspect has a high correlation with business performance. Asking the question what a state of the art sales person does or should do, might therefore be another way of finding a definition for Sales 2.0.

In the foreword of Jeff Thull’s book “Mastering the Complex Sale”, John Sullivan makes a convincing case that, with respect to the role of a sales person, we have entered Era 3 around the mid 90s of the last century. Sullivan defines the role of an Era 3 sales person as being a source of business advantage. In “The Prime Solution” Jeff Thull presents findings indicating that in the early years of this millennium, still only few firms consider themselves already being in Era 3. The majority of firms are though still in Era 2. From this perspective, the label 2.0 no longer indicates the state of the art way of selling and Sales 3.0 would be more appropriate. Although it is pure speculation on my part, it might well be that Lee Levitt had similar thoughts when he chose the title “Account Management for the 3.0 Customer” for the April 2008 issue of his “The Science of Selling” newsletter.

Now why have I added 0.5 to make it Sales 3.5? It is not only to be provocative and trying to be different. I believe that for being successful in front of a Web 2.0 enabled self directed buyer, we need to add some aspects to those originally recommended for an Era 3 sales person.Understanding the requirements for a salesperson to successfully operate in Era 3 might though still be a good foundation if you plan to move to Sales 2.0 in whatever definition you chose.

The following list of books (ordered according to the year they were published) have helped me to understand different facets of a capable Era 3 sales person:

“Selling is Dead” by Marc T. Miller and Jason M. Sinkovitz, “Selling to Big Companies” by Jill Konrath, “Exceptional Selling” by Jeff Thull, “Counter-Intuitive Selling” by Bill Byron Concevitch and “Selling Results” by Bill Stinnet.

door to door sales Supplier in Pune

door to door sales Supplier in mumbai

selling , btl advertising promotions, Brand management, retail advertising,

B 2 B Activation, Customer Acquisition, Compensation Management

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 Viman Nagar

Your Brain on Content

As marketers, you’re in the conversation with the customer throughout the buying cycle, as more buyers are relying on content to research their purchase options. That’s the good news that Leslie Talbot, Corporate Visions’ VP of Content, told her audience at Conversations That Win 2016. The bad news? Despite all this content consumption and engagement, 60 percent of qualified leads still end up in the “black hole of no decision.”

So here’s what we know:

51 percent of buyers rely more on content research buying options than they did in 2015.

83 percent are overwhelmed by the sheer volume of content.

50 percent of buyers say much of the content they receive is “mostly useless.”

According to Talbot, mere alignment between sales and marketing is not enough. The sales funnel was created for a low information world, and since we’re now in a high information world, that funnel has shattered because buyers now enter it at different stages. To contend with these challenges, you need to make a compelling case for your prospect to take an action or make a change. You need to shake them loose from their status quo. Understanding how humans frame value and make decisions is critical to telling that status quo-busting story. And if you do it well, you can, as Talbot said, “crack the code on how to get prospects to change their behavior.”

One memorable way to think about great storytelling in the high-information age is a concept called the “three Cs”—context, contrast and concrete—which are summarized below:

Context – Frame your story within the context of the buyer’s experience, and aim to disrupt that experience by delivering insights that will make them think differently about their world and how they’re approaching it today. The more disruptive your insight, the better story you’ll tell.

Contrast – Value lies in contrast, not in touting the capabilities and differentiators of your solution. A great way to unhinge the status quo is to paint a picture of contrast between the pain of your prospect’s current situation and the upside of a new and better future state, which you can lead them to.

Concrete – The “old brain” or “lizard brain”—the emotional core of our brains that controls decision-making—responds to simple concrete visuals. You can take advantage of this factor by using simple imagery that makes change seem actionable, digestible and less daunting.

door to door sales Supplier in Pune

door to door sales Supplier in mumbai

selling , btl advertising promotions, Brand management, retail advertising,

B 2 B Activation, Customer Acquisition, Compensation Management

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 service in pune

Sales Promotion

Definition: Sales Promotion

Sales promotion is used to draw a stronger and quicker buying response from the buyer. They also help in highlighting product offers which are short run and also give a boost to the dropping sales.

Examples of devices used in sales promotion include coupons, samples, premiums, point-of-purchase (POP) displays, contests, rebates, and sweepstakes.

Benefits of sales promotion are: –

• Communication: -they help in gaining attention and may lead the consumer to the product.
• Invitation : – They induce the buyer in making an immediate transaction i.e. tempting the consumer in buying the product
• Incentive: – The consumer feels that he is delivered more value due to the concession or inducement.

Example: –

• Soft drink companies which print codes on its cover which you have to SMS to the company

to see if you have won a prize or there are cash discounts on the soft drink purchased.

Brand Loyalty

Brand Loyalty is a scenario where the consumer fears purchasing and consuming product from another brand which he does not trust. It is measured through methods like word of mouth publicity, repetitive buying, price sensitivity, commitment, brand trust, customer satisfaction, etc. Brand loyalty is the extent to which a consumer constantly buys the same brand within a product category. The consumers remain loyal to a specific brand as long as it is available. They do not buy from other suppliers within the product category. Brand loyalty exists when the consumer feels that the brand consists of right product characteristics and quality at right price. Even if the other brands are available at cheaper price or superior quality, the brand loyal consumer will stick to his brand.

Brand loyal consumers are the foundation of an organization. Greater loyalty levels lead to less marketing expenditure because the brand loyal customers promote the brand positively. Also, it acts as a means of launching and introducing more products that are targeted at same customers at less expenditure. It also restrains new competitors in the market. Brand loyalty is a key component of brand equity.

Brand loyalty can be developed through various measures such as quick service, ensuring quality products, continuous improvement, wide distribution network, etc. When consumers are brand loyal they love “you” for being “you”, and they will minutely consider any other alternative brand as a replacement. Examples of brand loyalty can be seen in US where true Apple customers have the brand’s logo tattooed onto their bodies. Similarly in Finland, Nokia customers remained loyal to Nokia because they admired the design of the handsets or because of user- friendly menu system used by Nokia phones.

Brand loyalty can be defined as relative possibility of customer shifting to another brand in case there is a change in product’s features, price or quality. As brand loyalty increases, customers will respond less to competitive moves and actions. Brand loyal customers remain committed to the brand, are willing to pay higher price for that brand, and will promote their brand always. A company having brand loyal customers will have greater sales, less marketing and advertising costs, and best pricing. This is because the brand loyal customers are less reluctant to shift to other brands, respond less to price changes and self- promote the brand as they perceive that their brand have unique value which is not provided by other competitive brands.

Brand loyalty is always developed post purchase. To develop brand loyalty, an organization should know their niche market, target them, support their product, ensure easy access of their product, provide customer satisfaction, bring constant innovation in their product and offer schemes on their product so as to ensure that customers repeatedly purchase the product.

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Articales from http://www.managementstudyguide.com

Why Not Sales 3.5?

Wait a minute. The first conference on Sales 2.0 was held less than a year ago in San Fransisco and we are still trying to understand what it is all about. Admitted, the world is moving fast these days, but so fast that, speaking in software terms, we would have had a major release and point releases in just about 10 months? I do not suggest that we have moved that fast. It is probably more a matter where you are starting from.

The ‘2.0 phenomenon’ is general and not limited to Sales. I see it first as just another indication how strongly we are impacted by the INTERNET. If you are not 2.0, you are not state of the art. This in itself can be a motivator to coin the term Sales 2.0. We do though still not know what it is, except perhaps our wish to express that our way of selling is state of the art. Maybe finding the answer to the question what the state of the art way of selling is, might therefore help us understand the meaning of Sales 2.0

Could the state of the art way of selling mean to do everything necessary to serve a Web 2.0 empowered self directed buyer? Maybe, but I doubt that I would find many followers for this interpretation.

Listening and reading what is said about the subject, I get the impression it is much more about applying Web 2.0 technology (e. g. blogs) to sales organizations. It is hoped that the technology together with the use of new phenomenons such as social medi will increase sales productivity. I can not help having the impression that Sales 2.0 is sometimes seen as the next wave or replacement of the current CRM/SFA implementations.

From “The Customer Management Scorecard “ by Neil Woodcock, Merlin Stone and Bryan Foss, we know that Information and Technology should be looked at as an enabler rather than a deliverable. So, following the technology oriented definition of Sales 2.0, we risk having similar disappointments with unfulfilled hyped expectations as we have with the current generation of CRM/SFA systems. In the cited book, it is also mentioned that focusing on the People and Organization aspect has a high correlation with business performance. Asking the question what a state of the art sales person does or should do, might therefore be another way of finding a definition for Sales 2.0.

In the foreword of Jeff Thull’s book “Mastering the Complex Sale”, John Sullivan makes a convincing case that, with respect to the role of a sales person, we have entered Era 3 around the mid 90s of the last century. Sullivan defines the role of an Era 3 sales person as being a source of business advantage. In “The Prime Solution” Jeff Thull presents findings indicating that in the early years of this millennium, still only few firms consider themselves already being in Era 3. The majority of firms are though still in Era 2. From this perspective, the label 2.0 no longer indicates the state of the art way of selling and Sales 3.0 would be more appropriate. Although it is pure speculation on my part, it might well be that Lee Levitt had similar thoughts when he chose the title “Account Management for the 3.0 Customer” for the April 2008 issue of his “The Science of Selling” newsletter.

Now why have I added 0.5 to make it Sales 3.5? It is not only to be provocative and trying to be different. I believe that for being successful in front of a Web 2.0 enabled self directed buyer, we need to add some aspects to those originally recommended for an Era 3 sales person.Understanding the requirements for a salesperson to successfully operate in Era 3 might though still be a good foundation if you plan to move to Sales 2.0 in whatever definition you chose.

The following list of books (ordered according to the year they were published) have helped me to understand different facets of a capable Era 3 sales person:

“Selling is Dead” by Marc T. Miller and Jason M. Sinkovitz, “Selling to Big Companies” by Jill Konrath, “Exceptional Selling” by Jeff Thull, “Counter-Intuitive Selling” by Bill Byron Concevitch and “Selling Results” by Bill Stinnet.

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