Face to Face Marketing and Door to Door Marketing 

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

We convert potential customers to sustainable clients in the shortest space of time( door to door sales, d2d selling agent ). Our professional teams interact with customers, educating them on our clients’ products/services, as well as generating immediate sales or leads with interested customers.

Marketing and advertising budgets have come under increasing pressure. d2d selling agent 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 business in Warje

What is Promotional Insurance? (The Hoover Case)

Promotional insurance is a form of risk management. It takes an evaluative perspective on sales promotion, through looking at the logistics and facts rather than just how creative the concept is. Sales promotions are particularly ridden with risk as they are attractive and often profitable for the consumer.

Where is the risk?

So, where is the risk in sales promotion and why do people use insurers? In order to evaluate the risk, it must first be identified. This takes into consideration an array of different factors:

Where is the sales promotion communicated– On a bottleneck? On the label? At the bottom of the box?

The method of distribution– Door drop/in-store/on pack/sampling/off page/electronic.

Type of mechanic– instant win/cash back/free prize draws/buy and try/coupons etc.

Brand position– market share/popularity/existing product/new/re-launch/availability.

Other important factors– the type of product/type of audience/face value of prize/length of promotion/time to redeem vs frequency of purchase.

These are all important factors when evaluating the risk of a sales promotion, as these factors can heavily influence the likelihood of a consumer participating in the promotion. Promotional insurance critiques each factor and draws a comparison against similar promotions to try and accurately estimate how many people will redeem. Promotional insurers then assess and give a Fixed Fee solution to ensure a company is not at financial risk if too many people participated in the sales promotion.

Group of engineer workers are making dominos

Hoover Case Study Example

image

Often the concept can be difficult to understand, so here is a case study to let you know how a sales promotion can go wrong and how promotional insurance would have actually helped.

This is the big boss of all sales promotion disasters throughout the land, also known as the Hoover Free Flight Fiasco of 1992. In an ambitious attempt to reclaim market share, lost customers and to offload surplus stock, Hoover teamed up with a travel agent and offered an outstanding promotional offer! For every Hoover product purchased with a value over £100, the customer would receive free flight in Europe, yes, you heard correctly…

This promotion had a very enticing slogan “Two Free Flights Unbelievable!”. Inevitably, the promotion ‘took off’ and consumers were flying into the stores to buy vacuums they didn’t need, just to get the free flight!

Hoover was seeing unbelievable returns and record sales in the UK and decided to extend their kindness to the US. What Hoover did not account for is the ‘vacuum’ in their bank balance and seeing their profits vanish, as they were inundated with demand for free flights.

Reality hit both the brand and consumer, Hoover were not going to pay for what was promised. This inspired a fightback from consumers, who took the matter into their own hands. One famous case was one David Dixon who had poison fed into his wound after his Hoover washing machine broke down he was labelled an “idiot” by the Hoover repairman for actually expecting his free flights.

Chaos ensued and an enraged Dixon compounded the rude repair man’s van as collateral. This gave Dixon temporary celebrity status as it was broadcasted by national media, consequently embarrassing Hoover and bringing the brand into disrepute.

Not only was the brand’s reputation left in tatters, executives lost their jobs and Hoover paid out over £45,000,000, eventually leaving the firm bust. Not only were Hoover and their customer’s victims but the industry was left in need of repair, as many consumers were selling Hoover products to second-hand stores leaving the retailers in a slump.

How Hoover could have benefited from Promotional Insurance:

First of all, it would have provided guidance to Hoover and advised them not to cover the promotion due to the prize being greater than the product.

It would have then helped them with a suitable offer which would have meant they were offering something within their means.

Hoover would have been exempt from public humiliation.

All risk eradicated, leaving future budgets safe and secure.

As you can see this is an extreme case, and many would not offer such a headline. However, sales promotions can often leave brands with a loss as they are unsure of the risk and the likelihood of redemption. So in short, promotional insurance takes away the risk, offers a safety net and gives your brand the assurance it needs.

Find out more, more via our Fixed Fee Sales Promotion Video.

d2d selling agent in Pune

d2d selling agent in mumbai

Local Marketing , direct to consumer Advertising, Business to consumer promotional, seo reseller program,

Busy pedestrian areas Advertising, one2one Marketing, Market

Face to Face Marketing and Door to Door Marketing 

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

We convert potential customers to sustainable clients in the shortest space of time( door to door sales, d2d selling agent ). Our professional teams interact with customers, educating them on our clients’ products/services, as well as generating immediate sales or leads with interested customers.

Marketing and advertising budgets have come under increasing pressure. d2d selling agent 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 company in Kalyani Nagar

News Based Advertising: Ethical or Not!

Maybe you read the article that was shared on Facebook that said “10 best places to visit this summer” and maybe that article ended up influencing your choice for summer vacation destination. You may have thought that this article was written by a user or a travel enthusiast that wanted to share their experience.

In the worst case you may have thought that this article was written by a news reporter? What if I told you that this article is a part of a disturbing trend called “news based advertising” wherein corporations sponsor content that is shared with users and intended to influence their decisions. In this article we will understand more about news based advertising as well as the ethical implications that impact the issue.

The Rise of News Based Advertising

Online advertising has reached a saturation point. The situation is so severe that the pay per click model is almost irrelevant. Less than 0.2% of people that view an online advertisement actually click it. Therefore, there is a serious lack of trust between consumers that view online advertisements and companies that sponsor them. This is leading to big budgets earmarked for online advertisements going down the drain.

This sparked off a new trend. Companies like Buzzfeed have come into existence and have brought along the news based advertising model. Consumers tend to engage a lot more with such content. Not only do they read the content avidly, but they also share the content on social media giving it their stamp of approval. The method has become so effective that traditional media companies like Time Inc have also created special teams to meet the demands of their clients. Corporate behemoths like General Electric and Chevron have also been known to extensively use news based advertisements.

What is News Based Advertising ?

The simplest definition of news based advertising is that news articles actually do the work of advertisements. An advertisement is camouflaged as a news article. For instance if a company wanted to promote a brand of cereal as a healthy breakfast option, they would get an article written with the title “ 5 healthy breakfast options” wherein they would list 4 other options which are already accepted by the public and then add their brand to the list as well.

Media houses like Buzzfeed and ScoopWhoop are required to disclose that these articles are sponsored by corporations. However, the disclosure happens in a form that is not obvious and difficult to find. Hence, the law is followed in letter but not is spirit.

The Principle of Separation of News and Advertisements

Media houses have always been required to ensure that the revenue that they generate from advertisements does not impact their news reporting. News is an important part of the social fabric and it is important that the news is not polluted via corporate interests. Media houses are therefore believed to have a basic responsibility that they clearly mark their advertisements as advertisements. This will enable the user to determine what content has been genuinely reported and what content has been sponsored and therefore might have ulterior motives.

Why Editorial Independence is Important for Society ?

The trend of news based advertising is disturbing to say the least. This is because news based advertisements misuse the trust of the consumers. This is trickery to say the least. It is not long before consumers realize this and this trust gets shattered. Media houses may have to most to lose.

Consider for instance, if Volkswagen has an extremely cozy relationship with media houses. Then it can influence news reports on how its carbon emission negligence is reported! The society needs to know the full extent of negligence that has been committed by a profit mongering corporation but the same may be prevented or misdirected by news reporters because of their financial dependence on such firms.

This is one of those situations where the interests of business and the interests of society are clearly at conflict with one another. Society deserves to have an unbiased and uninfluenced reporting of the events around them. News based advertising is a deterrent to this independence. As mainstream companies are joining this trend, the future looks dangerously unstable and bleak!

Why Editorial Independence is Difficult to Protect ?

Editorial independence is difficult to protect because consumers have started expecting free stuff. Well nothing in life is free. Media houses incur production and editorial expenses that consumers are unwilling to pay. On the other hand, corporations are more than happy to pay for such expenses if media houses mix advertisements with regular news articles.

This has put pressure on all media houses. The ones that are indulging in this seemingly unethical practice are reaping financial rewards. This has made them the darling of investors on stock exchanged. The companies that still choose to be ethical are facing grim financial situations. They face the danger of hostile takeovers from other companies.

As a result, pretty much every media house is on board with news based advertising. Some are using their own brand to do so whereas others are more careful and have created subsidiaries to detach themselves from this questionable practice.

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

Articales from http://www.managementstudyguide.com

Call Center Customer Support

Neuromarketing: Seven Ways to Sell to the Decision-Making Old Brain

Funny thing about B2B marketers and sellers – you seem to presume that business decision makers check their brains at the door. Because it would appear, by the messages you develop and the presentations you make, that you think you are selling to robots that logically process and rationally justify everything. Neuromarketing is the antithesis of that, and prevents you from treating your decision makers like Spock from Star Trek, assuming that they have no capacity for emotion.

Today, neuromarketing is getting increased attention from companies who want to understand the science behind how people make decisions. Corporate Visions has been using neuromarketing-based approaches in all of our message development and selling skills training for more than 20 years. Here’s a quick overview of how you can apply this research to your efforts.

Neuromarketing And Brain Science: The Old Brain vs. the New Brain

The brain is divided into three primary areas. The neocortex is the brain’s analytical computer, which processes data. The limbic system is where all emotions reside. The brain stem and other brain structures are responsible for your survival. This part of the brain is described by psychologist Robert Ornstein as the “Old Brain” and Seth Godin refers to it as the “lizard brain.” The Old Brain quickly assesses situations to determine if you are at risk or danger. If it senses your well-being is in jeopardy, it forces you to react and move away from the potential threat. And, your Old Brain decides what gets noticed – what gets your attention. Therefore, you need to appeal to the Old Brain.

So how do you use this information about neuromarketing to improve the way you sell? Here are seven ways to stimulate the Old Brain.

1. Be Visual

Of your five senses, the Old Brain responds most strongly to the visual sense. In fact, processing things that you see takes up about half of the resources of your brain, with the other half being devoted to everything else.

The neuromarketing lesson: Use big pictures and props to help you reach your prospect visually.

2. Create Contrast

The Old Brain loves contrast. And the closer together the things being contrasted in your messaging are, the more powerful the impact will be. The contrast you want to create shows your prospects that staying where they are today – the status quo – is an “unsafe” decision and that moving to your solution is the “safest” decision.

The neuromarketing lesson: Show the prospect that where he is is not a great place (the “before” story) and then show him that where he can get to is a much better place (the “after” story).

3. Use Firsts and Lasts

Your Old Brain is also strongly influenced by firsts and lasts, beginnings and endings. The Old Brain is constantly on the alert for the unexpected – things that break the pattern that it’s used to. That means that your first big opportunity in your messaging is to take advantage of the time when the Old Brain is naturally paying attention – the beginning of your message.

The neuromarketing lesson: You want to start with a grabber. And you need to close hot. Don’t end with the typical phrase, “Any questions?” Instead, say, “You’ve seen how, only with us, you can do [power positions 1, 2, 3]. So where do we go from here?” Be direct and make it pop.

4. Use Emotion

The Old Brain uses emotion to mark things that are important enough to be remembered. Having an emotional response helps make memories stronger while those memories are still forming in the brain. That’s why people vividly remember emotional events – such as their wedding day or the Berlin Wall coming down – but they can’t remember what they had for lunch a week ago.

The neuromarketing lesson: Getting some emotion into your message is the key to making your message memorable after you’ve left the room.

5. Keep it Simple

Overloading people with too much information typically results in one of four behavior changes:

Overloading people with too much information typically results in one of four behavior changes:

1. Can’t respond. It’s almost as if you see doors closing behind their eyes.

2. Get irritated or bored. You know you need to engage your prospect at the emotional level (see point 4 above), but these aren’t the emotions you’re going after.

3. Start to develop a “so what” attitude. As in: “So what?!? Why are you telling me this?”

4. No decisive action. The worst thing that happens when you overload someone with too much information is that he can no longer make decisions. And that’s a killer when you’re trying to sell something.

The neuromarketing lesson: Simplify your message. You don’t have to tell your prospect about everything your solution can do. Focus on those things that are different about your solution. And make things simple by using metaphors and analogies.

The Old Brain prefers concrete language to abstract ideas. If you were asked to think of an apple, you could do so easily. Why? Because you’ve experienced apples with your senses. The idea of an apple is concrete for you. An abstract idea is something that you’ve never experienced with your senses. An example of an abstract idea would be increased efficiency or improved productivity.

The neuromarketing lesson: It’s not enough for the prospect to intellectually understand a benefit. Use visuals to make a complex concept more simple and to make an abstract idea more concrete.

The Old Brain cares about survival, but whose survival does it care about? It’s own. It’s not worried about anybody else’s survival. And one of the simple ways in which the Old Brain views you is as either “part of my tribe” or “part of other.”

The neuromarketing lesson: If you are seen as “other,” you’re going to have a tough time persuading your prospect. Use “you” phrasing to keep things personal for your customer and to show that you’re part of his tribe.

Corporate Visions has been using the brain science behind neuromarketing for more than 20 years to develop a portfolio of solutions that helps companies create effective sales messages, tools, and training.

d2d selling agent in Pune

d2d selling agent in mumbai

Local Marketing , direct to consumer Advertising, Business to consumer promotional, seo reseller program,

Busy pedestrian areas Advertising, one2one Marketing, Market

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 business in Warje

What is Promotional Insurance? (The Hoover Case)

Promotional insurance is a form of risk management. It takes an evaluative perspective on sales promotion, through looking at the logistics and facts rather than just how creative the concept is. Sales promotions are particularly ridden with risk as they are attractive and often profitable for the consumer.

Where is the risk?

So, where is the risk in sales promotion and why do people use insurers? In order to evaluate the risk, it must first be identified. This takes into consideration an array of different factors:

Where is the sales promotion communicated– On a bottleneck? On the label? At the bottom of the box?

The method of distribution– Door drop/in-store/on pack/sampling/off page/electronic.

Type of mechanic– instant win/cash back/free prize draws/buy and try/coupons etc.

Brand position– market share/popularity/existing product/new/re-launch/availability.

Other important factors– the type of product/type of audience/face value of prize/length of promotion/time to redeem vs frequency of purchase.

These are all important factors when evaluating the risk of a sales promotion, as these factors can heavily influence the likelihood of a consumer participating in the promotion. Promotional insurance critiques each factor and draws a comparison against similar promotions to try and accurately estimate how many people will redeem. Promotional insurers then assess and give a Fixed Fee solution to ensure a company is not at financial risk if too many people participated in the sales promotion.

Group of engineer workers are making dominos

Hoover Case Study Example

image

Often the concept can be difficult to understand, so here is a case study to let you know how a sales promotion can go wrong and how promotional insurance would have actually helped.

This is the big boss of all sales promotion disasters throughout the land, also known as the Hoover Free Flight Fiasco of 1992. In an ambitious attempt to reclaim market share, lost customers and to offload surplus stock, Hoover teamed up with a travel agent and offered an outstanding promotional offer! For every Hoover product purchased with a value over £100, the customer would receive free flight in Europe, yes, you heard correctly…

This promotion had a very enticing slogan “Two Free Flights Unbelievable!”. Inevitably, the promotion ‘took off’ and consumers were flying into the stores to buy vacuums they didn’t need, just to get the free flight!

Hoover was seeing unbelievable returns and record sales in the UK and decided to extend their kindness to the US. What Hoover did not account for is the ‘vacuum’ in their bank balance and seeing their profits vanish, as they were inundated with demand for free flights.

Reality hit both the brand and consumer, Hoover were not going to pay for what was promised. This inspired a fightback from consumers, who took the matter into their own hands. One famous case was one David Dixon who had poison fed into his wound after his Hoover washing machine broke down he was labelled an “idiot” by the Hoover repairman for actually expecting his free flights.

Chaos ensued and an enraged Dixon compounded the rude repair man’s van as collateral. This gave Dixon temporary celebrity status as it was broadcasted by national media, consequently embarrassing Hoover and bringing the brand into disrepute.

Not only was the brand’s reputation left in tatters, executives lost their jobs and Hoover paid out over £45,000,000, eventually leaving the firm bust. Not only were Hoover and their customer’s victims but the industry was left in need of repair, as many consumers were selling Hoover products to second-hand stores leaving the retailers in a slump.

How Hoover could have benefited from Promotional Insurance:

First of all, it would have provided guidance to Hoover and advised them not to cover the promotion due to the prize being greater than the product.

It would have then helped them with a suitable offer which would have meant they were offering something within their means.

Hoover would have been exempt from public humiliation.

All risk eradicated, leaving future budgets safe and secure.

As you can see this is an extreme case, and many would not offer such a headline. However, sales promotions can often leave brands with a loss as they are unsure of the risk and the likelihood of redemption. So in short, promotional insurance takes away the risk, offers a safety net and gives your brand the assurance it needs.

Find out more, more via our Fixed Fee Sales Promotion Video.

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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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News Based Advertising: Ethical or Not!

Maybe you read the article that was shared on Facebook that said “10 best places to visit this summer” and maybe that article ended up influencing your choice for summer vacation destination. You may have thought that this article was written by a user or a travel enthusiast that wanted to share their experience.

In the worst case you may have thought that this article was written by a news reporter? What if I told you that this article is a part of a disturbing trend called “news based advertising” wherein corporations sponsor content that is shared with users and intended to influence their decisions. In this article we will understand more about news based advertising as well as the ethical implications that impact the issue.

The Rise of News Based Advertising

Online advertising has reached a saturation point. The situation is so severe that the pay per click model is almost irrelevant. Less than 0.2% of people that view an online advertisement actually click it. Therefore, there is a serious lack of trust between consumers that view online advertisements and companies that sponsor them. This is leading to big budgets earmarked for online advertisements going down the drain.

This sparked off a new trend. Companies like Buzzfeed have come into existence and have brought along the news based advertising model. Consumers tend to engage a lot more with such content. Not only do they read the content avidly, but they also share the content on social media giving it their stamp of approval. The method has become so effective that traditional media companies like Time Inc have also created special teams to meet the demands of their clients. Corporate behemoths like General Electric and Chevron have also been known to extensively use news based advertisements.

What is News Based Advertising ?

The simplest definition of news based advertising is that news articles actually do the work of advertisements. An advertisement is camouflaged as a news article. For instance if a company wanted to promote a brand of cereal as a healthy breakfast option, they would get an article written with the title “ 5 healthy breakfast options” wherein they would list 4 other options which are already accepted by the public and then add their brand to the list as well.

Media houses like Buzzfeed and ScoopWhoop are required to disclose that these articles are sponsored by corporations. However, the disclosure happens in a form that is not obvious and difficult to find. Hence, the law is followed in letter but not is spirit.

The Principle of Separation of News and Advertisements

Media houses have always been required to ensure that the revenue that they generate from advertisements does not impact their news reporting. News is an important part of the social fabric and it is important that the news is not polluted via corporate interests. Media houses are therefore believed to have a basic responsibility that they clearly mark their advertisements as advertisements. This will enable the user to determine what content has been genuinely reported and what content has been sponsored and therefore might have ulterior motives.

Why Editorial Independence is Important for Society ?

The trend of news based advertising is disturbing to say the least. This is because news based advertisements misuse the trust of the consumers. This is trickery to say the least. It is not long before consumers realize this and this trust gets shattered. Media houses may have to most to lose.

Consider for instance, if Volkswagen has an extremely cozy relationship with media houses. Then it can influence news reports on how its carbon emission negligence is reported! The society needs to know the full extent of negligence that has been committed by a profit mongering corporation but the same may be prevented or misdirected by news reporters because of their financial dependence on such firms.

This is one of those situations where the interests of business and the interests of society are clearly at conflict with one another. Society deserves to have an unbiased and uninfluenced reporting of the events around them. News based advertising is a deterrent to this independence. As mainstream companies are joining this trend, the future looks dangerously unstable and bleak!

Why Editorial Independence is Difficult to Protect ?

Editorial independence is difficult to protect because consumers have started expecting free stuff. Well nothing in life is free. Media houses incur production and editorial expenses that consumers are unwilling to pay. On the other hand, corporations are more than happy to pay for such expenses if media houses mix advertisements with regular news articles.

This has put pressure on all media houses. The ones that are indulging in this seemingly unethical practice are reaping financial rewards. This has made them the darling of investors on stock exchanged. The companies that still choose to be ethical are facing grim financial situations. They face the danger of hostile takeovers from other companies.

As a result, pretty much every media house is on board with news based advertising. Some are using their own brand to do so whereas others are more careful and have created subsidiaries to detach themselves from this questionable practice.

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Articales from http://www.managementstudyguide.com

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Neuromarketing: Seven Ways to Sell to the Decision-Making Old Brain

Funny thing about B2B marketers and sellers – you seem to presume that business decision makers check their brains at the door. Because it would appear, by the messages you develop and the presentations you make, that you think you are selling to robots that logically process and rationally justify everything. Neuromarketing is the antithesis of that, and prevents you from treating your decision makers like Spock from Star Trek, assuming that they have no capacity for emotion.

Today, neuromarketing is getting increased attention from companies who want to understand the science behind how people make decisions. Corporate Visions has been using neuromarketing-based approaches in all of our message development and selling skills training for more than 20 years. Here’s a quick overview of how you can apply this research to your efforts.

Neuromarketing And Brain Science: The Old Brain vs. the New Brain

The brain is divided into three primary areas. The neocortex is the brain’s analytical computer, which processes data. The limbic system is where all emotions reside. The brain stem and other brain structures are responsible for your survival. This part of the brain is described by psychologist Robert Ornstein as the “Old Brain” and Seth Godin refers to it as the “lizard brain.” The Old Brain quickly assesses situations to determine if you are at risk or danger. If it senses your well-being is in jeopardy, it forces you to react and move away from the potential threat. And, your Old Brain decides what gets noticed – what gets your attention. Therefore, you need to appeal to the Old Brain.

So how do you use this information about neuromarketing to improve the way you sell? Here are seven ways to stimulate the Old Brain.

1. Be Visual

Of your five senses, the Old Brain responds most strongly to the visual sense. In fact, processing things that you see takes up about half of the resources of your brain, with the other half being devoted to everything else.

The neuromarketing lesson: Use big pictures and props to help you reach your prospect visually.

2. Create Contrast

The Old Brain loves contrast. And the closer together the things being contrasted in your messaging are, the more powerful the impact will be. The contrast you want to create shows your prospects that staying where they are today – the status quo – is an “unsafe” decision and that moving to your solution is the “safest” decision.

The neuromarketing lesson: Show the prospect that where he is is not a great place (the “before” story) and then show him that where he can get to is a much better place (the “after” story).

3. Use Firsts and Lasts

Your Old Brain is also strongly influenced by firsts and lasts, beginnings and endings. The Old Brain is constantly on the alert for the unexpected – things that break the pattern that it’s used to. That means that your first big opportunity in your messaging is to take advantage of the time when the Old Brain is naturally paying attention – the beginning of your message.

The neuromarketing lesson: You want to start with a grabber. And you need to close hot. Don’t end with the typical phrase, “Any questions?” Instead, say, “You’ve seen how, only with us, you can do [power positions 1, 2, 3]. So where do we go from here?” Be direct and make it pop.

4. Use Emotion

The Old Brain uses emotion to mark things that are important enough to be remembered. Having an emotional response helps make memories stronger while those memories are still forming in the brain. That’s why people vividly remember emotional events – such as their wedding day or the Berlin Wall coming down – but they can’t remember what they had for lunch a week ago.

The neuromarketing lesson: Getting some emotion into your message is the key to making your message memorable after you’ve left the room.

5. Keep it Simple

Overloading people with too much information typically results in one of four behavior changes:

Overloading people with too much information typically results in one of four behavior changes:

1. Can’t respond. It’s almost as if you see doors closing behind their eyes.

2. Get irritated or bored. You know you need to engage your prospect at the emotional level (see point 4 above), but these aren’t the emotions you’re going after.

3. Start to develop a “so what” attitude. As in: “So what?!? Why are you telling me this?”

4. No decisive action. The worst thing that happens when you overload someone with too much information is that he can no longer make decisions. And that’s a killer when you’re trying to sell something.

The neuromarketing lesson: Simplify your message. You don’t have to tell your prospect about everything your solution can do. Focus on those things that are different about your solution. And make things simple by using metaphors and analogies.

The Old Brain prefers concrete language to abstract ideas. If you were asked to think of an apple, you could do so easily. Why? Because you’ve experienced apples with your senses. The idea of an apple is concrete for you. An abstract idea is something that you’ve never experienced with your senses. An example of an abstract idea would be increased efficiency or improved productivity.

The neuromarketing lesson: It’s not enough for the prospect to intellectually understand a benefit. Use visuals to make a complex concept more simple and to make an abstract idea more concrete.

The Old Brain cares about survival, but whose survival does it care about? It’s own. It’s not worried about anybody else’s survival. And one of the simple ways in which the Old Brain views you is as either “part of my tribe” or “part of other.”

The neuromarketing lesson: If you are seen as “other,” you’re going to have a tough time persuading your prospect. Use “you” phrasing to keep things personal for your customer and to show that you’re part of his tribe.

Corporate Visions has been using the brain science behind neuromarketing for more than 20 years to develop a portfolio of solutions that helps companies create effective sales messages, tools, and training.

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