Face to Face Marketing and Door to Door Marketing
Professional Qualified Sales Experts present products and services, calling on companies using our proven d2d sales organizations , door-to-door sales technique and d2d sales organizations in mumbai.
We convert potential customers to sustainable clients in the shortest space of time( door to door sales, d2d sales organizations ). Our professional teams interact with customers, educating them on our clients’ products/services, as well as generating immediate sales or leads with interested customers.
Marketing and advertising budgets have come under increasing pressure. d2d sales organizations 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
We believe our experience, our sales ability and the detailed processes we have in place ensure we successfully launch new products to the market. Our sector experience and data insights ensure we are calling on the right outlets to maximise return on investment during the critical launch phase.
We have proven experience in launching challenger brands to the market along with well-established range extensions and completely new products.
We believe Fulcrum is the door-to-door-sales agency in pune best suited to owning the responsibility of launching your new product – why not give us a call to find out if we can help you?
I did door-to-door sales for nine years, in hundreds of different cities and towns all across the india. Through long, hard, agonizing trial and error, I eventually developed enough skill that I could take any product into any area on any day and make sales.
In the beginning, I struggled. But when I was about to give up on myself and quit (like 99.9% of people that try door-to-door sales do within their first few days), experienced salesperson to give me a chance to get on track.
What I saw that day changed my life forever.
I watched as the experienced salesperson drove to an area where he had previous sales success, and listened as he explained to me why he parked his car in the exact spot he did to start his day and laid out his exact plan of attack.
Within the first 10 minutes, I learned a valuable lesson that not only made my door-to-door sales career much easier, but has also been the key to bringing in millions of dollars in revenue for my own companies, and those of thousands of others I’ve consulted to:
A current customer is the easiest person to make a sale to – many, many times easier (and less expensive) than trying to get new customers.
Most business owners operate a risky, day-to-day, transactional business, believing that the reason for getting a customer is to make a sale. That’s their biggest problem: making nothing more than “a” sale to a customer. After that initial transaction, they simply hope that their product or service or location is good enough that they will get a repeat visit from that customer.
On the other hand, sharp business owners (and door-to-door salespeople!) know that the point to making a sale is to get a customer. We have systems put together to maximize the value of that customer by making future offers to them, so that they buy more of the same product or service, or a different version, or even an entirely different product or service.
In other words, we recognize that a current customer is the easiest person to sell to, and a prospect is the hardest and most-expensive person to sell to. Therefore, we concentrate on maximizing the value of every new customer we get.
If you want to grow your business during these challenging economic times (and even during boom times), your time and effort should be invested in working to turn prospects into customers and retain them to market to in the future.
While your marketing is doing its job to get you prospects, you need to be working on turning those prospects into customers. There are a few key ways to draw them in and seal the deal. You need to be:
Inviting
Informative
Enjoyable
The biggest fear of most new customers is the dreaded “buyer’s remorse.” You want to minimize this as best you can, and if you’ve provided a quality product or service that delivers on the marketing claims you’ve made, the risk will be lower.
However, returns can still occur. Here are the two most effective ways to deal with this:
Offer to refund money — no questions asked
Offer a bonus they can keep even if they return the product
These offers alone will also lessen the impact of buyer’s remorse, because the customer will trust you more just because you showed the confidence in your product or service to offer these options in the first place.
There are number of other ways to turn a prospect into a customer:
Offer a special price as an opportunity for them to test the market.
Offer a lower price with a legitimate reason, such as clearing out inventory to pay a tax bill, for your kid’s braces, or another tangible reason. (Added bonus: Customers love you for doing this, because it makes you so much more human to them.)
Offer a referral incentive.
Offer a smaller, less expensive entry-level product to build trust.
Offer package deals.
Offer to charge less for their first purchase if they become a repeat customer.
Offer extra incentives, such as longer warranties or free bonuses, if they order by a certain date.
Offer financing options, if applicable.
Offer a bonus if they pay in full.
Offer special packaging or delivery.
Offer “name-your-own-price” incentives.
Offer comparative data or other comparison tools.
Offer to let them trade up or upgrade to something better if they want.
Offer additional, educational information to help them make the decision.
The options are really only limited by your imagination and marketing skill. You can use these or other ideas to discover what works the best for your specific business, with your specific products, services and target market.
Even if you ever find yourself doing door-to-door sales.
Marketing Companies in Koregaon Park
Print Advertising
Print advertising is a widely used form of advertising. These advertisements appear in newspapers or magazines and are sometimes included as brochures or fliers. Anything written in the print media to grab the attention of the specific target audience comes under the purview of print advertising.
People who read newspapers or other publications have a tendency to browse the print ads that they come across. The decision to buy the product might not be instantaneous, but it does settle down in their subconscious mind. Next time they see the product in the market, they are tempted to buy it.
Print advertisements are only effective when people see them. When people browse through newspapers and publications, these advertisements should grab the attention of the potential customer. Therefore, these advertisements should be created in such a manner that they can hold the attention of the customer to some extent. Usually a team of individuals is required in order to design the advertisements.
Print Advertising
The newspaper or magazine ad should be such that it should compel people to spend money on the products. This is just what the advertising team does. To create such an ad, the team members work on a concept and develop the wordings and images of the ad. These wordings and images are then brought together to form the final ad. Then there are people who deal with the placement of the ad. They have to make sure that if the client has paid for premium place, they get the desired exposure. For example, an ad on the first page will get instant attention of the reader than the ad on the subsequent pages. Likewise, an ad which occupies greater space is likely to get more attention. All these factors have to be looked into while designing the ad.
The sales team of the publication makes sure that it gets ads regularly. In fact, these ads are a major source of income for the publication and hence it is expected that there should be a constant flow of the ads. The sales team does just that.
Mailers are another type of print ads. These can range from well-designed postcards to simple paper leaflets. These are usually delivered by the postal workers in peoples mailboxes. The problem with these mailers is that they get least attention and are usually considered as junk and thrown away even without reading. To reduce this occurrence, companies sometimes make use of fliers. These are paper ads which are handed over to individuals in person. The logic is that if the ad is given to people personally, they will pay more attention to it, which is actually true to some extent.
Though print advertising is still very popular, it does take a hit from time to time. For example, during the recession phase, when peoples budgets were tight, they did not resort to print ads. In addition, with the advent of Internet, the print ads in the publications have gone down because Internet has a wider reach online. To overcome this scenario, new strategies have to be developed by advertisers and the print media. Globally, advertisers keep on developing strategies which benefit the business of print publications. Therefore, it can be said that print advertising is here to stay.
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Articales from http://www.managementstudyguide.com
Consultative Selling: Pre-Sales Preparation
Consultative Selling: Pre-Sales Preparation
Selling is an Art. Not everyone can shine well as a Salesman. But for those who do train and groom themselves as salesmen, the career can be a rewarding as well as challenging experience. Selling in current times is definitely a challenge, especially when the competition is very high and the customers are very choosy, demanding and informed.
With the multi media and technological advances, market characteristics have undergone changes. The customer or buyer behavior, buying pattern as well as the process of buying too have changed. Apart from competing with others, every brand has got to prove itself in terms of its superior value to the customers.
Today’s sales managers and executives are a breed apart. Gone are the days when the salesmen would carry their bag and make several cold calls every day. Today’s salesmen are hi tech, technically qualified and position themselves differently from the earlier profiles.
Today, consultative selling has become the latest practice in engaging with the customers. To be able to sell a product, salesmen first need to get to know all about the customer and his business first. Identifying the customer’s needs and building a solution using the product or service being sold is the way that sales prospecting are being managed in recent times.
Consultative selling is not easy. It calls for thorough study, preparation and planning by the sales and marketing teams. The amount of time that is spent by the sales and marketing managers in preparing the groundwork is significantly higher in consultative selling.
First and foremost, it is important for the sales and marketing personnel to study and understand all about their product or service, its features, characteristics as well as advantages and usage etc. At this stage, an exercise to identify possible areas and fields or target customers list should be drawn up in detail. In every identified customer segment, further detailing of how the product could fit in and be useful to the customer needs to be enumerated. Take the case of insurance as a product. The product could be sold to various segments including working women, adults, children etc . Each individual’s need for insurance would be different. Further, insurance for each individual would need to be planned with his or her lifecycle and other factors. A good salesman will do his homework well to understand more about each one’s life cycle, lifestyle, demographics and other socio-economic as well as cultural factors that could influence their need for and decision for insurance, thereby equipping himself to be able to work with the individuals and advise them on how to go about planning for their needs rather than just selling a product.
The next step in the homework would be to study competition and prepare a detailed chart comparing the competition product visa vise the product that is being proposed. An informed salesman should know all about the competitor’s products as well. He should be in a position to discuss meaningfully with the customers about his product and compare it with the competition and bring out the advantages or disadvantages of choosing a particular product from the customer’s perspective. A customer who finds a salesman discussing objectively about competition and keeping the customer’s interest at heart will appreciate the sincerity of the salesman and is likely to trust his advice.
Many times it does happen that your product may not suit the customer’s needs. Instead of walking away a consultative salesman will either choose a complimentary product that can be associated with your product and offer a workable solution to the customer. In several cases, salesmen are known to go back to their management and canvas for a customized solution in order to win the customer and not lose out on the relationship.
There are also cases where in the marketing and salesmen have advised customers on choosing a particular competitor’s product to suit the customer’s needs. While one may be surprised, it is actually a very genuine right thought and action on the part of the true salesman. Any professional and confident salesman will always place customer relationship and customer’s needs above everything else. When one’s product is not suitable for the customer, he would rather become an advisor or sort of consultant to the customer and guide him on choosing the next best alternative. Thereby one gets to build a relationship with the customer and wait for future opportunities rather than give up on the customer. The sign of a good salesman is that he would look at losing out on one transaction in order to gain a lifetime relationship with the customer.
Does Your Message Match the Moment?
You might have heard some variation of the idea that salespeople need to be fluent across the many different moments they face in their sales conversations. The same sentiment gets applied to marketers much, much lessbut it shouldnt be. Because that type of fluency is just as critical for those who develop the stories as it is for those who tell them in the field.
Marketers must be great at creating stories that respond to the unique pressures that arise in different buying situations. And, as new research shows, messaging well throughout the customer lifecycle isnt a one-size-fits-all thing. In some situations, such as when youre the outsider trying to displace an incumbent, a disruptive, insights-fueled story is the way to go. But when youre the insider and working to renew an existing customer, you need to develop a story thats fundamentally differenteven oppositeto that provocative approach.
The sections below highlight how to be most compelling and effective story in some of the most critical buying moments (which Ive summarized by the key questions marketers or account teams need to answer). Based on the findings from academic research simulations, the following sections reveal which buying situations call for a provocative story, and which ones might require you to dial that story back.
When You Should Challenge: Why Change? and Why You?
When youre the outsider trying to convince prospects to leave their current situation and choose you, you need to tell a story that challenges the status quo bias, because in this context buyer inaction is the biggest threat to your success.
But heres where the why change? story goes wrong
Many companies tend to want to base their messaging on the needs their prospects tell them they have. Theyre then inclined to connect those identified needs to the specific capabilities that respond to them. The problem with this approach is that it effectively commoditizes your message, because your competitors are likely responding to the same set of customer inputs in their message.
How do you break out of this commodity messaging and disrupt the status quo? You do it by messaging to your prospects unconsidered needs: the problems or missed opportunities they either dont know about or are underestimating. That disruption-minded story creates the urgency for them to change (in fact, our research simulation found that you can gain a 10 percent edge in critical attitude and choice measures by constructing a message that begins by introducing an unconsidered need). Then, to establish your differentiation and tell a great why you story, you need to connect the needs youve identified to your unique strengths, demonstrating how youre best suited to help them overcome their biggest challenges and meet their biggest goals.
When You Shouldnt Challenge: Why Stay? and Why Pay?
A provocative story is highly successful when youre trying to acquire new customers and break through the barrier of buyer inaction. But, that type of story doesnt hold up when youre the insider and trying to keep your customers (why stay?) or even convince them to pay more for your solutions (why pay?). In fact, research shows it can set you back in both discussions.
One research simulation tested the provocative message in a renewal selling context and found that it made customers 10 percent more likely to switch providers or shop around for alternatives. The study also found that a provocative message reduces intent to renew by 13 percentanother statistically significant margin.
Price increasesa distinct but related conversationis another area where theres a lot at stake, and a lot of potential for things going badly. Besides your profitability being on the line, passing along a price increase has the added risk of eroding customer loyalty and even making customers vulnerable to the offerings of competitors. Its little wonder that four out of five companies want more structure and strategy when it comes to handling price increases.
Our research shows thatsimilar to renewalsthe why pay message goes wrong when you try to provoke and challenge the customer with head-turning insights and new information. That approach, in fact, makes existing customers 16.3 percent more likely to consider competing alternatives and 15.5 percent less likely to renew, according to the results of a simulation.
To succeed in these critical moments in the customer lifecycle, your story needs to do the opposite of what it does when youre the outsider. Instead of telling a disruptive story that overcomes status quo bias, you need to tell a story that reinforces the current situation and validates your customers original decision for choosing you. When it comes to retaining customers and convincing them to pay more, that type of story is highly effective at generating the outcomes you want.
The research shows that different moments demand different messages, and that to succeed in the key situations you face throughout the life of your accounts, marketerslike salespeopleneed to be great at matching the right message to the right moment. While some situations call for a disruptive, change-driven perspective to defeat the status quo, others require that you throttle it back and follow an approach that reinforces why your customer chose you in the first place.
Want to learn more about telling the right story for the key conversations outlined above? Check out our latest eBook, which covers the conversations above in-depth.
This article originally published in CMO.com.
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