Fulcrum Marketing is a strategic d2d sales Outsourcing firm Ravet Pune. Our team of marketing consultants also specialise in marketing planning and for all types of business of any size.
Create your sales plan
In a business, your ultimate goal is to make money. To help you do this a sales plan is required.
A sales plan describes and quantifies over a period of time how sales of your products or services will be made and to whom.
A sales plan includes information about your business and customers. It can help you map out ways to increase sales with current clients as well as expand your business to attract new clients.
A successful sales plan is actionable and has a method for evaluating results once the plan has run its course.
You would normally create your own sales plan, often with the input of employees.
See our page on create a sales plan from a sales forecast.
MARKETING STRATEGY
Effective marketing organisations must be driven through sound business strategy. Fulcrum produce marketing strategy that is always well embodied by your business strategy.
The best marketing strategy does not start with creative, it starts with a marketing process.
SALES METHODOLOGIES
Personal selling is a promotional method in which one party uses skills and techniques for building personal relationships with another party that results in both parties obtaining value. Personal selling occurs whenever an individual salesperson sells a product, service or solution to a client.
AIDA Method
AIDA is an acronym that stands for Attention, Interest, Desire and Action. This is a method that looks at the steps a client will undertake from when they first becomes aware of the product or service, to when they are making a purchase decision.
Attention – Get the other person’s interest Interest – Spark their curiosity Desire – Create the need Action – Get them to commit to something
Need satisfaction
The need satisfaction technique is a question and answer technique to make the client to recognise the need for your offering. This then leads to the client agreeing that they have a need to be fulfilled, which leads to you showing them how your offer can satisfy their needs. This method is based on a win-win approach for both the sales person and the client.
Depth Theory
Depth Theory is when a creation of trust occurs between the buyer and seller. The seller uses expertise in their product, service or industry to create trust between themselves and the buyer. The client will see the salesperson as an expert in that area and will trust them to solve the issues that they have.
Step process
The 7 step process is a plan of action that starts at the planning and preparation to make the sale and leads to after sale follow ups. The 7 steps are: 1. Planning and preparation 2. Introduction or opening 3. Questioning 4. Presentation 5. Overcoming objections/negotiating 6. Closing 7. After-sales follow-up
Implementing a Strategy
Implementing a Marketing Strategy Execution Plan, known to Fulcrum and our clients as a “Sprint Plan” is the most effective way to prevent this highway-less journey , Outsourcing firm Ravet Pune. A Marketing Strategy is a set of strategic goal-focused plans for a certain period of time.
Strategy and Planning
Implement your marketing plan
Your marketing plan must do more than just say what you want to happen. It must describe each step required to make sure that it happens.
Schedule The plan should include a schedule of key tasks. This sets out what will be done, and by when. Refer to the schedule as often as possible to avoid losing sight of your objectives under the daily workload.
Team And Resources It should also assess what resources you need. For example, you might need to think about what brochures you need, and whether they need to be available for distribution. You might also need to look at how much time it takes to sell to customers and whether you have enough salespeople.
Cost The cost of everything in the plan needs to be included in a budget. If your finances are limited, your plan will need to take that into account. Don’t spread your marketing activities too thinly – it is better to concentrate your resources to make the most of your budget. You may also want to link your marketing budget to your sales forecast.
Control As well as setting out the schedule, the plan needs to say how it will be controlled. You need an individual who takes responsibility for pushing things along. A good schedule and budget should make it easy to monitor progress. When things fall behind schedule, or costs overrun, you need to be ready to do something about it and to adapt your plan accordingly.
Everyone likes to talk about creating a marketing plan. It’s the fun part of marketing, the creative aspect of your planning process and Outsourcing firm Ravet Pune. But strategy without execution won’t help your business succeed. In fact, marketing execution is how you achieve results.
Create your marketing strategy
Decide how to market your product or service to potential customers by developing a marketing strategy that positions your product to particular customers
Write a marketing execution plan
How to identify your objectives and write a plan that will help your marketing generate sales, including tactics and objectives
Marketing on a tight budget
How to get the most out of a small or limited marketing budget using cost-effective marketing methods such as Public Relations and online marketing
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.
Fulcrum are a highly recommended provider of product sampling staff. We specialise in the implementation of sampling campaigns using our in house sampling team and logistical know-how.
Dealer marketing is of utmost importance for the success of any brand. For most brands, dealers, distributors and resellers are critical links to success.
we can help with everything from planning and design to production and delivery ensuring your direct marketing campaigns are delivered on time to the highest quality.
When it comes to guerrilla marketing the gloves are off. They are usually low budget campaigns but with the right imagination and ideas they offer up some unprecedented results
Much like product demonstrations these campaigns have brand reps or ambassadors at the center of them. The difference is it’s more about the selling of the product
Auditing takes the reps out off the front line and away from the consumer. Auditing teams are used by marketers to monitor traditional marketing strategies that they put in place across retail.
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,
As mentioned already, demo days are a popular tool of field marketing. These campaigns can stretch from as little as one week to 6 months however some are continuous and full time.
The team at Fulcrum has delivering successful Shopping Centre Marketing Campaigns across a wide range of shopping centres and retail complexes. From major retail locations to local community focused shopping centres; we have secured real, measurable results across the board.
Plan and Strategy
Outsourcing firm
Ravet Pune,
Ravet is a fast developing suburb of Pune. It is situated in the north-western parts of Pune. Ravet is governed by the PCMC and there is huge demand for property in Ravet at present. The locality located close to the industrial zones and the IT hubs of Pune. The area has very good civic amenities and is well connected to the other parts of Pune. Pimpri Chinchwad industrial zone, Chakan, Talegaon, and the Hinjewadi IT hubs are easily accessible from Ravet. The major advantage for residents living here is proximity to Hinjewadi and PCMC, located at a distance of 3-5 kms from Ravet. Ravet is the first town after crossing the Mumbai-Pune Expressway. Punawale, Tathawade, Thergaon, Nigdi, Kiwale, Talawade, Dehu, Dehu Road, Wakad, Hinjewadi, Chandkhed, Talegaon Dabhade, Kamshet, Moshi, Bhosari are some of the prominent localities located close to Ravet. The varieties of residential projects available in the area are many and they range from affordable to luxurious. The civic amenities have also improved. The industrial growth and growth of the IT sector, have led to the development of the retail and hospitality sectors in the area. Some of the key residential projects in Ravet are GK Silverland Residency Phase I, DNV Arcelia Apartment, Rohan Silver Palm Grove, Nirman Akash Raj, Pradnyesh Probo Prolix Pride among others.
Connectivity
There are many roads providing access to and from this locality like NH4, Katraj-Dehu Road and the Mumbai-Pune Highway. A bus rapid transit system between Aundh and Ravet has also been proposed.
There are a few major roads which run through the area, namely, the Wakad Road, the Mumbai-Pune Expressway, Kalewadi Main Road and Spine Road. The area has extensive bus services serve by PMPML & BRTS and the Chinchwad Bus Stand, Nigdi Bus Stand and the Pimpri Bus Stand lie in close vicinity. Pune International Airport which is located at a distance of 29.4 km via Mumbai-Pandharpur Road/Old MUmbai Road/Old Mumbai – Pune HIghway. Dehu Road, Akurdi, Chinchwad, Pimpri, Begdewadi and kasarwadi are the nearby railway station. However, Dehu Road Railway Station is the nearest railway station to Ravet located at a distance of 4.6 km. A non-signaled four-lane BRT (Bus Rapid Transport) road offers easy access to the neighbouring town of Aundh and can be reached within ten minutes.
Factors for Past Growth Due to presence of various IT companies and other MNC, Pune has seen witnessing a rapid growth in working population from outside. Hence, there has been flood in the demands for residential flats in Ravet. Affordable housing are also in demand by the junior-level executives of the various companies. A fair number of workforce work in nearby IT Hubs, wanted to have their residences close to their workplace. Thus, driving residential demand and consistent rental yield. In the recent past, rental demands for 2 BHK flats have get momentum in Ravet. One of the biggest boost to the area has been Aundh-Ravet BRTS Road which has its direct access to Katraj-Dehu Road Bypass and Mumbai Highway and Mumbai-Pune Expressway which has cut down travel time from Pune.
Factors for Future Growth Upcoming infrastructure, proximity to Pune International Airport, aggressive retail and commercial development focused along Ravet will sure to drive capital appreciation of residential properties in the area.
Infra Development (Social & Physical) Ravet offers good social infrastructure to its residents. Some of the reputed schools in Ravet include the S B Patil Public School, Rising Royals English Medium School, Smart Kids Play School, Creative Public School and St.Josephs Bethany Convent School. It also houses some nearby colleges. These include Pimpri-Chinchwad College of Engineering, Pimpri-Chinchwad Polytechnic College, Dr D Y Patil College of Agricultural Business Management etc. Some of the leading hospitals in Ravet include Unique Multispeciality Hospital, Ojas Multispeciality Hospital, Dhanwantari Hospital, Ashwini Hospital, Star Hospital and Dr. Bansal Hospital. The shopping needs of the residents are catered to by malls in Ravet such as the One Mall, City One Mall, Sai Paradise, D-Mart and Vision Plus. It also houses retail outlets of national and international brands such as My Jio Store, Amul Retail Outlet, Raymond Retail Shop, Gurukrupa Retail Outlet, Lifestyle, Croma etc.
Fulcrum Marketing is a strategic d2d sales Outsourcing firm Ravet Pune. Our team of marketing consultants also specialise in marketing planning and d2d sales for all types of business of any size. As a strategic marketing consultancy, we help businesses develop a unique value proposition to help them differentiate from their competitors. This is particularly important for acquiring new customers and having your current customers come back for more. It will often include:
What product or service is your company selling?
What the end benefit of using it?
Who is your target customer for this product or service?
What makes your offering unique and different?
Other important questions to consider when developing a marketing strategy are:
What is the long term future for your business?
Where should you be heading and how are you going to get there?
Effective marketing organisations must be driven through sound business strategy. Fulcrum produce marketing and d2d sales strategy that is always well embodied by your business strategy.
The best marketing strategy does not start with creative, it starts with a marketing process.
The Marketing Strategy Development Process is a thorough problem solving and marketing strategy development program that focusses on solving your growth challenges and maximising the return from your company’s marketing operations. It is particularly useful for innovating within a market or creating a position of market leadership.
SALES METHODOLOGIES
Personal selling is a promotional method in which one party uses skills and techniques for building personal relationships with another party that results in both parties obtaining value. Personal selling occurs whenever an individual salesperson sells a product, service or solution to a client. Sales people need to be able to match the benefits of their offering to the needs and wants of their client. Personal selling in today’s world requires the formation of longstanding client relationships.
Salesmethods
There are many different sales methods that can be used to complete a sale and form the required relationships. Determining which sales method is more effective depends on what you are selling, who you are selling to and when you are selling it.
AIDA Method
AIDA is an acronym that stands for Attention, Interest, Desire and Action. This is a method that looks at the steps a client will undertake from when they first becomes aware of the product or service, to when they are making a purchase decision.
Attention – Get the other person’s interest Interest – Spark their curiosity Desire – Create the need Action – Get them to commit to something
Need satisfaction
The need satisfaction technique is a question and answer technique to make the client to recognise the need for your offering. This then leads to the client agreeing that they have a need to be fulfilled, which leads to you showing them how your offer can satisfy their needs. This method is based on a win-win approach for both the sales person and the client.
Depth Theory
Depth Theory is when a creation of trust occurs between the buyer and seller. The seller uses expertise in their product, service or industry to create trust between themselves and the buyer. The client will see the salesperson as an expert in that area and will trust them to solve the issues that they have.
Step process
The 7 step process is a plan of action that starts at the planning and preparation to make the sale and leads to after sale follow ups. The 7 steps are: 1. Planning and preparation 2. Introduction or opening 3. Questioning 4. Presentation 5. Overcoming objections/negotiating 6. Closing 7. After-sales follow-up
Sales and Marketing for Small Business The skills to grow your business
A sound sales and marketing strategy can let you differentiate yourself from your competitors and generate more business. When using online and offline tools, it is important to have a clear definition of your business’ vision, its positioning and customer profiles, in order to build a successful strategy.
Your marketing and sales coach can help you define the best sales and marketing channels and activities for your company, adapt these to your situation, and in turn, better position your business in the market and increase sales. Sales and Marketing for Small Business will help you:
assess your current sales approach and marketing activities; craft your sales script; identify the most promising marketing opportunities; and apply practical tools, templates and tips to build a strong foundation to your sales and marketing strategy.
1. Discover
Your coach meets with you to understand your business and objectives. Then, we present our assessment which includes:
2. Develop
Your coach helps you use the tools and templates in your workbook to identify the sales and marketing channels and activities that can help you meet your objectives:
3. Deliver
Our Marketing and Sales Team will help you identify the best marketing tactics for your business and learn how they work, from offline channels such as tradeshows and direct marketing to online channels such as B To B marketing, BTL marketing, corporate park Marketing , d2d sales and more. You will then receive a marketing roadmap of activities to launch over the next 6 to 12 months.
communication and d2d sales management
Effective communication and advertising management is important to not only correctly identify a target audience, but also to reach this audience efficiently through different information channels. This can be through traditional methods, such as print advertising, or through the d2d sales method, These marketing communications should all be integrated so that the message of the advertising is clear to customers. There are many benefits of successfully managing these marketing communications, including, but not limited to:
Behavioural segmentation: purchasing patterns, loyalty status
Implementing a d2d sales Strategy
Implementing a Marketing Strategy Execution Plan, known to Fulcrum and our clients as a “Sprint Plan” is the most effective way to prevent this highway-less journey , d2d sales Outsourcing firm Ravet Pune. A Marketing Strategy is a set of strategic goal-focused plans for a certain period of time.
d2d sales Strategy and Planning
Implement your marketing plan
Your marketing plan must do more than just say what you want to happen. It must describe each step required to make sure that it happens.
Schedule The plan should include a schedule of key tasks. This sets out what will be done, and by when. Refer to the schedule as often as possible to avoid losing sight of your objectives under the daily workload.
Team And Resources It should also assess what resources you need. For example, you might need to think about what brochures you need, and whether they need to be available for distribution. You might also need to look at how much time it takes to sell to customers and whether you have enough salespeople.
Cost The cost of everything in the plan needs to be included in a budget. If your finances are limited, your plan will need to take that into account. Don’t spread your marketing activities too thinly – it is better to concentrate your resources to make the most of your budget. You may also want to link your marketing budget to your sales forecast.
Control As well as setting out the schedule, the plan needs to say how it will be controlled. You need an individual who takes responsibility for pushing things along. A good schedule and budget should make it easy to monitor progress. When things fall behind schedule, or costs overrun, you need to be ready to do something about it and to adapt your plan accordingly.
Everyone likes to talk about creating a marketing plan. It’s the fun part of marketing, the creative aspect of your planning process and d2d sales Outsourcing firm Ravet Pune. But strategy without execution won’t help your business succeed. In fact, marketing execution is how you achieve results.
Create your marketing strategy
Decide how to market your product or service to potential customers by developing a marketing strategy that positions your product to particular customers
Write a marketing execution plan
How to identify your objectives and write a plan that will help your marketing generate sales, including tactics and objectives
Marketing on a tight budget
How to get the most out of a small or limited marketing budget using cost-effective marketing methods such as Public Relations and online marketing
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.
Fulcrum are a highly recommended provider of product sampling staff. We specialise in the implementation of sampling campaigns using our in house sampling team and logistical know-how.
Dealer marketing is of utmost importance for the success of any brand. For most brands, dealers, distributors and resellers are critical links to success.
we can help with everything from planning and design to production and delivery ensuring your direct marketing campaigns are delivered on time to the highest quality.
When it comes to guerrilla marketing the gloves are off. They are usually low budget campaigns but with the right imagination and ideas they offer up some unprecedented results
Much like product demonstrations these campaigns have brand reps or ambassadors at the center of them. The difference is it’s more about the selling of the product
Auditing takes the reps out off the front line and away from the consumer. Auditing teams are used by marketers to monitor traditional marketing strategies that they put in place across retail.
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,
As mentioned already, demo days are a popular tool of field marketing. These campaigns can stretch from as little as one week to 6 months however some are continuous and full time.
The team at Fulcrum has delivering successful Shopping Centre Marketing Campaigns across a wide range of shopping centres and retail complexes. From major retail locations to local community focused shopping centres; we have secured real, measurable results across the board.
d2d sales | d2d sales Outsourcing firm Ravet Pune
Learning Point
B2B SALES STRATEGIES
Tags: Sales, b2b, Sales Strategies, B2B Sales
Sales are often very difficult to obtain in a business, especially in markets where the customer need a high level of involvement to purchase the product. Every business needs a deliberate and thought out strategy for sales to be in place in order to be successful. I was talking to a small business owner the other day who was wondering why they were not achieving the results they thought they could. After our discussion it was evident that they had no sales strategy and that this was hurting their business.
B2B sales strategy
A B2B sales strategy is a plan or set of actions that a business undertakes in order to sell more of their product or service. Strategies identify who your target market is, how you will reach them and ultimately how you will sell your product or service to them. A sales strategy will help your business achieve an increase in the sales rate per new contact as well as a decrease in time it takes to make a sale. This is especially important in high consideration, high value ($500+) transactions, in a business to business setting.
There is no one sales strategy that is perfect for every business. It may also take some trial and error to determine which strategy is best for your business. A strategy should however include:
Identifying Your Target Market
It is important to identify your target market to better understand your customer. Knowing the target market will allow you to tailor communications to suit your customers. It will also allow you to understand what will get the prospects to turn into customers. Knowing this is essential to increase sales rate per new contact as well as decrease the time it takes to make a sale.
Selecting a Sales Methodology
There are many different sales methodologies that you could select from. In a B2B setting, it is important to choose one that will best help you meet the needs of your target market. It may take some trial and error to find the right one for your business. It is important to allow for personality to show through, as building trust in high value transactions is key to making the sale. Almost all transactions in the B2B setting require an ongoing relationship after the sale is made. It is essential to build these relationships before the sale is made as trust and credibility is key to success.
Knowing Your Competition
It is essential to know what kind of products or services your competition is producing. Being able to show how your product better suits the needs of the prospect is essential to making a sale. This will also give the impression that your sales people are experts in the field, which builds credibility and trust between your business and the prospects.
Perform Research
Performing research can help you get a better understanding of your customers, competitors, and the market in general. This will show you the key trigger points for the customer and from where they gather information. Performing research can help every business better reach their sales goals.
Analysing Sales Data
Analysing data is also important as you should be measuring KPI’s to see how your sales strategy is performing. If for some reason the sales strategy is not working, it may be beneficial to try a different strategy. Don’t rush into this though, as sometimes it can take time for the benefits of a strategy to start to show on KPI’s. Analysing sales data also allows you to see which sales people are doing well and who needs more training.
Determining and implementing a sales strategy will give your business a clear plan of how to undertake sales. A good strategy will show an increase in sales rate per new contact and a decrease in the time it takes to make a sale. Both of these aspects will greatly improve the bottom line of your business.
Talk to the marketing consultants at Fulcrum to find out more. Fulcrum can provide advanced B2B strategies and integrated marketing solutions tailored to your business needs.
Ravet , Pune
Ravet is a fast developing suburb of Pune. It is situated in the north-western parts of Pune. Ravet is governed by the PCMC and there is huge demand for property in Ravet at present. The locality located close to the industrial zones and the IT hubs of Pune. The area has very good civic amenities and is well connected to the other parts of Pune. Pimpri Chinchwad industrial zone, Chakan, Talegaon, and the Hinjewadi IT hubs are easily accessible from Ravet. The major advantage for residents living here is proximity to Hinjewadi and PCMC, located at a distance of 3-5 kms from Ravet. Ravet is the first town after crossing the Mumbai-Pune Expressway. Punawale, Tathawade, Thergaon, Nigdi, Kiwale, Talawade, Dehu, Dehu Road, Wakad, Hinjewadi, Chandkhed, Talegaon Dabhade, Kamshet, Moshi, Bhosari are some of the prominent localities located close to Ravet. The varieties of residential projects available in the area are many and they range from affordable to luxurious. The civic amenities have also improved. The industrial growth and growth of the IT sector, have led to the development of the retail and hospitality sectors in the area. Some of the key residential projects in Ravet are GK Silverland Residency Phase I, DNV Arcelia Apartment, Rohan Silver Palm Grove, Nirman Akash Raj, Pradnyesh Probo Prolix Pride among others.
Connectivity
There are many roads providing access to and from this locality like NH4, Katraj-Dehu Road and the Mumbai-Pune Highway. A bus rapid transit system between Aundh and Ravet has also been proposed.
There are a few major roads which run through the area, namely, the Wakad Road, the Mumbai-Pune Expressway, Kalewadi Main Road and Spine Road. The area has extensive bus services serve by PMPML & BRTS and the Chinchwad Bus Stand, Nigdi Bus Stand and the Pimpri Bus Stand lie in close vicinity. Pune International Airport which is located at a distance of 29.4 km via Mumbai-Pandharpur Road/Old MUmbai Road/Old Mumbai – Pune HIghway. Dehu Road, Akurdi, Chinchwad, Pimpri, Begdewadi and kasarwadi are the nearby railway station. However, Dehu Road Railway Station is the nearest railway station to Ravet located at a distance of 4.6 km. A non-signaled four-lane BRT (Bus Rapid Transport) road offers easy access to the neighbouring town of Aundh and can be reached within ten minutes.
Factors for Past Growth Due to presence of various IT companies and other MNC, Pune has seen witnessing a rapid growth in working population from outside. Hence, there has been flood in the demands for residential flats in Ravet. Affordable housing are also in demand by the junior-level executives of the various companies. A fair number of workforce work in nearby IT Hubs, wanted to have their residences close to their workplace. Thus, driving residential demand and consistent rental yield. In the recent past, rental demands for 2 BHK flats have get momentum in Ravet. One of the biggest boost to the area has been Aundh-Ravet BRTS Road which has its direct access to Katraj-Dehu Road Bypass and Mumbai Highway and Mumbai-Pune Expressway which has cut down travel time from Pune.
Factors for Future Growth Upcoming infrastructure, proximity to Pune International Airport, aggressive retail and commercial development focused along Ravet will sure to drive capital appreciation of residential properties in the area.
Infra Development (Social & Physical) Ravet offers good social infrastructure to its residents. Some of the reputed schools in Ravet include the S B Patil Public School, Rising Royals English Medium School, Smart Kids Play School, Creative Public School and St.Josephs Bethany Convent School. It also houses some nearby colleges. These include Pimpri-Chinchwad College of Engineering, Pimpri-Chinchwad Polytechnic College, Dr D Y Patil College of Agricultural Business Management etc. Some of the leading hospitals in Ravet include Unique Multispeciality Hospital, Ojas Multispeciality Hospital, Dhanwantari Hospital, Ashwini Hospital, Star Hospital and Dr. Bansal Hospital. The shopping needs of the residents are catered to by malls in Ravet such as the One Mall, City One Mall, Sai Paradise, D-Mart and Vision Plus. It also houses retail outlets of national and international brands such as My Jio Store, Amul Retail Outlet, Raymond Retail Shop, Gurukrupa Retail Outlet, Lifestyle, Croma etc.
Fulcrum Marketing is a strategic d2d sales Outsourcing firm Poonam Nagar mumbai . Our team of marketing consultants also specialise in marketing planning and d2d sales for all types of business of any size.
d2d sales Outsourcing firm Poonam Nagar mumbai
Marketing and Advertising and innovation for lasting connections with your audience. We are strategists, designers and Experience the Fulcrum Marketing Strategy Development Process.
As a agency, we transform the way brands and organisations connect with and enable people.
Sales and Marketing for Small Business
The skills to grow your business
A sound sales and marketing strategy can let you differentiate yourself from your competitors and generate more business. When using online and offline tools, it is important to have a clear definition of your business’ vision, its positioning and customer profiles, in order to build a successful strategy.
Your marketing and sales coach can help you define the best sales and marketing channels and activities for your company, adapt these to your situation, and in turn, better position your business in the market and increase sales. Sales and Marketing for Small Business will help you:
assess your current sales approach and marketing activities; craft your sales script; identify the most promising marketing opportunities; and apply practical tools, templates and tips to build a strong foundation to your sales and marketing strategy.
MARKETING STRATEGY
Effective marketing organisations must be driven through sound business strategy. Fulcrum produce marketing strategy that is always well embodied by your business strategy.
The best marketing strategy does not start with creative, it starts with a marketing process.
The Fulcrum Marketing Strategy Development Process is a thorough problem solving and marketing strategy development program that focusses on solving your growth challenges and maximising the return from your company’s marketing operations. It is particularly useful for innovating within a market or creating a position of market leadership.
Indentifying key sources of growth, challenging the current business operations and identifying key growth creating activities are crucial for businesses which want to grow.
The process looks at your whole business with the aim to maximise the potential by focussing on:
reviewing your marketing conditions
reviewing your current marketing challenges and capabilities
identifying and maximising competitive advantage
creating and amplifying market positioning
developing new revenue sources
maximising market communication techniques
Set your sales team
Action Orientated
Fulcrum works alongside senior management to develop achievable and actionable strategies and build the company plans around them. Real results are achieved when your management team have consistent and ongoing interaction with the Fulcrum team.
Your Challenges
Business owners, senior executives and managers are frequently facing growth related issues such as: – Turning around a declining sales trend – Identifying and entering new markets – Launching new business and product lines – Identifying emerging growth opportunities – Managing the risks of growth If you have any of the above issues, then the Fulcrum Marketing Strategy Development Process is for you.
Approach
The process considers what could be rather than only what is. Whereas, a regular marketing strategy process might simply consider what a customer tells you and respond, Fulcrum considers how a customer might react when given a slightly or radically different proposition to the one currently in the market.
Benefits
Each strategy generates actionable tasks to achieve medium and long-term revenue and growth targets. Brief but highly strategic plans are created that drill down into action items. You are then lead through specific actions to implement, or the Fulcrum team implement them for you.
Development Process
Experience the Fulcrum Marketing Strategy Development Process. It is a tailored program designed to provide companies with the highly-focussed strategy development and implementation resources necessary to address specific growth challenges and opportunities.
1. Seek and learn.
Information Gathering – The first step is to gain an understanding of the market in which you are participating; target audiences, competitor offerings, current pricing and more. Review the business realities – Gain an understanding and commitment to potential resources available to make it all happen. Review the market realities – What limitations might we be dealing with and how far can we push the market potential?
2. Set the hypothesis.
Hypothesis development – Develop the potential strategic alternatives and understand what would need to happen for them to become reality. Reality test – Review the strategies for practical application, decide which are practical now and which could be left for a future date and understand what resources are necessary to make these alternatives. Solidify strategy – Make some strategic decisions to understand which alternatives provide the growth desired, build an understanding of the risks involved, ensure all strategies can work together and consider the reality of them working within the business.
3. Set the course.
Key strategies – Articulate the strategies and provide means for measurement and communication. Plan action – Develop broad and specific actions stemming from the strategies.
4. Build a foundation.
This stage involves developing a compelling ‘marketing tool box’ that clearly defines your value to the target audience and creates appropriate messages and triggers to sale.
5. Implement and educate.
The stage after the plan development involves completing agreed actions and driving deep engagement and understanding throughout the company, whilst developing the ongoing implementation activities, including allocation of resources.
Business-to-Business Marketing Strategies
What do business professionals think about marketing in the business-to-business (B2B) environment? We examined survey results and reports* that compiled data on the topic, and created a list of eight B2B marketing strategies commonly recognised as successful regardless of industry.
Referral Programs
Word of Mouth Plus
Trade Shows
Outdoor Advertising
Choosing the Right Marketing Agency: If you pretty much know what marketing you need to do and how it is going to be accomplished then most likely you need some type of marketing agencyto do it for you. Depending on what the activities are, you will choose a different type of agency.
Making Marketing Plans Happen
A marketing plan is paramount for achieving business growth. The purpose of a marketing plan is to assess the current market position of your business and develop marketing strategies and actions to undertake to meet your business objectives. Putting together a strategic plan that develops your business around your competitive advantage, and ensures that you are in a position to take advantage of your strengths, is a key to continued business prosperity. Of course, once you have the plan, making it work is the next step.
d2d sales Outsourcing firm Poonam Nagar mumbai
SALES METHODOLOGIES
Personal selling is a promotional method in which one party uses skills and techniques for building personal relationships with another party that results in both parties obtaining value. Personal selling occurs whenever an individual salesperson sells a product, service or solution to a client.
Salesmethods
There are many different sales methods that can be used to complete a sale and form the required relationships. Determining which sales method is more effective depends on what you are selling, who you are selling to and when you are selling it.
AIDA Method
AIDA is an acronym that stands for Attention, Interest, Desire and Action. This is a method that looks at the steps a client will undertake from when they first becomes aware of the product or service, to when they are making a purchase decision.
Attention – Get the other person’s interest Interest – Spark their curiosity Desire – Create the need Action – Get them to commit to something
Need satisfaction
The need satisfaction technique is a question and answer technique to make the client to recognise the need for your offering. This then leads to the client agreeing that they have a need to be fulfilled, which leads to you showing them how your offer can satisfy their needs. This method is based on a win-win approach for both the sales person and the client.
Depth Theory
Depth Theory is when a creation of trust occurs between the buyer and seller. The seller uses expertise in their product, service or industry to create trust between themselves and the buyer. The client will see the salesperson as an expert in that area and will trust them to solve the issues that they have.
Step process
The 7 step process is a plan of action that starts at the planning and preparation to make the sale and leads to after sale follow ups. The 7 steps are: 1. Planning and preparation 2. Introduction or opening 3. Questioning 4. Presentation 5. Overcoming objections/negotiating 6. Closing 7. After-sales follow-up
d2d sales Outsourcing firm Poonam Nagar mumbai
communication and d2d sales management
Effective communication and advertising management is important to not only correctly identify a target audience, but also to reach this audience efficiently through different information channels. There are many benefits of successfully managing these marketing communications, including, but not limited to:
Behavioural segmentation: purchasing patterns, loyalty status
Implementing a d2d sales Strategy
Implementing a Marketing Strategy Execution Plan, known to Fulcrum and our clients as a “Sprint Plan” is the most effective way to prevent this highway-less journey , d2d sales Outsourcing firm . A Marketing Strategy is a set of strategic goal-focused plans for a certain period of time.
d2d sales Strategy and Planning
Implement your marketing plan
Your marketing plan must do more than just say what you want to happen. It must describe each step required to make sure that it happens.
Schedule The plan should include a schedule of key tasks. This sets out what will be done, and by when. Refer to the schedule as often as possible to avoid losing sight of your objectives under the daily workload.
Team And Resources It should also assess what resources you need. For example, you might need to think about what brochures you need, and whether they need to be available for distribution. You might also need to look at how much time it takes to sell to customers and whether you have enough salespeople.
Cost The cost of everything in the plan needs to be included in a budget. If your finances are limited, your plan will need to take that into account. Don’t spread your marketing activities too thinly – it is better to concentrate your resources to make the most of your budget. You may also want to link your marketing budget to your sales forecast.
Control As well as setting out the schedule, the plan needs to say how it will be controlled. You need an individual who takes responsibility for pushing things along. A good schedule and budget should make it easy to monitor progress. When things fall behind schedule, or costs overrun, you need to be ready to do something about it and to adapt your plan accordingly.
Everyone likes to talk about creating a marketing plan. It’s the fun part of marketing, the creative aspect of your planning process and d2d sales Outsourcing firm . But strategy without execution won’t help your business succeed. In fact, marketing execution is how you achieve results.
Create your marketing strategy
Decide how to market your product or service to potential customers by developing a marketing strategy that positions your product to particular customers
Write a marketing execution plan
How to identify your objectives and write a plan that will help your marketing generate sales, including tactics and objectives
Marketing on a tight budget
How to get the most out of a small or limited marketing budget using cost-effective marketing methods such as Public Relations and online marketing
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.
Fulcrum are a highly recommended provider of product sampling staff. We specialise in the implementation of sampling campaigns using our in house sampling team and logistical know-how.
Dealer marketing is of utmost importance for the success of any brand. For most brands, dealers, distributors and resellers are critical links to success.
we can help with everything from planning and design to production and delivery ensuring your direct marketing campaigns are delivered on time to the highest quality.
When it comes to guerrilla marketing the gloves are off. They are usually low budget campaigns but with the right imagination and ideas they offer up some unprecedented results
Much like product demonstrations these campaigns have brand reps or ambassadors at the center of them. The difference is it’s more about the selling of the product
Auditing takes the reps out off the front line and away from the consumer. Auditing teams are used by marketers to monitor traditional marketing strategies that they put in place across retail.
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,
As mentioned already, demo days are a popular tool of field marketing. These campaigns can stretch from as little as one week to 6 months however some are continuous and full time.
Seven islands came together to constitute present day Mumbai. During the mid-18th century, Mumbai was reshaped by reclaiming the area between the seven islands from the sea. Bombay was characterized by economic and educational development in the 19th century. Upon India’s independence, the city was incorporated into Bombay State. In 1960, a new state of Maharashtra was created with Bombay as the capital. The city was renamed Mumbai in 1996.
Mumbai is the financial and entertainment capital of India. The city houses important financial institutions such as the Reserve Bank of India, the SEBI, the Bombay Stock Exchange, the National Stock Exchange of India and corporate headquarters of numerous Indian companies and multinational corporations. Mumbai has evolved into a global financial hub.
Mumbai is the financial and entertainment capital of India. The city houses important financial institutions such as the Reserve Bank of India, the SEBI, the Bombay Stock Exchange, the National Stock Exchange of India and corporate headquarters of numerous Indian companies and multinational corporations. Mumbai has evolved into a global financial hub.
It is home to some of India’s premier scientific and nuclear institutes such as BARC, NPCL, AERB, AECI and the Department of Atomic Energy. The city also houses India’s Bollywood movie industry. Mumbai’s business opportunities, as well as its potential to offer a higher standard of living, attract migrants from all over India, making the city a melting pot of many communities and cultures.
In 1950, municipal limits of Bombay were expanded by merging the Bombay Suburban District and Bombay Island City to form Greater Bombay Municipal Corporation (GBMC).
In 1979, a sister township of New Bombay(Navi Mumbai) was founded by the City and Industrial Development Corporation (CIDCO) across Thane and Raigad districts to help decongest and control Bombay’s population.
Textile industry in Mumbai largely disappeared in 1982. Since then, Mumbai’s defunct cotton mills have become the focus of major redevelopment.
Dharavi, Asia’s second largest slum, is located in central Mumbai and houses between 800,000 to one million people in 2.39 sq.km, making it one of the most densely populated areas on Earth. Key Projects in Mumbai are Omkar Ananta, Xrbia Aashiyana, Oberoi Tata Steel, K Hemani Neona, L&T Emerald Isle, L&T Crescent Bay, Godrej Prime, SPARK DEVELOPERS JYOTI PALACE, BHUMI YUG GARDENS KAMAN, Dosti Codename Landmark, Dosti Vihar, Dosti Planet North, Dosti Imperia Phase I, Mohan Suburbia, Mohan Willows, Piramal Vaikunth, Mohan Palms. Most searched properties in Mumbai are 1 bhk flats in mumbai, plots in mumbai, villas in mumbai, 2 bhk flats in mumbai, 3 bhk flats in mumbai, house in mumbai, property in thane, property in ulwe, property in panvel, Flats in mumbai. Key builders in Mumbai are L&T Realty, Lodha Group, Mahindra Lifespaces, Godrej Properties, Paradise Group, House of Hiranandani, Kolte Patil Developers Ltd, Dosti Realty, Lok Group, Mohan Group.
Demographics:
According to the 2011 census, the population of the city is 12,479,608. The city has seen a huge migration of population from all over India in search of employment opportunities. The population density is approximately 20,482 persons per sq.km. The living space is 4.5 sq.mt per person. According to 2011 census, the sex ratio in the island city is 838 (per 1,000 male) and 857 in the suburbs. Greater Mumbai has a literacy rate of 94.7%. The literacy rate in Mumbai slums is 69% making these slums the most literate slums in India.
Employment Opportunities Mumbai is India’s most populated city. It is the financial and commercial capital of the country as it generates 6.16% of the total GDP. The city contributes to 10% of factory employment, 25% of industrial output, 33% of income tax collections, 60% of customs duty collections, 20% of central excise tax collections, 40% of India’s foreign trade and 4000 crore in corporate taxes. Mumbai has witnessed an economic boom since the liberalization of 1991, the finance boom in the mid-nineties and the IT, export, services and outsourcing boom in 2000s. Although Mumbai had prominently figured as the hub of economic activity of India in the 1990s, the Mumbai Metropolitan Region is presently witnessing a reduction in its contribution to India’s GDP. Many of India’s conglomerates such as Larsen and Toubro, State Bank of India, Life Insurance Corporation of India, Tata Group, Godrej and Reliance, and five of the Fortune Global 500 companies are based in Mumbai. The key sectors contributing to the city’s economy are gems and jewellery, leather, IT and ITES, textiles, and entertainment. Bandra Kurla Complex (BKC) and Nariman Point are Mumbai’s major financial centres. The Santacruz Electronic Export Processing Zone (SEEPZ) in Andheri and the International Infotech Park (Navi Mumbai) offer excellent facilities to IT companies. Current situation indicates that the western zone has 33% of the total occupied space in the city implying a large proportion of employment opportunities here. The central zone contributes to 30% of employment.
Connectivity Mumbai has several major national highways: National Highway 3, National Highway 4, National Highway 8, National Highway 17 and National Highway 222. The Mumbai-Pune Expressway was the first expressway built in India. There are several important highways such as Mumbai Nashik Expressway, Mumbai-Vadodara Expressway, Western Freeway and Eastern Freeway under construction. The Bandra-Worli Sea Link bridge and Mahim Causeway link the island city to the western suburbs. The three major arterial roads of the city are the Eastern Express Highway, the Sion Panvel Expressway and the Western Express Highway. Mumbai is the headquarters of two of Indian Railways zones: the Central Railway (CR) and the Western Railway (WR). Mumbai is also well connected to most parts of India by the Indian Railways. Long-distance trains originate from Chhatrapati Shivaji Terminus, Dadar, Lokmanya Tilak Terminus, Mumbai Central, Bandra Terminus, Andheriand Borivali. Public transport systems in Mumbai include the Mumbai Suburban Railway, Brihanmumbai Electric Supply and Transport (BEST) buses, taxis, auto rickshaws and ferries. Suburban railway and BEST bus services together accounted for about 88% of the passenger traffic in 2008. The Mumbai Suburban Railway, popularly known as local trains forms the backbone of Mumbai’s transport system. Mumbai’s suburban rail systems carry more than half of the Indian Railways daily carrying capacity. Trains are overcrowded during peak hours. The Mumbai rail network is spread at an expanse of 319 route kilometres and is growing. The Mumbai Monorail and Mumbai Metro are under construction and expected to be partially operational in 2014, relieving overcrowding on the existing network. Public buses run by BEST cover almost all parts of the city as well as parts of Navi Mumbai, Mira-Bhayandar and Thane. Maharashtra State Road Transport Corporation (MSRTC) buses provide intercity transport from Mumbai to other major cities of Maharashtra and India. Navi Mumbai Municipal Transport (NMMT) also operates its Volvo buses from Navi Mumbai to Bandra, Dindoshi and Borivali. The Chhatrapati Shivaji International Airport is the busiest airport in India in terms of passenger traffic. An upgrade plan was initiated in 2006, targeted at increasing the capacity of the airport to handle up to 40 million passengers annually. The proposed Navi Mumbai International Airport to be built in the Kopra-Panvel area has been sanctioned by the Indian Government and will help in relieving traffic burden on the existing airport. Mumbai has two major ports, Mumbai Port Trust and Jawaharlal Nehru Port Trust, which lies in Navi Mumbai. Mumbai Port has one of the best natural harbours in the world. Jawaharlal Nehru Port is the busiest and most modern major port in India.
Fulcrum Marketing is a strategic d2d sales Outsourcing firm Ravet Pune. Our team of marketing consultants also specialise in marketing planning and d2d sales for all types of business of any size. As a strategic marketing consultancy, we help businesses develop a unique value proposition to help them differentiate from their competitors. This is particularly important for acquiring new customers and having your current customers come back for more. It will often include:
What product or service is your company selling?
What the end benefit of using it?
Who is your target customer for this product or service?
What makes your offering unique and different?
Other important questions to consider when developing a marketing strategy are:
What is the long term future for your business?
Where should you be heading and how are you going to get there?
Effective marketing organisations must be driven through sound business strategy. Fulcrum produce marketing and d2d sales strategy that is always well embodied by your business strategy.
The best marketing strategy does not start with creative, it starts with a marketing process.
The Marketing Strategy Development Process is a thorough problem solving and marketing strategy development program that focusses on solving your growth challenges and maximising the return from your company’s marketing operations. It is particularly useful for innovating within a market or creating a position of market leadership.
SALES METHODOLOGIES
Personal selling is a promotional method in which one party uses skills and techniques for building personal relationships with another party that results in both parties obtaining value. Personal selling occurs whenever an individual salesperson sells a product, service or solution to a client. Sales people need to be able to match the benefits of their offering to the needs and wants of their client. Personal selling in today’s world requires the formation of longstanding client relationships.
Salesmethods
There are many different sales methods that can be used to complete a sale and form the required relationships. Determining which sales method is more effective depends on what you are selling, who you are selling to and when you are selling it.
AIDA Method
AIDA is an acronym that stands for Attention, Interest, Desire and Action. This is a method that looks at the steps a client will undertake from when they first becomes aware of the product or service, to when they are making a purchase decision.
Attention – Get the other person’s interest Interest – Spark their curiosity Desire – Create the need Action – Get them to commit to something
Need satisfaction
The need satisfaction technique is a question and answer technique to make the client to recognise the need for your offering. This then leads to the client agreeing that they have a need to be fulfilled, which leads to you showing them how your offer can satisfy their needs. This method is based on a win-win approach for both the sales person and the client.
Depth Theory
Depth Theory is when a creation of trust occurs between the buyer and seller. The seller uses expertise in their product, service or industry to create trust between themselves and the buyer. The client will see the salesperson as an expert in that area and will trust them to solve the issues that they have.
Step process
The 7 step process is a plan of action that starts at the planning and preparation to make the sale and leads to after sale follow ups. The 7 steps are: 1. Planning and preparation 2. Introduction or opening 3. Questioning 4. Presentation 5. Overcoming objections/negotiating 6. Closing 7. After-sales follow-up
Sales and Marketing for Small Business The skills to grow your business
A sound sales and marketing strategy can let you differentiate yourself from your competitors and generate more business. When using online and offline tools, it is important to have a clear definition of your business’ vision, its positioning and customer profiles, in order to build a successful strategy.
Your marketing and sales coach can help you define the best sales and marketing channels and activities for your company, adapt these to your situation, and in turn, better position your business in the market and increase sales. Sales and Marketing for Small Business will help you:
assess your current sales approach and marketing activities; craft your sales script; identify the most promising marketing opportunities; and apply practical tools, templates and tips to build a strong foundation to your sales and marketing strategy.
Here is our three-step coaching process for building a solid sales and marketing strategy in three months:
1. Discover
Your coach meets with you to understand your business and objectives. Then, we present our assessment which includes:
your brand your products/services your competitive situation your customers your sales channels
At the end of this phase, the coach introduces the workbook you’ll be using throughout the project, including any key concepts you should know.
2. Develop
Your coach helps you use the tools and templates in your workbook to identify the sales and marketing channels and activities that can help you meet your objectives:
your ideal client profile drafting your script mapping out your sales process objection handling
3. Deliver
Your coach will help you identify the best marketing tactics for your business and learn how they work, from offline channels such as tradeshows and direct mail to online channels such as websites, social media, email and more. You will then receive a marketing roadmap of activities to launch over the next 6 to 12 months.
communication and d2d sales management
Effective communication and advertising management is important to not only correctly identify a target audience, but also to reach this audience efficiently through different information channels. This can be through traditional methods, such as print advertising, or through the d2d sales method, attracting customers to your website through blog posts and effectively targeting key words for online advertising. These marketing communications should all be integrated so that the message of the advertising is clear to customers. There are many benefits of successfully managing these marketing communications, including, but not limited to:
Behavioural segmentation: purchasing patterns, loyalty status
Implementing a d2d sales Strategy
Implementing a Marketing Strategy Execution Plan, known to Fulcrum and our clients as a “Sprint Plan” is the most effective way to prevent this highway-less journey , d2d sales Outsourcing firm Ravet Pune. A Marketing Strategy is a set of strategic goal-focused plans for a certain period of time.
d2d sales Strategy and Planning
Implement your marketing plan
Your marketing plan must do more than just say what you want to happen. It must describe each step required to make sure that it happens.
Schedule The plan should include a schedule of key tasks. This sets out what will be done, and by when. Refer to the schedule as often as possible to avoid losing sight of your objectives under the daily workload.
Team And Resources It should also assess what resources you need. For example, you might need to think about what brochures you need, and whether they need to be available for distribution. You might also need to look at how much time it takes to sell to customers and whether you have enough salespeople.
Cost The cost of everything in the plan needs to be included in a budget. If your finances are limited, your plan will need to take that into account. Don’t spread your marketing activities too thinly – it is better to concentrate your resources to make the most of your budget. You may also want to link your marketing budget to your sales forecast.
Control As well as setting out the schedule, the plan needs to say how it will be controlled. You need an individual who takes responsibility for pushing things along. A good schedule and budget should make it easy to monitor progress. When things fall behind schedule, or costs overrun, you need to be ready to do something about it and to adapt your plan accordingly.
Everyone likes to talk about creating a marketing plan. It’s the fun part of marketing, the creative aspect of your planning process and d2d sales Outsourcing firm Ravet Pune. But strategy without execution won’t help your business succeed. In fact, marketing execution is how you achieve results.
Execution makes all the necessary elements of marketing work to bring strategy to life. For example, tradeshows, advertising, public relations, social media contribution and a blog can coordinate to generate leads. Each element needs all details covered and properly contributing to make the plan live and produce results.
Create your marketing strategy
Decide how to market your product or service to potential customers by developing a marketing strategy that positions your product to particular customers
Write a marketing execution plan
How to identify your objectives and write a plan that will help your marketing generate sales, including tactics and objectives
Marketing on a tight budget
How to get the most out of a small or limited marketing budget using cost-effective marketing methods such as Public Relations and online marketing
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.
Fulcrum are a highly recommended provider of product sampling staff. We specialise in the implementation of sampling campaigns using our in house sampling team and logistical know-how.
Dealer marketing is of utmost importance for the success of any brand. For most brands, dealers, distributors and resellers are critical links to success.
we can help with everything from planning and design to production and delivery ensuring your direct marketing campaigns are delivered on time to the highest quality.
When it comes to guerrilla marketing the gloves are off. They are usually low budget campaigns but with the right imagination and ideas they offer up some unprecedented results
Much like product demonstrations these campaigns have brand reps or ambassadors at the center of them. The difference is it’s more about the selling of the product
Auditing takes the reps out off the front line and away from the consumer. Auditing teams are used by marketers to monitor traditional marketing strategies that they put in place across retail.
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,
As mentioned already, demo days are a popular tool of field marketing. These campaigns can stretch from as little as one week to 6 months however some are continuous and full time.
The team at Fulcrum has delivering successful Shopping Centre Marketing Campaigns across a wide range of shopping centres and retail complexes. From major retail locations to local community focused shopping centres; we have secured real, measurable results across the board.
d2d sales | d2d sales Outsourcing firm Ravet Pune
Ravet , Pune
Ravet is a fast developing suburb of Pune. It is situated in the north-western parts of Pune. Ravet is governed by the PCMC and there is huge demand for property in Ravet at present. The locality located close to the industrial zones and the IT hubs of Pune. The area has very good civic amenities and is well connected to the other parts of Pune. Pimpri Chinchwad industrial zone, Chakan, Talegaon, and the Hinjewadi IT hubs are easily accessible from Ravet. The major advantage for residents living here is proximity to Hinjewadi and PCMC, located at a distance of 3-5 kms from Ravet. Ravet is the first town after crossing the Mumbai-Pune Expressway. Punawale, Tathawade, Thergaon, Nigdi, Kiwale, Talawade, Dehu, Dehu Road, Wakad, Hinjewadi, Chandkhed, Talegaon Dabhade, Kamshet, Moshi, Bhosari are some of the prominent localities located close to Ravet. The varieties of residential projects available in the area are many and they range from affordable to luxurious. The civic amenities have also improved. The industrial growth and growth of the IT sector, have led to the development of the retail and hospitality sectors in the area. Some of the key residential projects in Ravet are GK Silverland Residency Phase I, DNV Arcelia Apartment, Rohan Silver Palm Grove, Nirman Akash Raj, Pradnyesh Probo Prolix Pride among others.
Connectivity
There are many roads providing access to and from this locality like NH4, Katraj-Dehu Road and the Mumbai-Pune Highway. A bus rapid transit system between Aundh and Ravet has also been proposed.
There are a few major roads which run through the area, namely, the Wakad Road, the Mumbai-Pune Expressway, Kalewadi Main Road and Spine Road. The area has extensive bus services serve by PMPML & BRTS and the Chinchwad Bus Stand, Nigdi Bus Stand and the Pimpri Bus Stand lie in close vicinity. Pune International Airport which is located at a distance of 29.4 km via Mumbai-Pandharpur Road/Old MUmbai Road/Old Mumbai – Pune HIghway. Dehu Road, Akurdi, Chinchwad, Pimpri, Begdewadi and kasarwadi are the nearby railway station. However, Dehu Road Railway Station is the nearest railway station to Ravet located at a distance of 4.6 km. A non-signaled four-lane BRT (Bus Rapid Transport) road offers easy access to the neighbouring town of Aundh and can be reached within ten minutes.
Factors for Past Growth Due to presence of various IT companies and other MNC, Pune has seen witnessing a rapid growth in working population from outside. Hence, there has been flood in the demands for residential flats in Ravet. Affordable housing are also in demand by the junior-level executives of the various companies. A fair number of workforce work in nearby IT Hubs, wanted to have their residences close to their workplace. Thus, driving residential demand and consistent rental yield. In the recent past, rental demands for 2 BHK flats have get momentum in Ravet. One of the biggest boost to the area has been Aundh-Ravet BRTS Road which has its direct access to Katraj-Dehu Road Bypass and Mumbai Highway and Mumbai-Pune Expressway which has cut down travel time from Pune.
Factors for Future Growth Upcoming infrastructure, proximity to Pune International Airport, aggressive retail and commercial development focused along Ravet will sure to drive capital appreciation of residential properties in the area.
Infra Development (Social & Physical) Ravet offers good social infrastructure to its residents. Some of the reputed schools in Ravet include the S B Patil Public School, Rising Royals English Medium School, Smart Kids Play School, Creative Public School and St.Josephs Bethany Convent School. It also houses some nearby colleges. These include Pimpri-Chinchwad College of Engineering, Pimpri-Chinchwad Polytechnic College, Dr D Y Patil College of Agricultural Business Management etc. Some of the leading hospitals in Ravet include Unique Multispeciality Hospital, Ojas Multispeciality Hospital, Dhanwantari Hospital, Ashwini Hospital, Star Hospital and Dr. Bansal Hospital. The shopping needs of the residents are catered to by malls in Ravet such as the One Mall, City One Mall, Sai Paradise, D-Mart and Vision Plus. It also houses retail outlets of national and international brands such as My Jio Store, Amul Retail Outlet, Raymond Retail Shop, Gurukrupa Retail Outlet, Lifestyle, Croma etc.
Professional Qualified Sales Experts present products and services, calling on companies using our proven d2d sales Outsourcing firm , door-to-door sales technique and d2d sales Outsourcing firm in mumbai.
We convert potential customers to sustainable clients in the shortest space of time( door to door sales, d2d sales Outsourcing firm ). 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 Outsourcing firm 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 Agent in Narayan Peth
Questions to ask Yourself and Your Promotional Risk Specialist
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Top 5 Mistakes in Sales Promotion
Knowing when to seek cover for your promotion is hard enough, without having to figure out what, who and how its covered. The below dispels a variety of myths whilst helping with some frequently asked questions about promotional risk management.
Q: Whats actually covered?
Sales promotion cover is based on a realistic and educated projection of the campaigns performance. With no promotion realistically redeeming 100%, the cover should only cover the promotion to a certain and agreed percentage. Whilst many insurers claim to cover 100%, is that realistic, necessary or even true?
100% protection in some cases, would result in covering tens of millions. Providers wont cover this. For two reasons, they cant afford to and it isnt necessary, as its extremely rare for a promotion to redeem 100%. Realistic cover is a testament to the risk providers authenticity, reliability and experience, so remain vigilant!
Q: What should a promotional risk specialist actually provide?
(Use our TRACE the manager acronym!)
Indeed, it is a word thrown around too many times, but in this case, its imperative. A good risk provider should walk you through exactly whats covered, what information has been gathered and how they have reached their estimated redemption rate.
Rationale
All assumptions should be based on reason and logic. Ensure your provider is referring to historical data from both your brand and their own database. The justification is paramount to gaining the necessary cover. Without it, wheres the logic in using the service at all?
Assistance
A risk manager shouldnt be seen as a supplier- they should be seen as a partner. Any risk manager worth their salt should be advisory as if it was their own promotion, so they should help guide you towards maximum engagement with minimum risk.
Confidence
By this, we dont mean puffing out their chest and telling you whats, what. But, sticking to their guns when stipulating an estimated redemption rate. When a provider frequently undercuts or changes their facts, alarm bells should be ringing, after all, wheres the value in their projections if they are going to change just to win the business? How much trust can you really place in this providers estimations?
Evidence of stability
Before handing over your promotions liabilities to a promotional risk management company, ensure that they have the financial ability to take on that risk and fulfil your brands promise to its consumers, whatever the redemption levels.
Will they pay? Wheres the legal documentation, are details clearly stipulated?
Can they pay? Check the companys balance sheets (last years financial statement)
Q: How do I calculate the risk in my sales promotion?
Example:
Offer
Offer
You are offering a £60 cashback on a fridge worth £300.00.
Cost
Cost per redemption X number of redemptions
You calculate the worst case scenario is 100% (30,000 claims). Which will cost you 30,000 X £60= £1,800,000 without any transaction fees.
Using analysis from your previous promotions, you calculate the promotion could redeem around 50%, which is still a cost of £900,000.
However, you are sceptical due to:
The strength of your communication message, with a nationwide campaign via TV, magazine, in-store and leaflet
Professional Qualified Sales Experts present products and services, calling on companies using our proven d2d sales Outsourcing firm , door-to-door sales technique and d2d sales Outsourcing firm in mumbai.
We convert potential customers to sustainable clients in the shortest space of time( door to door sales, d2d sales Outsourcing firm ). 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 Outsourcing firm 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 Erandwana
Consumer Behaviour – Meaning, Determinants and its Importance
Companies make investment in understanding consumer behaviour and implementing strategies, which will help them retain customers.
Consumers can be categorized as an individual consumer and organizational/industrial consumers. Understanding their behaviour and buying pattern is important in ultimate survival of companies in the market place.
Consumer behaviour consists of activities/process followed in making any buying decision of goods as well as a service. In recent time service (holiday, travel, etc.), decisions are forming large part of consumer behaviour.
One thing needs to be highlighted here is that consumer behaviour does not end with purchase of goods or service, but also post purchase activities are included in consumer behaviour.
Consumer behaviour and consumption behaviour are two different concepts developed and cannot be used as a substitute. Consumer behaviour deals with the process of an individual or organization in coming to the purchase decision, whereas consumption behaviour is a study focus on consuming unit or service.
Furthermore, there is a difference between consumer behaviour and buying behaviour. Consumer behaviour as highlighted before talks about process and actions taken by the final or end users where as buyer behaviour looks at intermediate users (who add value to goods and service) and final users.
Understanding of the consumer behaviour begins with study of the consumer buying process. Consumer buying process is five step activities. The starting with need recognition, which leads to information search, once information is obtained from different sources next step, is the evaluation and intent where in consumer evaluates various parameters of the product or service. The next step in five-step activity is the purchase decision where in intent is converted into an actual purchase of the good or the service. The final step is post-purchase reaction where in customer if she is satisfied with goods or services recommends to other prospective customers or repeat the purchase. If the customer is not happy with purchase, a bad word of mouth follows, and she looks for alternative product or service.
Three factors are identified as determinants to consumer behaviour namely economic determinants, psychological determinant and sociological determinant. Economic Determinants are personal income (individuals purchasing power), family income (total purchasing power of the family), the future income expectations (expected increase or decrease in availability of disposable income), availability of liquid asset (asset, which can be converted to cash), consumer market credit (if market conditions are good credit easily available) and social class (effluent class, upper-middle class, middle class, etc.).
In compare the industrial buying process is much more formal process done according to pre-defined policy and norms. The key features of organization buying are its a formal and standardized process, it is done in large quantities and may be done at periodic intervals of time, and decision-making process usually involves more than one individual.
As there are determinants for consumer behaviour, similar industrial buying behaviour has its own set of determinants, which are overall objectives of the organization, technological capabilities of the organization which consist of information systems and network capabilities and finally organization structure, which includes its capital and number of employees.
From above it can be comprehended that consumer behaviour is important factor in determining marketing policies.
Consultative Sales Approach to Customer Objections
Consultative Sales Approach to Customer Objections
Being a good Salesman does not come easily to everyone. Out of thousands who take up a career in sales, there are a few hundreds who turn out to be mediocre salesmen pushing the product and chasing sales target and many more leave the field altogether. There are few, who carve out a brilliant trajectory for themselves and make it big in the sales and marketing field. A successful sales career gives you very high financial rewards as well as a creative high. The most successful sales and marketing professionals get to be passionate about their job as well as about their customers. Success in sales career comes out of the hard work that you put in as well as the smart skills that you learn while on the job.
As opposed to traditional sales process, consultative selling is far superior. Your role as a salesman is not the same in both these processes. The sales process too is different. As against the traditional sales role where you are looked upon as a pure sales man, you become a facilitator, solution provider and a consultant in a consultative sales approach.
The sales process is different in both the cases. In case of consultative approach, you spend a lot of time in getting to know your customer’s business, understanding and helping him define his needs, expectations and problem areas in his business. Using the information that you have gathered, you build a solution using your product or service that you are selling and not push through your product alone. This consultative process is highly creative.
While working as a consultative salesman, you will often switch roles from being a representative of your company to that of being on customer’s side too. This helps you to work towards creating and delivering real value solution to your customer.
Objections from the customers after your initial sales or solution presentation is a normal part of any sales process. The way you handle the objections vary from the traditional sales process to consultative sales process. In traditional sales process, the sales person is very eager to quash every objection and tends to be over enthusiastic or aggressive in responding to the objections raised. The objective in such a situation is to get the customer to be quiet and not give him time to think more, rather push for the final decision to buy. In a consultative mode however, you will view every objection from the customer as a legitimate concern. You will give a patient hearing to every concern expressed by the customer, analyze who and why he has expressed a concern and move positively to reinforce your solution and alley any fears.
Not all concerns raised by the customers would be related to genuine fears of buying the solution proposed by you. As standard response you will hear of customers saying that they are busy, need more time to think or the buyer making it difficult and hard for you to make further progress. In each of the cases the approach from a consultative salesman to traditional salesman would be different.
As a consultative salesman, you will have got an in depth understanding of the customer’s organizational hierarchy as well as readiness for making the purchasing decision by spending time at the customer’s premise during the early probing stages. Therefore when an objection is raised, you know why and how to address the same. You are able to alienate those objections that are subjective coming from the buyer who is not confident of making the decision or convincing his superiors or for some reasons has taken an unfriendly attitude out of some personal attitude.
As a part of the consultative sales process, you will first allow the customer’s team to express all their concerns, group the concerns received as legitimate and subjective and deal with them accordingly. Legitimate concerns can be discussed openly and you can either park the concerns for further action or discussion with your organization or look at tradeoffs and alternatives possible for the solution. These are essentially the unresolved issues that you agree to take away and revert back to the customer after working out further options and solutions. Apart from these valid concerns, you will deal with and squash every subjective fears or diversions that are expressed by the customer.
By your approach to managing the concerns of the customer, you as a consultative salesman are making sure that you are in control of the sales process and that you have managed to retain the confidence of the customer by being open to listening to his concerns and problems while continuing to work towards enhancing the value to the customer through your solution.
Whats In a Winning Why Stay Story?
A provocative message is marketing gold when youre trying to acquire new customers with a great why change story. Research proves it.
But its a very different story when you apply that same approach to renewal conversations or your why stay message. A Corporate Visions study I wrote about recently revealed that the provocative messaging approaches so in vogue today arent effective in a renewal context. In fact, they could even backfire when you are the incumbent and trying to secure a renewal contract.
What that study found is that the best approach for retaining customers involves reinforcing four specific decision-making factors that cause customers to favor their status quo over doing something new. Those factors are preference stability, perceived cost of change, anticipated blame/regret, and selection difficulty.
But heres the question we wanted to get to the bottom of in a follow-up study: Is there a specific messaging framework thats best-suited to telling the most compelling renewal storyreinforcing the status quo bias and encouraging customers to renew with you?
As it happens, there is. The follow-up study, conducted with social psychologist Dr. Zakary Tormala, confirmed that you need to do two things well to make the biggest impact with your renewal messaging:
First, you need to document the specific results of your partnership and share those first before trying to affirm why you were, and continue to be, the right choice for your customer.
You then need to provide more expanded detailas opposed to lessabout the recent advances in your solution that are helping your customers keep pace with the market and anything your competition is offering.
Heres how we set up the study.
Testing the Best Framework for Why Stay
For this online experiment, we recruited 380 individuals. The participants were instructed to imagine that they ran a small business and that about two years ago theyd signed up with a 401(k) benefits provider to help promote their companys retirement plan to employees. The hope was that getting more employees signed up would boost employee satisfaction with the company and increase employee retention.
Participants were told to imagine that two years ago, only 20% of their employees subscribed to the 401(k) plan. In the two years since then, participation had risen to 50%, a positive sign, but still short of the 80% goal. During that same period, employee retention rates had improved, but it was difficult to say how much of that could be attributed to the companys promotion of its 401(k) benefits plan.
Following this background description, participants read a message from their 401K provider, in which they were told to imagine they were trying to decide whether to renew and continue working with that provider. The message represented the providers attempt to persuade them to do so, focusing on reinforcing the status quo bias, emphasizing how much effort went into selecting the current provider and playing up the risks and costs associated with changing to a new provider.
Importantly, though, the message varied along two key dimensions across four experimental conditions into which participants were evenly divided. The first dimension was whether the provider documented successful results before or after reinforcing the status quo. The second dimension was whether the provider gave more or less explicit detail on the recent advances it had made.
All told, the study included four different message conditions, each with a different combination of information order and level of detail.
After receiving the pitches, participants answered a series of questions designed to assess switching intentions, willingness to pay, trust, and message quality. Across these dimensions, the document results first and more detail messages proved more persuasive than the status quo first and less detail messages. While there were differences across measures in terms of which effect reached statistical significance, the overall pattern of results points to the greater effectiveness of documenting results at the beginning of the message and using more explicit detail in highlighting recent advances.
The overall pattern of findings reveals that documenting results at the outset of your message (before trying to affirm that you, and continue to be, the right choice) and providing more explicit detail about your progress (as opposed to less) will give you significant messaging advantages in the areas of:
Minimizing switching intentions;
Increasing willingness to pay;
Improving trust; and
Enhancing perceptions of quality
For an in-depth look at the studys findings, check out the research brief.
Below is the basic message framework of the winning condition in the study, which tested four different renewal messages (varying in structure and level of detail) aimed at convincing business partners to remain with their current 401k provider. The parts of the framework correspond to the four causes of the status quo, mentioned above, which the renewal message sets out to reinforce.
Winning Condition
Document Results You have made great progress on your goals over these last two years. Youve seen 401k participation grow from 20 percent to 50 percent. Your employee satisfaction scores are up, and youve said some employees have even taken the time to thank you for the changes youve made. In addition, your employee retention rates have started to improve, which you said was the ultimate goal of making these changes.
Anticipate Regret/Blame As you look at making a renewal decision, its important to realize that you are at a critical point in this journey and that its important to maintain momentum to achieve your ultimate participation and retention goals. Any change to the program at this point could create an unnecessary risk of losing the positive gains youve made.
Mention Perceived Cost of Change Not to mention that bringing in another vendor would require you to invest time in getting them up to speed and money on implementation costs and other changes that you wont have to spend if you continue working with us.
Reinforce Selection Difficulty Weve also continued to update and tweak your program over the last two years to make sure you are keeping pace with anything else available in the market today. Specifically, you will get two new features designed to help improve your goals of employee participation and satisfaction: The first is a monthly report that shows how many tax dollars your 401k participants saved versus those who arent in the 401k. You can share this with your employees monthly to provide a gentle nudge to get into the program for the tax benefits. Second, weve also added a new smartphone app with retirement planning calculators and budgeting tools to help your employees make more informed decisions, and feel like theyre making progress on their goals.
Youre making great progress. Stick with our program for another two years, and I know youll get to your 80% participation goal and further increase your employee retention rates.
Want to see an overview of additional Corporate Visions research on renewal messaging, and see how companies are handling the customer retention message today? Check out our State of the Conversation Report.
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 Agent in Narayan Peth
Questions to ask Yourself and Your Promotional Risk Specialist
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Top 5 Mistakes in Sales Promotion
Knowing when to seek cover for your promotion is hard enough, without having to figure out what, who and how its covered. The below dispels a variety of myths whilst helping with some frequently asked questions about promotional risk management.
Q: Whats actually covered?
Sales promotion cover is based on a realistic and educated projection of the campaigns performance. With no promotion realistically redeeming 100%, the cover should only cover the promotion to a certain and agreed percentage. Whilst many insurers claim to cover 100%, is that realistic, necessary or even true?
100% protection in some cases, would result in covering tens of millions. Providers wont cover this. For two reasons, they cant afford to and it isnt necessary, as its extremely rare for a promotion to redeem 100%. Realistic cover is a testament to the risk providers authenticity, reliability and experience, so remain vigilant!
Q: What should a promotional risk specialist actually provide?
(Use our TRACE the manager acronym!)
Indeed, it is a word thrown around too many times, but in this case, its imperative. A good risk provider should walk you through exactly whats covered, what information has been gathered and how they have reached their estimated redemption rate.
Rationale
All assumptions should be based on reason and logic. Ensure your provider is referring to historical data from both your brand and their own database. The justification is paramount to gaining the necessary cover. Without it, wheres the logic in using the service at all?
Assistance
A risk manager shouldnt be seen as a supplier- they should be seen as a partner. Any risk manager worth their salt should be advisory as if it was their own promotion, so they should help guide you towards maximum engagement with minimum risk.
Confidence
By this, we dont mean puffing out their chest and telling you whats, what. But, sticking to their guns when stipulating an estimated redemption rate. When a provider frequently undercuts or changes their facts, alarm bells should be ringing, after all, wheres the value in their projections if they are going to change just to win the business? How much trust can you really place in this providers estimations?
Evidence of stability
Before handing over your promotions liabilities to a promotional risk management company, ensure that they have the financial ability to take on that risk and fulfil your brands promise to its consumers, whatever the redemption levels.
Will they pay? Wheres the legal documentation, are details clearly stipulated?
Can they pay? Check the companys balance sheets (last years financial statement)
Q: How do I calculate the risk in my sales promotion?
Example:
Offer
Offer
You are offering a £60 cashback on a fridge worth £300.00.
Cost
Cost per redemption X number of redemptions
You calculate the worst case scenario is 100% (30,000 claims). Which will cost you 30,000 X £60= £1,800,000 without any transaction fees.
Using analysis from your previous promotions, you calculate the promotion could redeem around 50%, which is still a cost of £900,000.
However, you are sceptical due to:
The strength of your communication message, with a nationwide campaign via TV, magazine, in-store and leaflet
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 Companies in Erandwana
Consumer Behaviour – Meaning, Determinants and its Importance
Companies make investment in understanding consumer behaviour and implementing strategies, which will help them retain customers.
Consumers can be categorized as an individual consumer and organizational/industrial consumers. Understanding their behaviour and buying pattern is important in ultimate survival of companies in the market place.
Consumer behaviour consists of activities/process followed in making any buying decision of goods as well as a service. In recent time service (holiday, travel, etc.), decisions are forming large part of consumer behaviour.
One thing needs to be highlighted here is that consumer behaviour does not end with purchase of goods or service, but also post purchase activities are included in consumer behaviour.
Consumer behaviour and consumption behaviour are two different concepts developed and cannot be used as a substitute. Consumer behaviour deals with the process of an individual or organization in coming to the purchase decision, whereas consumption behaviour is a study focus on consuming unit or service.
Furthermore, there is a difference between consumer behaviour and buying behaviour. Consumer behaviour as highlighted before talks about process and actions taken by the final or end users where as buyer behaviour looks at intermediate users (who add value to goods and service) and final users.
Understanding of the consumer behaviour begins with study of the consumer buying process. Consumer buying process is five step activities. The starting with need recognition, which leads to information search, once information is obtained from different sources next step, is the evaluation and intent where in consumer evaluates various parameters of the product or service. The next step in five-step activity is the purchase decision where in intent is converted into an actual purchase of the good or the service. The final step is post-purchase reaction where in customer if she is satisfied with goods or services recommends to other prospective customers or repeat the purchase. If the customer is not happy with purchase, a bad word of mouth follows, and she looks for alternative product or service.
Three factors are identified as determinants to consumer behaviour namely economic determinants, psychological determinant and sociological determinant. Economic Determinants are personal income (individuals purchasing power), family income (total purchasing power of the family), the future income expectations (expected increase or decrease in availability of disposable income), availability of liquid asset (asset, which can be converted to cash), consumer market credit (if market conditions are good credit easily available) and social class (effluent class, upper-middle class, middle class, etc.).
In compare the industrial buying process is much more formal process done according to pre-defined policy and norms. The key features of organization buying are its a formal and standardized process, it is done in large quantities and may be done at periodic intervals of time, and decision-making process usually involves more than one individual.
As there are determinants for consumer behaviour, similar industrial buying behaviour has its own set of determinants, which are overall objectives of the organization, technological capabilities of the organization which consist of information systems and network capabilities and finally organization structure, which includes its capital and number of employees.
From above it can be comprehended that consumer behaviour is important factor in determining marketing policies.
Consultative Sales Approach to Customer Objections
Consultative Sales Approach to Customer Objections
Being a good Salesman does not come easily to everyone. Out of thousands who take up a career in sales, there are a few hundreds who turn out to be mediocre salesmen pushing the product and chasing sales target and many more leave the field altogether. There are few, who carve out a brilliant trajectory for themselves and make it big in the sales and marketing field. A successful sales career gives you very high financial rewards as well as a creative high. The most successful sales and marketing professionals get to be passionate about their job as well as about their customers. Success in sales career comes out of the hard work that you put in as well as the smart skills that you learn while on the job.
As opposed to traditional sales process, consultative selling is far superior. Your role as a salesman is not the same in both these processes. The sales process too is different. As against the traditional sales role where you are looked upon as a pure sales man, you become a facilitator, solution provider and a consultant in a consultative sales approach.
The sales process is different in both the cases. In case of consultative approach, you spend a lot of time in getting to know your customer’s business, understanding and helping him define his needs, expectations and problem areas in his business. Using the information that you have gathered, you build a solution using your product or service that you are selling and not push through your product alone. This consultative process is highly creative.
While working as a consultative salesman, you will often switch roles from being a representative of your company to that of being on customer’s side too. This helps you to work towards creating and delivering real value solution to your customer.
Objections from the customers after your initial sales or solution presentation is a normal part of any sales process. The way you handle the objections vary from the traditional sales process to consultative sales process. In traditional sales process, the sales person is very eager to quash every objection and tends to be over enthusiastic or aggressive in responding to the objections raised. The objective in such a situation is to get the customer to be quiet and not give him time to think more, rather push for the final decision to buy. In a consultative mode however, you will view every objection from the customer as a legitimate concern. You will give a patient hearing to every concern expressed by the customer, analyze who and why he has expressed a concern and move positively to reinforce your solution and alley any fears.
Not all concerns raised by the customers would be related to genuine fears of buying the solution proposed by you. As standard response you will hear of customers saying that they are busy, need more time to think or the buyer making it difficult and hard for you to make further progress. In each of the cases the approach from a consultative salesman to traditional salesman would be different.
As a consultative salesman, you will have got an in depth understanding of the customer’s organizational hierarchy as well as readiness for making the purchasing decision by spending time at the customer’s premise during the early probing stages. Therefore when an objection is raised, you know why and how to address the same. You are able to alienate those objections that are subjective coming from the buyer who is not confident of making the decision or convincing his superiors or for some reasons has taken an unfriendly attitude out of some personal attitude.
As a part of the consultative sales process, you will first allow the customer’s team to express all their concerns, group the concerns received as legitimate and subjective and deal with them accordingly. Legitimate concerns can be discussed openly and you can either park the concerns for further action or discussion with your organization or look at tradeoffs and alternatives possible for the solution. These are essentially the unresolved issues that you agree to take away and revert back to the customer after working out further options and solutions. Apart from these valid concerns, you will deal with and squash every subjective fears or diversions that are expressed by the customer.
By your approach to managing the concerns of the customer, you as a consultative salesman are making sure that you are in control of the sales process and that you have managed to retain the confidence of the customer by being open to listening to his concerns and problems while continuing to work towards enhancing the value to the customer through your solution.
Whats In a Winning Why Stay Story?
A provocative message is marketing gold when youre trying to acquire new customers with a great why change story. Research proves it.
But its a very different story when you apply that same approach to renewal conversations or your why stay message. A Corporate Visions study I wrote about recently revealed that the provocative messaging approaches so in vogue today arent effective in a renewal context. In fact, they could even backfire when you are the incumbent and trying to secure a renewal contract.
What that study found is that the best approach for retaining customers involves reinforcing four specific decision-making factors that cause customers to favor their status quo over doing something new. Those factors are preference stability, perceived cost of change, anticipated blame/regret, and selection difficulty.
But heres the question we wanted to get to the bottom of in a follow-up study: Is there a specific messaging framework thats best-suited to telling the most compelling renewal storyreinforcing the status quo bias and encouraging customers to renew with you?
As it happens, there is. The follow-up study, conducted with social psychologist Dr. Zakary Tormala, confirmed that you need to do two things well to make the biggest impact with your renewal messaging:
First, you need to document the specific results of your partnership and share those first before trying to affirm why you were, and continue to be, the right choice for your customer.
You then need to provide more expanded detailas opposed to lessabout the recent advances in your solution that are helping your customers keep pace with the market and anything your competition is offering.
Heres how we set up the study.
Testing the Best Framework for Why Stay
For this online experiment, we recruited 380 individuals. The participants were instructed to imagine that they ran a small business and that about two years ago theyd signed up with a 401(k) benefits provider to help promote their companys retirement plan to employees. The hope was that getting more employees signed up would boost employee satisfaction with the company and increase employee retention.
Participants were told to imagine that two years ago, only 20% of their employees subscribed to the 401(k) plan. In the two years since then, participation had risen to 50%, a positive sign, but still short of the 80% goal. During that same period, employee retention rates had improved, but it was difficult to say how much of that could be attributed to the companys promotion of its 401(k) benefits plan.
Following this background description, participants read a message from their 401K provider, in which they were told to imagine they were trying to decide whether to renew and continue working with that provider. The message represented the providers attempt to persuade them to do so, focusing on reinforcing the status quo bias, emphasizing how much effort went into selecting the current provider and playing up the risks and costs associated with changing to a new provider.
Importantly, though, the message varied along two key dimensions across four experimental conditions into which participants were evenly divided. The first dimension was whether the provider documented successful results before or after reinforcing the status quo. The second dimension was whether the provider gave more or less explicit detail on the recent advances it had made.
All told, the study included four different message conditions, each with a different combination of information order and level of detail.
After receiving the pitches, participants answered a series of questions designed to assess switching intentions, willingness to pay, trust, and message quality. Across these dimensions, the document results first and more detail messages proved more persuasive than the status quo first and less detail messages. While there were differences across measures in terms of which effect reached statistical significance, the overall pattern of results points to the greater effectiveness of documenting results at the beginning of the message and using more explicit detail in highlighting recent advances.
The overall pattern of findings reveals that documenting results at the outset of your message (before trying to affirm that you, and continue to be, the right choice) and providing more explicit detail about your progress (as opposed to less) will give you significant messaging advantages in the areas of:
Minimizing switching intentions;
Increasing willingness to pay;
Improving trust; and
Enhancing perceptions of quality
For an in-depth look at the studys findings, check out the research brief.
Below is the basic message framework of the winning condition in the study, which tested four different renewal messages (varying in structure and level of detail) aimed at convincing business partners to remain with their current 401k provider. The parts of the framework correspond to the four causes of the status quo, mentioned above, which the renewal message sets out to reinforce.
Winning Condition
Document Results You have made great progress on your goals over these last two years. Youve seen 401k participation grow from 20 percent to 50 percent. Your employee satisfaction scores are up, and youve said some employees have even taken the time to thank you for the changes youve made. In addition, your employee retention rates have started to improve, which you said was the ultimate goal of making these changes.
Anticipate Regret/Blame As you look at making a renewal decision, its important to realize that you are at a critical point in this journey and that its important to maintain momentum to achieve your ultimate participation and retention goals. Any change to the program at this point could create an unnecessary risk of losing the positive gains youve made.
Mention Perceived Cost of Change Not to mention that bringing in another vendor would require you to invest time in getting them up to speed and money on implementation costs and other changes that you wont have to spend if you continue working with us.
Reinforce Selection Difficulty Weve also continued to update and tweak your program over the last two years to make sure you are keeping pace with anything else available in the market today. Specifically, you will get two new features designed to help improve your goals of employee participation and satisfaction: The first is a monthly report that shows how many tax dollars your 401k participants saved versus those who arent in the 401k. You can share this with your employees monthly to provide a gentle nudge to get into the program for the tax benefits. Second, weve also added a new smartphone app with retirement planning calculators and budgeting tools to help your employees make more informed decisions, and feel like theyre making progress on their goals.
Youre making great progress. Stick with our program for another two years, and I know youll get to your 80% participation goal and further increase your employee retention rates.
Want to see an overview of additional Corporate Visions research on renewal messaging, and see how companies are handling the customer retention message today? Check out our State of the Conversation Report.
