Face to Face Marketing and Door to Door Marketing
Professional Qualified Sales Experts present products and services, calling on companies using our proven d2d sales 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.
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Articales from http://www.managementstudyguide.com
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.
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