Tag: Vehicle Advertising

Face to Face Marketing and Door to Door Marketing 

Professional Qualified Sales Experts present products and services, calling on companies using our proven door2door sales Outsourcing firm , door-to-door sales technique and door2door sales Outsourcing firm in mumbai.

We convert potential customers to sustainable clients in the shortest space of time( door to door sales, door2door 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. door2door 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

Door to Door Sales Agency 

We believe our experience, our sales ability and the detailed processes we have in place ensure we successfully launch new products to the market. Our sector experience and data insights ensure we are calling on the right outlets to maximise return on investment during the critical launch phase.

We have proven experience in launching challenger brands to the market along with well-established range extensions and completely new products.

We believe Fulcrum is the door-to-door-sales agency in pune best suited to owning the responsibility of launching your new product – why not give us a call to find out if we can help you?

I did door-to-door sales for nine years, in hundreds of different cities and towns all across the india. Through long, hard, agonizing trial and error, I eventually developed enough skill that I could take any product into any area on any day and make sales.

In the beginning, I struggled. But when I was about to give up on myself and quit (like 99.9% of people that try door-to-door sales do within their first few days),  experienced salesperson to give me a chance to get on track.

What I saw that day changed my life forever.

I watched as the experienced salesperson drove to an area where he had previous sales success, and listened as he explained to me why he parked his car in the exact spot he did to start his day and laid out his exact plan of attack.
Within the first 10 minutes, I learned a valuable lesson that not only made my door-to-door sales career much easier, but has also been the key to bringing in millions of dollars in revenue for my own companies, and those of thousands of others I’ve consulted to:

A current customer is the easiest person to make a sale to – many, many times easier (and less expensive) than trying to get new customers.

Most business owners operate a risky, day-to-day, transactional business, believing that the reason for getting a customer is to make a sale. That’s their biggest problem: making nothing more than “a” sale to a customer. After that initial transaction, they simply hope that their product or service or location is good enough that they will get a repeat visit from that customer.

On the other hand, sharp business owners (and door-to-door salespeople!) know that the point to making a sale is to get a customer. We have systems put together to maximize the value of that customer by making future offers to them, so that they buy more of the same product or service, or a different version, or even an entirely different product or service.

In other words, we recognize that a current customer is the easiest person to sell to, and a prospect is the hardest and most-expensive person to sell to. Therefore, we concentrate on maximizing the value of every new customer we get.

If you want to grow your business during these challenging economic times (and even during boom times), your time and effort should be invested in working to turn prospects into customers and retain them to market to in the future.
While your marketing is doing its job to get you prospects, you need to be working on turning those prospects into customers. There are a few key ways to draw them in and seal the deal. You need to be:

Inviting
Informative
Enjoyable

The biggest fear of most new customers is the dreaded “buyer’s remorse.” You want to minimize this as best you can, and if you’ve provided a quality product or service that delivers on the marketing claims you’ve made, the risk will be lower.

However, returns can still occur. Here are the two most effective ways to deal with this:

Offer to refund money — no questions asked
Offer a bonus they can keep even if they return the product

These offers alone will also lessen the impact of buyer’s remorse, because the customer will trust you more just because you showed the confidence in your product or service to offer these options in the first place.

There are number of other ways to turn a prospect into a customer:

Offer a special price as an opportunity for them to test the market.
Offer a lower price with a legitimate reason, such as clearing out inventory to pay a tax bill, for your kid’s braces, or another tangible reason. (Added bonus: Customers love you for doing this, because it makes you so much more human to them.)
Offer a referral incentive.
Offer a smaller, less expensive entry-level product to build trust.
Offer package deals.
Offer to charge less for their first purchase if they become a repeat customer.
Offer extra incentives, such as longer warranties or free bonuses, if they order by a certain date.
Offer financing options, if applicable.
Offer a bonus if they pay in full.
Offer special packaging or delivery.
Offer “name-your-own-price” incentives.
Offer comparative data or other comparison tools.
Offer to let them trade up or upgrade to something better if they want.
Offer additional, educational information to help them make the decision.

The options are really only limited by your imagination and marketing skill. You can use these or other ideas to discover what works the best for your specific business, with your specific products, services and target market.

Even if you ever find yourself doing door-to-door sales.

Marketing agent in Pune

A Method(ology) to the Madness: Three Takeaways

Leslie Talbot, VP of Content at Corporate Visions, opened the Demand Generation track at Conversations That Win, leading a session on the value of implementing a marketing methodology. Here are three key takeaways from her session, “A Method(ology) to the Madness”:

Close the Gap — In most cases, demand generation and sales enablement assets are created in siloes, with minimal or non-existent coordination between the teams. This lack of coordination leads to a “conversion gap” between marketing and sales, creating leads that salespeople can’t convert. To bridge the conversion gap, you need to tell a story that connects the dots between the sales-directed conversation and the demand generation campaign that drew their interest in the first place.

Feed the Beast — Here’s the sad truth about content: It’s a beast, and like any beast, it needs to be fed. In other words, to keep your prospects engaged, you need to keep generating high-quality content and messaging that rises above the noise and activates intent. This wouldn’t be such a problem if your market were a static thing. Unfortunately, it’s not—you have new competitors to contend with, new solutions to launch, new strategies and initiatives to roll out. A marketing methodology, backed by a Conversation Roadmap, helps add stability to a world that’s always in flux, ensuring that marketing and sales are in harmony no matter how much your message evolves.

Develop a Distinct Point of View – A unique messaging framework starts with a targeted conversation profile that helps you identify your prospect’s desired business outcomes, and what trends and changes exist that might prevent them from realizing them. This gives you the foundation to introduce them to their unconsidered needs—i.e. problems or missed opportunities in their status quo situation that they aren’t aware of. You can then map these unconsidered needs to your unexpected strengths, generating the unexpected urgency and uniqueness you need to topple the status quo.

door2door sales Outsourcing firm in Pune

door2door sales Outsourcing firm in mumbai

Local Marketing , Vehicle Advertising, Airports Brand promotion, social bookmarking,

B2B Activation, Wall Painting Advertising, Employee Engagement Survey

Face to Face Marketing and Door to Door Marketing 

Professional Qualified Sales Experts present products and services, calling on companies using our proven door2door sales Outsourcing firm , door-to-door sales technique and door2door sales Outsourcing firm in mumbai.

We convert potential customers to sustainable clients in the shortest space of time( door to door sales, door2door 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. door2door 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

Door to Door Sales Agency 

We believe our experience, our sales ability and the detailed processes we have in place ensure we successfully launch new products to the market. Our sector experience and data insights ensure we are calling on the right outlets to maximise return on investment during the critical launch phase.

We have proven experience in launching challenger brands to the market along with well-established range extensions and completely new products.

We believe Fulcrum is the door-to-door-sales agency in pune best suited to owning the responsibility of launching your new product – why not give us a call to find out if we can help you?

I did door-to-door sales for nine years, in hundreds of different cities and towns all across the india. Through long, hard, agonizing trial and error, I eventually developed enough skill that I could take any product into any area on any day and make sales.

In the beginning, I struggled. But when I was about to give up on myself and quit (like 99.9% of people that try door-to-door sales do within their first few days),  experienced salesperson to give me a chance to get on track.

What I saw that day changed my life forever.

I watched as the experienced salesperson drove to an area where he had previous sales success, and listened as he explained to me why he parked his car in the exact spot he did to start his day and laid out his exact plan of attack.
Within the first 10 minutes, I learned a valuable lesson that not only made my door-to-door sales career much easier, but has also been the key to bringing in millions of dollars in revenue for my own companies, and those of thousands of others I’ve consulted to:

A current customer is the easiest person to make a sale to – many, many times easier (and less expensive) than trying to get new customers.

Most business owners operate a risky, day-to-day, transactional business, believing that the reason for getting a customer is to make a sale. That’s their biggest problem: making nothing more than “a” sale to a customer. After that initial transaction, they simply hope that their product or service or location is good enough that they will get a repeat visit from that customer.

On the other hand, sharp business owners (and door-to-door salespeople!) know that the point to making a sale is to get a customer. We have systems put together to maximize the value of that customer by making future offers to them, so that they buy more of the same product or service, or a different version, or even an entirely different product or service.

In other words, we recognize that a current customer is the easiest person to sell to, and a prospect is the hardest and most-expensive person to sell to. Therefore, we concentrate on maximizing the value of every new customer we get.

If you want to grow your business during these challenging economic times (and even during boom times), your time and effort should be invested in working to turn prospects into customers and retain them to market to in the future.
While your marketing is doing its job to get you prospects, you need to be working on turning those prospects into customers. There are a few key ways to draw them in and seal the deal. You need to be:

Inviting
Informative
Enjoyable

The biggest fear of most new customers is the dreaded “buyer’s remorse.” You want to minimize this as best you can, and if you’ve provided a quality product or service that delivers on the marketing claims you’ve made, the risk will be lower.

However, returns can still occur. Here are the two most effective ways to deal with this:

Offer to refund money — no questions asked
Offer a bonus they can keep even if they return the product

These offers alone will also lessen the impact of buyer’s remorse, because the customer will trust you more just because you showed the confidence in your product or service to offer these options in the first place.

There are number of other ways to turn a prospect into a customer:

Offer a special price as an opportunity for them to test the market.
Offer a lower price with a legitimate reason, such as clearing out inventory to pay a tax bill, for your kid’s braces, or another tangible reason. (Added bonus: Customers love you for doing this, because it makes you so much more human to them.)
Offer a referral incentive.
Offer a smaller, less expensive entry-level product to build trust.
Offer package deals.
Offer to charge less for their first purchase if they become a repeat customer.
Offer extra incentives, such as longer warranties or free bonuses, if they order by a certain date.
Offer financing options, if applicable.
Offer a bonus if they pay in full.
Offer special packaging or delivery.
Offer “name-your-own-price” incentives.
Offer comparative data or other comparison tools.
Offer to let them trade up or upgrade to something better if they want.
Offer additional, educational information to help them make the decision.

The options are really only limited by your imagination and marketing skill. You can use these or other ideas to discover what works the best for your specific business, with your specific products, services and target market.

Even if you ever find yourself doing door-to-door sales.

marketing agency in hinjewadi

Analyzing Business Markets and Business Buying Behaviour

A market consists of two parts consumer market and business market. Companies manufacture products for consumer market but business market is equally large and strong. Typical business markets consist of manufacturing plants, machinery, industrial equipments, etc. Companies need to study and analyze factors affecting business markets and business buying behaviour.

In a business market, organizations buy goods and services for production of goods and services. In terms of overall value business market is bigger than the consumer market. There are many characteristic which set business market apart from consumer markets. Business buyer base is smaller in comparison to consumer market. Consumer-supplier relationship is much stronger in a business market owing to few players in the field. Customer and supplier are very dependent on each for survival. For example, if car companies falter then tyre companies will suffer. So companies not only have to monitor business market but also pay attention to end consumer market. Buying for the business is a responsibility of purchase department which adheres to company rules and regulations. The buying decision is influenced by many players ranging from technical experts to the finance department. This means that sales people have to do multiple visits and present information to different departments. In business market there is no distribution channel, thereby reducing overhead cost.

From the above discussion it is clear that the business market functions differently from consumer markets. Buying decision especially is more complex owing to many players. If buying decision is a re-purchase than purchasing department would place the order with an old supplier. Companies keep a list of approved vendors from which they choose as per purchase requirement. If buying decision is a modification from previous order in terms of specifications, amount, price, etc. than companies’ looks to have a discussion with suppliers. Purchase department may look to other suppliers for a modification order. If the buying decision is a new product or service than a lengthy process is followed with discussion and meeting between representatives from various departments.

Business buying behaviour is influenced by economical, company, individual and interpersonal factors. Economical factors like regulatory changes, technology changes, competition, fiscal policy and monetary policy influence buying behaviour. Business buyers are active in tracking and analyzing economical factors. Company level factors also play a major role is deciding buying behaviour. Sales people have to pay importance in understanding how purchase department is organized and players in the department. More professional are joining purchasing department making buying decision scientifically driven to align with larger organizational goals. As inventory management is crucial, companies’ prefer long term relation with suppliers. Many individuals from different departments are part of buying decision and it is important for sales people to understand personality traits of as many participants as possible. Geographical factor also influences buying behaviour as culture varies from country to country. Sales people should be acquainted with different cultures.

Actual buying process can be understood from products’ perspective. If the product has less perceived value and cost than business buyer ask for the lowest prices and offer high volume order. Suppliers in turn offer standardize products at low prices. If the product has a high value and low cost business buyer look for additional service or attributes with low price. If the product has high value and cost than the business buyer look for branded product with an established reputation. Price is not a constraint for high value products. To which suppliers put forward strategic long term alliance to accommodate technology changes.

Buying process consists of following steps – purchase needs, requirement description, product specification, floating intent of purchase, selecting a supplier; confirm delivery modules and timely review of purchase.

Government and institutional buying differ from industrial buying because here products and services providers are offered for free or fee to a large audience. Such a buying process requires a great deal of paperwork and transparent bidding system.

It is clear from observing the above points that in business buying and consumer buying. Business suppliers have to adapt to changes and employ a different marketing strategy.

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

Articales from http://www.managementstudyguide.com

Measuring brand awareness

Just as different types of brand awareness can be identified, there are a variety of methods for measuring awareness. Typically, researchers use surveys, carried out on a sample of consumers asking about their knowledge of the focus brand or category.

Two types of recall test are used to measure brand awareness:^[30]

• Unaided recall tests: where the respondent is presented with a product category and asked to nominate as many brands as possible. Thus, the unaided recall test provides the respondent with no clues or cues. Unaided recall tests are used to test for brand recall.
• Aided recall test: where the respondent is prompted with a brand name and asked whether they have seen it or heard about it. In some aided recall tests, the respondent might also be asked to explain what they know about the brand e.g. to describe package, colour, logo or other distinctive features. Aided recall tests are used to test for brand recognition.
• Other brand-effects tests: In addition, to recall tests, brand research often employs a battery of tests, such as brand association tests, brand attitude, brand image, brand dominance, brand value, brand salience and other measures of brand health. Although these tests do not explicitly measure brand awareness, they provide general measures of brand health and often are used in conjunction with brand recall tests.

To measure brand salience, for example, researchers place products on a shelf in a supermarket, giving each brand equal shelf space. Consumers are shown photographs of the shelf display and ask consumers to name the brands noticed. The speed at which consumers nominate a given brand is an indicator of brand’s visual salience. This type of research can provide valuable insights into the effectiveness of packaging design and brand logos. ^[31]

A number of commercial research firms (e.g. Interbrand,^[32] Millward-Brown,^[33] Nielsen (Asia) ^[34]) monitor brand effects for key international brands and the topline survey findings are widely published in business press, trade press and online. It is worth noting that these commercially compiled lists are not popularity contests, but use clearly articulated methodologies to compile lists based on consumer responses collected in structured research. However, these listings use a variety of metrics, so the results are not directly comparable and it cannot be assumed that they measure brand awareness. As with the interpretation of all research, it is important for readers to familiarise themselves with the methodologies used in order to clarify what exactly is being measured and how the data was collected.

Obviously, most marketers aim to build high levels of brand awareness within relevant market segments, giving rise to a continuing interest in developing the right metrics to measure brand effects. Metrics used to measure brand effects are collectively termed AAU metrics (Awareness, Attitudes and Usage).^[35]

Brand awareness and the hierarchy of effects

Brand awareness is a standard feature of a group of models known as hierarchy of effects models. Hierarchical models are linear sequential models built on an assumption that consumers move through a series of cognitive and affective stages, beginning with brand awareness (or category awareness) and culminating in the purchase decision. ^[36] In these models, advertising and marketing communications operate as an external stimulus and the purchase decision is a consumer response.

A number of hierarchical models can be found in the literature including DAGMAR and AIDA.^[37] In a survey of more than 250 papers, Vakratsas and Ambler (1999) found little empirical support for any of the hierarchies of effects.^[38] In spite of that, some authors have argued that hierarchical models continue to dominate theory, especially in the area of marketing communications and advertising.^[39]

The hierarchy of effects developed by Lavidge in the 1960s is one of the original hierarchical models. It proposes that customers progress through a sequence of six stages from brand awareness through to the purchase of a product.^[40]

Stage 1: Awareness – The consumer becomes aware of a category, product or brand (usually through advertising)

↓

Stage 2: Knowledge – The consumer learns about the brand (e.g. sizes, colours, prices, availability etc)

↓

Stage 3: Liking – The consumer develops a favourable/unfavourable disposition towards the brand

↓

Stage 4: Preference – The consumer begins to rate one brand above other comparable brands

↓

Stage 5: Conviction – The consumer demonstrates a desire to purchase (via inspection, sampling, trial)

↓

Stage 6: Purchase – The consumer acquires the product

Hierarchical models have been widely adapted and many variations can be found, however, all follow the basic sequence which includes Cognition (C)- Affect (A) – Behaviour (B) and for this reason, they are sometimes known as C-A-B models.^[41] Some of the more recent adaptations are designed to accommodate the consumer’s digital media habits and opportunities for social influence.

Selected alternative hierarchical models follow:

Basic AIDA model: Awareness→ Interest→ Desire→ Action ^{[42] [43]}

Modified AIDA model: Awareness→ Interest→ Conviction →Desire→ Action ^[44]

AIDAS Model: Attention → Interest → Desire → Action → Satisfaction ^[45]

AISDALSLove model: Awareness→ Interest→ Search →Desire→ Action → Like/dislike→ Share → Love/ Hate ^[46]

Lavidge et al’s Hierarchy of Effects: Awareness→ Knowledge→ Liking→ Preference→ Conviction→ Purchase^[40]

DAGMAR Model: Awareness → Comprehension → Attitude/ Conviction → Action ^[47]

Rossiter and Percy’s communications effects: Category Need → Brand Awareness → Brand Preference (A_b) → Purchase Intent→ Purchase Facilitation ^[48

How to Sell to Close the Business

door2door sales Outsourcing firm in Pune

door2door sales Outsourcing firm in mumbai

Local Marketing , Vehicle Advertising, Airports Brand promotion, social bookmarking,

B2B Activation, Wall Painting Advertising, Employee Engagement Survey

Face to Face Marketing and Door to Door Marketing 

Nothing beats the reality that one gets when you can interact with potential clients face to face physically moving from door to door within a community or household to household, face to face field marketing is also called personal selling or door to door marketing, customers are met directly in order to sell their products, using this method of field marketing we rely on our skills and persuasive abilities. During the period where we get to interact with the client face to face we get more chance to pass across edible information which would be useful to all our customers at that time and it’s also an opportunity for us to get feedback and to gauge your opinion about our business.

I did door-to-door sales for nine years, in hundreds of different cities and towns all across the india. Through long, hard, agonizing trial and error, I eventually developed enough skill that I could take any product into any area on any day and make sales.

In the beginning, I struggled. But when I was about to give up on myself and quit (like 99.9% of people that try door-to-door sales do within their first few days),  experienced salesperson to give me a chance to get on track.

What I saw that day changed my life forever.

I watched as the experienced salesperson drove to an area where he had previous sales success, and listened as he explained to me why he parked his car in the exact spot he did to start his day and laid out his exact plan of attack.
Within the first 10 minutes, I learned a valuable lesson that not only made my door-to-door sales career much easier, but has also been the key to bringing in millions of dollars in revenue for my own companies, and those of thousands of others I’ve consulted to:

A current customer is the easiest person to make a sale to – many, many times easier (and less expensive) than trying to get new customers.

Most business owners operate a risky, day-to-day, transactional business, believing that the reason for getting a customer is to make a sale. That’s their biggest problem: making nothing more than “a” sale to a customer. After that initial transaction, they simply hope that their product or service or location is good enough that they will get a repeat visit from that customer.

On the other hand, sharp business owners (and door-to-door salespeople!) know that the point to making a sale is to get a customer. We have systems put together to maximize the value of that customer by making future offers to them, so that they buy more of the same product or service, or a different version, or even an entirely different product or service.

In other words, we recognize that a current customer is the easiest person to sell to, and a prospect is the hardest and most-expensive person to sell to. Therefore, we concentrate on maximizing the value of every new customer we get.

If you want to grow your business during these challenging economic times (and even during boom times), your time and effort should be invested in working to turn prospects into customers and retain them to market to in the future.
While your marketing is doing its job to get you prospects, you need to be working on turning those prospects into customers. There are a few key ways to draw them in and seal the deal. You need to be:

Inviting
Informative
Enjoyable

The biggest fear of most new customers is the dreaded “buyer’s remorse.” You want to minimize this as best you can, and if you’ve provided a quality product or service that delivers on the marketing claims you’ve made, the risk will be lower.

However, returns can still occur. Here are the two most effective ways to deal with this:

Offer to refund money — no questions asked
Offer a bonus they can keep even if they return the product

These offers alone will also lessen the impact of buyer’s remorse, because the customer will trust you more just because you showed the confidence in your product or service to offer these options in the first place.

There are number of other ways to turn a prospect into a customer:

Offer a special price as an opportunity for them to test the market.
Offer a lower price with a legitimate reason, such as clearing out inventory to pay a tax bill, for your kid’s braces, or another tangible reason. (Added bonus: Customers love you for doing this, because it makes you so much more human to them.)
Offer a referral incentive.
Offer a smaller, less expensive entry-level product to build trust.
Offer package deals.
Offer to charge less for their first purchase if they become a repeat customer.
Offer extra incentives, such as longer warranties or free bonuses, if they order by a certain date.
Offer financing options, if applicable.
Offer a bonus if they pay in full.
Offer special packaging or delivery.
Offer “name-your-own-price” incentives.
Offer comparative data or other comparison tools.
Offer to let them trade up or upgrade to something better if they want.
Offer additional, educational information to help them make the decision.

The options are really only limited by your imagination and marketing skill. You can use these or other ideas to discover what works the best for your specific business, with your specific products, services and target market.

Even if you ever find yourself doing door-to-door sales.

Marketing agent in Pune

A Method(ology) to the Madness: Three Takeaways

Leslie Talbot, VP of Content at Corporate Visions, opened the Demand Generation track at Conversations That Win, leading a session on the value of implementing a marketing methodology. Here are three key takeaways from her session, “A Method(ology) to the Madness”:

Close the Gap — In most cases, demand generation and sales enablement assets are created in siloes, with minimal or non-existent coordination between the teams. This lack of coordination leads to a “conversion gap” between marketing and sales, creating leads that salespeople can’t convert. To bridge the conversion gap, you need to tell a story that connects the dots between the sales-directed conversation and the demand generation campaign that drew their interest in the first place.

Feed the Beast — Here’s the sad truth about content: It’s a beast, and like any beast, it needs to be fed. In other words, to keep your prospects engaged, you need to keep generating high-quality content and messaging that rises above the noise and activates intent. This wouldn’t be such a problem if your market were a static thing. Unfortunately, it’s not—you have new competitors to contend with, new solutions to launch, new strategies and initiatives to roll out. A marketing methodology, backed by a Conversation Roadmap, helps add stability to a world that’s always in flux, ensuring that marketing and sales are in harmony no matter how much your message evolves.

Develop a Distinct Point of View – A unique messaging framework starts with a targeted conversation profile that helps you identify your prospect’s desired business outcomes, and what trends and changes exist that might prevent them from realizing them. This gives you the foundation to introduce them to their unconsidered needs—i.e. problems or missed opportunities in their status quo situation that they aren’t aware of. You can then map these unconsidered needs to your unexpected strengths, generating the unexpected urgency and uniqueness you need to topple the status quo.

door2door sales Outsourcing firm in Pune

door2door sales Outsourcing firm in mumbai

Local Marketing , Vehicle Advertising, Airports Brand promotion, social bookmarking,

B2B Activation, Wall Painting Advertising, Employee Engagement Survey

Face to Face Marketing and Door to Door Marketing 

Nothing beats the reality that one gets when you can interact with potential clients face to face physically moving from door to door within a community or household to household, face to face field marketing is also called personal selling or door to door marketing, customers are met directly in order to sell their products, using this method of field marketing we rely on our skills and persuasive abilities. During the period where we get to interact with the client face to face we get more chance to pass across edible information which would be useful to all our customers at that time and it’s also an opportunity for us to get feedback and to gauge your opinion about our business.

I did door-to-door sales for nine years, in hundreds of different cities and towns all across the india. Through long, hard, agonizing trial and error, I eventually developed enough skill that I could take any product into any area on any day and make sales.

In the beginning, I struggled. But when I was about to give up on myself and quit (like 99.9% of people that try door-to-door sales do within their first few days),  experienced salesperson to give me a chance to get on track.

What I saw that day changed my life forever.

I watched as the experienced salesperson drove to an area where he had previous sales success, and listened as he explained to me why he parked his car in the exact spot he did to start his day and laid out his exact plan of attack.
Within the first 10 minutes, I learned a valuable lesson that not only made my door-to-door sales career much easier, but has also been the key to bringing in millions of dollars in revenue for my own companies, and those of thousands of others I’ve consulted to:

A current customer is the easiest person to make a sale to – many, many times easier (and less expensive) than trying to get new customers.

Most business owners operate a risky, day-to-day, transactional business, believing that the reason for getting a customer is to make a sale. That’s their biggest problem: making nothing more than “a” sale to a customer. After that initial transaction, they simply hope that their product or service or location is good enough that they will get a repeat visit from that customer.

On the other hand, sharp business owners (and door-to-door salespeople!) know that the point to making a sale is to get a customer. We have systems put together to maximize the value of that customer by making future offers to them, so that they buy more of the same product or service, or a different version, or even an entirely different product or service.

In other words, we recognize that a current customer is the easiest person to sell to, and a prospect is the hardest and most-expensive person to sell to. Therefore, we concentrate on maximizing the value of every new customer we get.

If you want to grow your business during these challenging economic times (and even during boom times), your time and effort should be invested in working to turn prospects into customers and retain them to market to in the future.
While your marketing is doing its job to get you prospects, you need to be working on turning those prospects into customers. There are a few key ways to draw them in and seal the deal. You need to be:

Inviting
Informative
Enjoyable

The biggest fear of most new customers is the dreaded “buyer’s remorse.” You want to minimize this as best you can, and if you’ve provided a quality product or service that delivers on the marketing claims you’ve made, the risk will be lower.

However, returns can still occur. Here are the two most effective ways to deal with this:

Offer to refund money — no questions asked
Offer a bonus they can keep even if they return the product

These offers alone will also lessen the impact of buyer’s remorse, because the customer will trust you more just because you showed the confidence in your product or service to offer these options in the first place.

There are number of other ways to turn a prospect into a customer:

Offer a special price as an opportunity for them to test the market.
Offer a lower price with a legitimate reason, such as clearing out inventory to pay a tax bill, for your kid’s braces, or another tangible reason. (Added bonus: Customers love you for doing this, because it makes you so much more human to them.)
Offer a referral incentive.
Offer a smaller, less expensive entry-level product to build trust.
Offer package deals.
Offer to charge less for their first purchase if they become a repeat customer.
Offer extra incentives, such as longer warranties or free bonuses, if they order by a certain date.
Offer financing options, if applicable.
Offer a bonus if they pay in full.
Offer special packaging or delivery.
Offer “name-your-own-price” incentives.
Offer comparative data or other comparison tools.
Offer to let them trade up or upgrade to something better if they want.
Offer additional, educational information to help them make the decision.

The options are really only limited by your imagination and marketing skill. You can use these or other ideas to discover what works the best for your specific business, with your specific products, services and target market.

Even if you ever find yourself doing door-to-door sales.

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Analyzing Business Markets and Business Buying Behaviour

A market consists of two parts consumer market and business market. Companies manufacture products for consumer market but business market is equally large and strong. Typical business markets consist of manufacturing plants, machinery, industrial equipments, etc. Companies need to study and analyze factors affecting business markets and business buying behaviour.

In a business market, organizations buy goods and services for production of goods and services. In terms of overall value business market is bigger than the consumer market. There are many characteristic which set business market apart from consumer markets. Business buyer base is smaller in comparison to consumer market. Consumer-supplier relationship is much stronger in a business market owing to few players in the field. Customer and supplier are very dependent on each for survival. For example, if car companies falter then tyre companies will suffer. So companies not only have to monitor business market but also pay attention to end consumer market. Buying for the business is a responsibility of purchase department which adheres to company rules and regulations. The buying decision is influenced by many players ranging from technical experts to the finance department. This means that sales people have to do multiple visits and present information to different departments. In business market there is no distribution channel, thereby reducing overhead cost.

From the above discussion it is clear that the business market functions differently from consumer markets. Buying decision especially is more complex owing to many players. If buying decision is a re-purchase than purchasing department would place the order with an old supplier. Companies keep a list of approved vendors from which they choose as per purchase requirement. If buying decision is a modification from previous order in terms of specifications, amount, price, etc. than companies’ looks to have a discussion with suppliers. Purchase department may look to other suppliers for a modification order. If the buying decision is a new product or service than a lengthy process is followed with discussion and meeting between representatives from various departments.

Business buying behaviour is influenced by economical, company, individual and interpersonal factors. Economical factors like regulatory changes, technology changes, competition, fiscal policy and monetary policy influence buying behaviour. Business buyers are active in tracking and analyzing economical factors. Company level factors also play a major role is deciding buying behaviour. Sales people have to pay importance in understanding how purchase department is organized and players in the department. More professional are joining purchasing department making buying decision scientifically driven to align with larger organizational goals. As inventory management is crucial, companies’ prefer long term relation with suppliers. Many individuals from different departments are part of buying decision and it is important for sales people to understand personality traits of as many participants as possible. Geographical factor also influences buying behaviour as culture varies from country to country. Sales people should be acquainted with different cultures.

Actual buying process can be understood from products’ perspective. If the product has less perceived value and cost than business buyer ask for the lowest prices and offer high volume order. Suppliers in turn offer standardize products at low prices. If the product has a high value and low cost business buyer look for additional service or attributes with low price. If the product has high value and cost than the business buyer look for branded product with an established reputation. Price is not a constraint for high value products. To which suppliers put forward strategic long term alliance to accommodate technology changes.

Buying process consists of following steps – purchase needs, requirement description, product specification, floating intent of purchase, selecting a supplier; confirm delivery modules and timely review of purchase.

Government and institutional buying differ from industrial buying because here products and services providers are offered for free or fee to a large audience. Such a buying process requires a great deal of paperwork and transparent bidding system.

It is clear from observing the above points that in business buying and consumer buying. Business suppliers have to adapt to changes and employ a different marketing strategy.

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Articales from http://www.managementstudyguide.com

Measuring brand awareness

Just as different types of brand awareness can be identified, there are a variety of methods for measuring awareness. Typically, researchers use surveys, carried out on a sample of consumers asking about their knowledge of the focus brand or category.

Two types of recall test are used to measure brand awareness:^[30]

• Unaided recall tests: where the respondent is presented with a product category and asked to nominate as many brands as possible. Thus, the unaided recall test provides the respondent with no clues or cues. Unaided recall tests are used to test for brand recall.
• Aided recall test: where the respondent is prompted with a brand name and asked whether they have seen it or heard about it. In some aided recall tests, the respondent might also be asked to explain what they know about the brand e.g. to describe package, colour, logo or other distinctive features. Aided recall tests are used to test for brand recognition.
• Other brand-effects tests: In addition, to recall tests, brand research often employs a battery of tests, such as brand association tests, brand attitude, brand image, brand dominance, brand value, brand salience and other measures of brand health. Although these tests do not explicitly measure brand awareness, they provide general measures of brand health and often are used in conjunction with brand recall tests.

To measure brand salience, for example, researchers place products on a shelf in a supermarket, giving each brand equal shelf space. Consumers are shown photographs of the shelf display and ask consumers to name the brands noticed. The speed at which consumers nominate a given brand is an indicator of brand’s visual salience. This type of research can provide valuable insights into the effectiveness of packaging design and brand logos. ^[31]

A number of commercial research firms (e.g. Interbrand,^[32] Millward-Brown,^[33] Nielsen (Asia) ^[34]) monitor brand effects for key international brands and the topline survey findings are widely published in business press, trade press and online. It is worth noting that these commercially compiled lists are not popularity contests, but use clearly articulated methodologies to compile lists based on consumer responses collected in structured research. However, these listings use a variety of metrics, so the results are not directly comparable and it cannot be assumed that they measure brand awareness. As with the interpretation of all research, it is important for readers to familiarise themselves with the methodologies used in order to clarify what exactly is being measured and how the data was collected.

Obviously, most marketers aim to build high levels of brand awareness within relevant market segments, giving rise to a continuing interest in developing the right metrics to measure brand effects. Metrics used to measure brand effects are collectively termed AAU metrics (Awareness, Attitudes and Usage).^[35]

Brand awareness and the hierarchy of effects

Brand awareness is a standard feature of a group of models known as hierarchy of effects models. Hierarchical models are linear sequential models built on an assumption that consumers move through a series of cognitive and affective stages, beginning with brand awareness (or category awareness) and culminating in the purchase decision. ^[36] In these models, advertising and marketing communications operate as an external stimulus and the purchase decision is a consumer response.

A number of hierarchical models can be found in the literature including DAGMAR and AIDA.^[37] In a survey of more than 250 papers, Vakratsas and Ambler (1999) found little empirical support for any of the hierarchies of effects.^[38] In spite of that, some authors have argued that hierarchical models continue to dominate theory, especially in the area of marketing communications and advertising.^[39]

The hierarchy of effects developed by Lavidge in the 1960s is one of the original hierarchical models. It proposes that customers progress through a sequence of six stages from brand awareness through to the purchase of a product.^[40]

Stage 1: Awareness – The consumer becomes aware of a category, product or brand (usually through advertising)

↓

Stage 2: Knowledge – The consumer learns about the brand (e.g. sizes, colours, prices, availability etc)

↓

Stage 3: Liking – The consumer develops a favourable/unfavourable disposition towards the brand

↓

Stage 4: Preference – The consumer begins to rate one brand above other comparable brands

↓

Stage 5: Conviction – The consumer demonstrates a desire to purchase (via inspection, sampling, trial)

↓

Stage 6: Purchase – The consumer acquires the product

Hierarchical models have been widely adapted and many variations can be found, however, all follow the basic sequence which includes Cognition (C)- Affect (A) – Behaviour (B) and for this reason, they are sometimes known as C-A-B models.^[41] Some of the more recent adaptations are designed to accommodate the consumer’s digital media habits and opportunities for social influence.

Selected alternative hierarchical models follow:

Basic AIDA model: Awareness→ Interest→ Desire→ Action ^{[42] [43]}

Modified AIDA model: Awareness→ Interest→ Conviction →Desire→ Action ^[44]

AIDAS Model: Attention → Interest → Desire → Action → Satisfaction ^[45]

AISDALSLove model: Awareness→ Interest→ Search →Desire→ Action → Like/dislike→ Share → Love/ Hate ^[46]

Lavidge et al’s Hierarchy of Effects: Awareness→ Knowledge→ Liking→ Preference→ Conviction→ Purchase^[40]

DAGMAR Model: Awareness → Comprehension → Attitude/ Conviction → Action ^[47]

Rossiter and Percy’s communications effects: Category Need → Brand Awareness → Brand Preference (A_b) → Purchase Intent→ Purchase Facilitation ^[48

How to Sell to Close the Business

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Local Marketing , Vehicle Advertising, Airports Brand promotion, social bookmarking,

B2B Activation, Wall Painting Advertising, Employee Engagement Survey