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 Solutions , door-to-door sales technique and door2door sales Solutions in mumbai.

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

Luck or Skill? What the Gambling Debate has to do With Your Value Conversations

By Melissa Hereford, VP of product marketing and sales enablement, Corporate Visions

Casinos: You either love ‘em or hate ‘em.

Some tout them as job producers, economic engines and consistent providers of flat-out good times. Others demonize them for fueling addictive behavior, preying on the vulnerable and driving up crime.

But, it turns out that the polarizing nature of casinos doesn’t end with just the proponents and naysayers. There’s even a growing divide within the gambling community itself between those attracted to games based on luck—think casino mainstays like slots and roulette—and those looking for skill to be a factor.

This divide is largely generational, according to a Planet Money report by David Kestenbaum, citing data that suggest only two percent of people playing slots are under 35.

While the virtue of luck may be on the downswing in the gambling world, it appears to be holding its ground in sales. Our latest survey, detailed in this infographic, found that many companies are essentially leaving their sales conversations to chance by failing to ensure their salespeople are proficient with their message. Polling more than 500 business-to-business marketers and sales professionals, we found that:

While 85 percent of respondents say their sales team’s ability to articulate value messages is the single most critical factor to closing deals…

Only 41 percent of companies ask their salespeople to practice their message using either stand-and-deliver or role-play scenarios. The rest have no expectation that salespeople will actually demonstrate proficiency with the story…

And, just 9 percent have any requirement to capture practice presentations on camera for coaching and certification purposes.

Like a big bet at the casino, there’s a whole lot riding on your sales conversations. So what can you do to ensure your team relies on skill instead of luck to communicate value? Here are some pointers to help your team excel at the three value conversations that appear in every sales cycle:

Tell a powerful “why change” story (Create Value): Telling a story that vividly and convincingly shows prospects why they should do something different is vital to defeating arguably your most staunch adversary—no, not your competitors, but your buyer’s status quo. By delivering the right types of insights, and by introducing prospects to their unconsidered needs, you’ll be able to topple the status quo while creating distance between you and the competition.

Make your business case (Elevate Value): Research firm IDC found that 80 percent of business-to-business decisions are made by decision makers with vice president or higher titles. Once you’ve got that ideal, executive-level buyer in front of you, you have to deliver a business value conversation—not a product presentation—that demonstrates the business impact of your solution, frees up the budget for an opportunity and justifies customer investment.

Exchange value—don’t give it away (Capture Value): Believe it or not, your pricing doesn’t just take a hit at the end of the sales cycle. In reality, the perceived value of your solution has been leaking out all along, as buyers ask for things (demos, early price concessions, meetings, etc.) and you give them away. A better approach: Try executing “pivotal agreements,” or milestones that you can use to exchange value as your deals advance. These agreements can give you leverage for preserving the value of your deals, and they’ll help protect your pricing from the value leaks that erode your margins.

With so much on the line, you’re going to need more than a little luck on your side. To guarantee that your team articulates value at the level you need it to, it’s going to come down to power of your skills—practiced, coached and certified by qualified messaging experts.

door2door sales Solutions in Pune

door2door sales Solutions in mumbai

Marketing , 1to1 Advertising, auto show Activation, social media optimization,

B2B Brand promotion, btl advertising promotions, Employee Relocation

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 Solutions , door-to-door sales technique and door2door sales Solutions in mumbai.

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

Positioning and Differentiating the Market Offering Through Product Life Cycle

Today’s markets represent the surplus market, with a wide range of product available for sell. Consumer has huge product offering to choose from, for soap, there are more than dozen brands and each brand has at least 4 or 5 varieties. Companies have to work on strategies, which would differentiate their products from competitors. This differentiation strategy also cannot last for long as competition is likely to catch very soon. Companies are aware of the product life cycle; challenge is to work up strategies for positioning and differentiating as to extend product life and making it profitable.

A market place has many segments out of which companies have to make a choice in which to operate. And within the market segment companies need to decide its offering and image. This process of identifying and build the brand image within a segment as to occupy presence in consumer mind is called positioning. Positioning is all about consumers rather than the product, the challenge is to develop a positive perception in consumer mind. Positioning is done based on an idea the product promotes, too many ideas will confuse the customer. Companies need to decide which idea to promote to be ahead of competition. Positioning should offer clarity to customer about what product is all about. For example, a competitor has similar positioning ideas, than the company is better positioning product where it enjoys a competitive advantage. Now, it is up to the marketing plan to create programs which highlight this positioning idea.

Positioning related marketing programs are responsible to pass unique selling proposition on to the customer. However, this can be taken forward with differentiation. Differentiation is process of adding more meaning to the product by highlighting attributes beyond the central theme. Task of differentiation is to highlight the relevant benefits in a distinctive manner which cannot be easily followed by competitors and provide profitable benefits to the company.

There are many differentiation tools available to the company to extract maximum benefits. The main variables which offer differentiation are product, service, personnel, channel and image. Product related attributes serve a good base of the differentiation. However, product differentiation varies depending on the nature of industry. For example, commodity products are difficult to differentiate on appearance where as automobiles present an opportunity with plenty of differentiations.

Service plays important differentiation tool where differentiation is difficult based on physical attributes of product. Differentiation in service can be achieved based on ordering ease, customer service during the sell, after sell customer service and consulting. One step forward in service is differentiation by personnel. By exhibiting a professional, reliable, quick and courteous response to customer can differentiate companies from competitors.

The distribution channel plays its part as differentiation tool and can prove to be competitive advantage. For example Dell computer through direct selling approach delivers computer system right at door step of home owners and offices.

Another important differentiation tool is image. There are various ways to achieve image differentiation depending on industry and market segment. Sponsoring of event and causes is one way building up image among consumers.

As pointed out earlier, company’s strategy has to change according to the stage in the product life cycle. The product life has introduction stage, growth stage, maturity stage and saturation stage. In introduction stage focus is on establishing a foothold in the market space and consumer mind, through promotion, product trial and establishing distribution channel. In growth stage, sales are increasing and company is striving for the number one space. Strategies here consist of acquiring new customer, expansion brand line and fighting of competition. In maturation stage, growth is not explosive as before, there are no further distributors to add and sales start a decline. Here companies attempt to streamline product category, enter new markets and modify product feature as well as attributes. In saturation stage, it is time for companies to review sustainability of product by conducting the cost benefit analysis and remove products, which are dragging on company’s profitability.

Markets in which companies are operating too have similar phases as products. Companies have to analyze positioning and differentiating strategies at various stages of the product and market life cycle.

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

Articales from http://www.managementstudyguide.com

Types of Retail Outlets

Types of Retail Outlets

Retailing refers to a process where the retailer sells the goods directly to the end-user for his own consumption in small quantities.

Types of Retail outlets

• Department StoresA department store is a set-up which offers wide range of products to the end-users under one roof. In a department store, the consumers can get almost all the products they aspire to shop at one place only. Department stores provide a wide range of options to the consumers and thus fulfill all their shopping needs.

  Merchandise:
  Electronic Appliances
  Apparels
  Jewellery
  Toiletries
  Cosmetics
  Footwear
  Sportswear
  Toys
  Books
  CDs, DVDs

  Examples – Shoppers Stop, Pantaloon

• Discount StoresDiscount stores also offer a huge range of products to the end-users but at a discounted rate. The discount stores generally offer a limited range and the quality in certain cases might be a little inferior as compared to the department stores.

  Wal-Mart currently operates more than 1300 discount stores in United States. In India Vishal Mega Mart comes under discount store.

  Merchandise:
  Almost same as department store but at a cheaper price.

• SupermarketA retail store which generally sells food products and household items, properly placed and arranged in specific departments is called a supermarket. A supermarket is an advanced form of the small grocery stores and caters to the household needs of the consumer. The various food products (meat, vegetables, dairy products, juices etc) are all properly displayed at their respective departments to catch the attention of the customers and for them to pick any merchandise depending on their choice and need.

  Merchandise:
  Bakery products
  Cereals
  Meat Products, Fish products
  Breads
  Medicines
  Vegetables
  Fruits
  Soft drinks
  Frozen Food
  Canned Juices

• Warehouse StoresA retail format which sells limited stock in bulk at a discounted rate is called as warehouse store. Warehouse stores do not bother much about the interiors of the store and the products are not properly displayed.
• Mom and Pop Store (also called Kirana Store in India)Mom and Pop stores are the small stores run by individuals in the nearby locality to cater to daily needs of the consumers staying in the vicinity. They offer selected items and are not at all organized. The size of the store would not be very big and depends on the land available to the owner. They wouldn’t offer high-end products.

  Merchandise:
  Eggs
  Bread
  Stationery
  Toys
  Cigarettes
  Cereals
  Pulses
  Medicines

• Speciality StoresAs the name suggests, Speciality store would specialize in a particular product and would not sell anything else apart from the specific range.Speciality stores sell only selective items of one particular brand to the consumers and primarily focus on high customer satisfaction.

  Example -You will find only Reebok merchandise at Reebok store and nothing else, thus making it a speciality store. You can never find Adidas shoes at a Reebok outlet.

• MallsMany retail stores operating at one place form a mall. A mall would consist of several retail outlets each selling their own merchandise but at a common platform.
• E TailersNow a days the customers have the option of shopping while sitting at their homes. They can place their order through internet, pay with the help of debit or credit cards and the products are delivered at their homes only. However, there are chances that the products ordered might not reach in the same condition as they were ordered. This kind of shopping is convenient for those who have a hectic schedule and are reluctant to go to retail outlets. In this kind of shopping; the transportation charges are borne by the consumer itself.

  Example – EBAY, Rediff Shopping, Amazon

• Dollar StoresDollar stores offer selected products at extremely low rates but here the prices are fixed.

  Example – 99 Store would offer all its merchandise at Rs 99 only. No further bargaining is entertained. However the quality of the product is always in doubt at the discount stores.

Sales Training, the Mirror Test and Qualifying Prospects

In order for a potential buyer – suspect – to graduate to prospect, they must pass the following 5 steps:

1. Do they fit the profile of your practice and what your company supports for sales and marketing?  If the buyer is a small business and your product and service is designed for mid-size companies then there is a mis-match and you will probably fail to provide what they need.
2. Do they have the motivation to buy- severe mental anguish (SMA)?  If they are not properly motivated to make a buying decision to eliminate the SMA, then they won’t buy from you or anyone.  Now sometimes you need to help them discover their SMA, but that is another topic.
   1. Are they motivated to undue the current relationship they have?
   2. Do they have SMA for the features and benefits of your product and service?
3. Do they have the time, money and resources to invest to make their problem go away?  However it is more than ‘do they have’, it is also ‘will they invest’ the time, money and resources to make the problem go away.
4. What is their commitment to make a decision?  If they haven’t decided to fix the problem, and if you don’t know the decision making process, then certainly you will end up in prospect land of no return phone calls and think it overs.
5. At the time of presentation, will they fulfill the agreed to terms of the presentation?
   1. You will provide a solution to their problem with the appropriate features and benefits as they have described them to you.
   2. You will provide that solutions with terms and conditions that you have already agreed to.
   3. You will be in a position to answer all of their questions.
   4. They will give you a decision once you have completed a, b, and c.

In our sales training programs, we constantly talk about selling more business, more quickly, at higher margins.  Using the mirror test instead of this 5-step test will guarantee failure to selling more, more quickly, at higher margins.

door2door sales Solutions in Pune

door2door sales Solutions in mumbai

Marketing , 1to1 Advertising, auto show Activation, social media optimization,

B2B Brand promotion, btl advertising promotions, Employee Relocation

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 Warje

Luck or Skill? What the Gambling Debate has to do With Your Value Conversations

By Melissa Hereford, VP of product marketing and sales enablement, Corporate Visions

Casinos: You either love ‘em or hate ‘em.

Some tout them as job producers, economic engines and consistent providers of flat-out good times. Others demonize them for fueling addictive behavior, preying on the vulnerable and driving up crime.

But, it turns out that the polarizing nature of casinos doesn’t end with just the proponents and naysayers. There’s even a growing divide within the gambling community itself between those attracted to games based on luck—think casino mainstays like slots and roulette—and those looking for skill to be a factor.

This divide is largely generational, according to a Planet Money report by David Kestenbaum, citing data that suggest only two percent of people playing slots are under 35.

While the virtue of luck may be on the downswing in the gambling world, it appears to be holding its ground in sales. Our latest survey, detailed in this infographic, found that many companies are essentially leaving their sales conversations to chance by failing to ensure their salespeople are proficient with their message. Polling more than 500 business-to-business marketers and sales professionals, we found that:

While 85 percent of respondents say their sales team’s ability to articulate value messages is the single most critical factor to closing deals…

Only 41 percent of companies ask their salespeople to practice their message using either stand-and-deliver or role-play scenarios. The rest have no expectation that salespeople will actually demonstrate proficiency with the story…

And, just 9 percent have any requirement to capture practice presentations on camera for coaching and certification purposes.

Like a big bet at the casino, there’s a whole lot riding on your sales conversations. So what can you do to ensure your team relies on skill instead of luck to communicate value? Here are some pointers to help your team excel at the three value conversations that appear in every sales cycle:

Tell a powerful “why change” story (Create Value): Telling a story that vividly and convincingly shows prospects why they should do something different is vital to defeating arguably your most staunch adversary—no, not your competitors, but your buyer’s status quo. By delivering the right types of insights, and by introducing prospects to their unconsidered needs, you’ll be able to topple the status quo while creating distance between you and the competition.

Make your business case (Elevate Value): Research firm IDC found that 80 percent of business-to-business decisions are made by decision makers with vice president or higher titles. Once you’ve got that ideal, executive-level buyer in front of you, you have to deliver a business value conversation—not a product presentation—that demonstrates the business impact of your solution, frees up the budget for an opportunity and justifies customer investment.

Exchange value—don’t give it away (Capture Value): Believe it or not, your pricing doesn’t just take a hit at the end of the sales cycle. In reality, the perceived value of your solution has been leaking out all along, as buyers ask for things (demos, early price concessions, meetings, etc.) and you give them away. A better approach: Try executing “pivotal agreements,” or milestones that you can use to exchange value as your deals advance. These agreements can give you leverage for preserving the value of your deals, and they’ll help protect your pricing from the value leaks that erode your margins.

With so much on the line, you’re going to need more than a little luck on your side. To guarantee that your team articulates value at the level you need it to, it’s going to come down to power of your skills—practiced, coached and certified by qualified messaging experts.

door2door sales Solutions in Pune

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Marketing , 1to1 Advertising, auto show Activation, social media optimization,

B2B Brand promotion, btl advertising promotions, Employee Relocation

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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Positioning and Differentiating the Market Offering Through Product Life Cycle

Today’s markets represent the surplus market, with a wide range of product available for sell. Consumer has huge product offering to choose from, for soap, there are more than dozen brands and each brand has at least 4 or 5 varieties. Companies have to work on strategies, which would differentiate their products from competitors. This differentiation strategy also cannot last for long as competition is likely to catch very soon. Companies are aware of the product life cycle; challenge is to work up strategies for positioning and differentiating as to extend product life and making it profitable.

A market place has many segments out of which companies have to make a choice in which to operate. And within the market segment companies need to decide its offering and image. This process of identifying and build the brand image within a segment as to occupy presence in consumer mind is called positioning. Positioning is all about consumers rather than the product, the challenge is to develop a positive perception in consumer mind. Positioning is done based on an idea the product promotes, too many ideas will confuse the customer. Companies need to decide which idea to promote to be ahead of competition. Positioning should offer clarity to customer about what product is all about. For example, a competitor has similar positioning ideas, than the company is better positioning product where it enjoys a competitive advantage. Now, it is up to the marketing plan to create programs which highlight this positioning idea.

Positioning related marketing programs are responsible to pass unique selling proposition on to the customer. However, this can be taken forward with differentiation. Differentiation is process of adding more meaning to the product by highlighting attributes beyond the central theme. Task of differentiation is to highlight the relevant benefits in a distinctive manner which cannot be easily followed by competitors and provide profitable benefits to the company.

There are many differentiation tools available to the company to extract maximum benefits. The main variables which offer differentiation are product, service, personnel, channel and image. Product related attributes serve a good base of the differentiation. However, product differentiation varies depending on the nature of industry. For example, commodity products are difficult to differentiate on appearance where as automobiles present an opportunity with plenty of differentiations.

Service plays important differentiation tool where differentiation is difficult based on physical attributes of product. Differentiation in service can be achieved based on ordering ease, customer service during the sell, after sell customer service and consulting. One step forward in service is differentiation by personnel. By exhibiting a professional, reliable, quick and courteous response to customer can differentiate companies from competitors.

The distribution channel plays its part as differentiation tool and can prove to be competitive advantage. For example Dell computer through direct selling approach delivers computer system right at door step of home owners and offices.

Another important differentiation tool is image. There are various ways to achieve image differentiation depending on industry and market segment. Sponsoring of event and causes is one way building up image among consumers.

As pointed out earlier, company’s strategy has to change according to the stage in the product life cycle. The product life has introduction stage, growth stage, maturity stage and saturation stage. In introduction stage focus is on establishing a foothold in the market space and consumer mind, through promotion, product trial and establishing distribution channel. In growth stage, sales are increasing and company is striving for the number one space. Strategies here consist of acquiring new customer, expansion brand line and fighting of competition. In maturation stage, growth is not explosive as before, there are no further distributors to add and sales start a decline. Here companies attempt to streamline product category, enter new markets and modify product feature as well as attributes. In saturation stage, it is time for companies to review sustainability of product by conducting the cost benefit analysis and remove products, which are dragging on company’s profitability.

Markets in which companies are operating too have similar phases as products. Companies have to analyze positioning and differentiating strategies at various stages of the product and market life cycle.

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Articales from http://www.managementstudyguide.com

Types of Retail Outlets

Types of Retail Outlets

Retailing refers to a process where the retailer sells the goods directly to the end-user for his own consumption in small quantities.

Types of Retail outlets

• Department StoresA department store is a set-up which offers wide range of products to the end-users under one roof. In a department store, the consumers can get almost all the products they aspire to shop at one place only. Department stores provide a wide range of options to the consumers and thus fulfill all their shopping needs.

  Merchandise:
  Electronic Appliances
  Apparels
  Jewellery
  Toiletries
  Cosmetics
  Footwear
  Sportswear
  Toys
  Books
  CDs, DVDs

  Examples – Shoppers Stop, Pantaloon

• Discount StoresDiscount stores also offer a huge range of products to the end-users but at a discounted rate. The discount stores generally offer a limited range and the quality in certain cases might be a little inferior as compared to the department stores.

  Wal-Mart currently operates more than 1300 discount stores in United States. In India Vishal Mega Mart comes under discount store.

  Merchandise:
  Almost same as department store but at a cheaper price.

• SupermarketA retail store which generally sells food products and household items, properly placed and arranged in specific departments is called a supermarket. A supermarket is an advanced form of the small grocery stores and caters to the household needs of the consumer. The various food products (meat, vegetables, dairy products, juices etc) are all properly displayed at their respective departments to catch the attention of the customers and for them to pick any merchandise depending on their choice and need.

  Merchandise:
  Bakery products
  Cereals
  Meat Products, Fish products
  Breads
  Medicines
  Vegetables
  Fruits
  Soft drinks
  Frozen Food
  Canned Juices

• Warehouse StoresA retail format which sells limited stock in bulk at a discounted rate is called as warehouse store. Warehouse stores do not bother much about the interiors of the store and the products are not properly displayed.
• Mom and Pop Store (also called Kirana Store in India)Mom and Pop stores are the small stores run by individuals in the nearby locality to cater to daily needs of the consumers staying in the vicinity. They offer selected items and are not at all organized. The size of the store would not be very big and depends on the land available to the owner. They wouldn’t offer high-end products.

  Merchandise:
  Eggs
  Bread
  Stationery
  Toys
  Cigarettes
  Cereals
  Pulses
  Medicines

• Speciality StoresAs the name suggests, Speciality store would specialize in a particular product and would not sell anything else apart from the specific range.Speciality stores sell only selective items of one particular brand to the consumers and primarily focus on high customer satisfaction.

  Example -You will find only Reebok merchandise at Reebok store and nothing else, thus making it a speciality store. You can never find Adidas shoes at a Reebok outlet.

• MallsMany retail stores operating at one place form a mall. A mall would consist of several retail outlets each selling their own merchandise but at a common platform.
• E TailersNow a days the customers have the option of shopping while sitting at their homes. They can place their order through internet, pay with the help of debit or credit cards and the products are delivered at their homes only. However, there are chances that the products ordered might not reach in the same condition as they were ordered. This kind of shopping is convenient for those who have a hectic schedule and are reluctant to go to retail outlets. In this kind of shopping; the transportation charges are borne by the consumer itself.

  Example – EBAY, Rediff Shopping, Amazon

• Dollar StoresDollar stores offer selected products at extremely low rates but here the prices are fixed.

  Example – 99 Store would offer all its merchandise at Rs 99 only. No further bargaining is entertained. However the quality of the product is always in doubt at the discount stores.

Sales Training, the Mirror Test and Qualifying Prospects

In order for a potential buyer – suspect – to graduate to prospect, they must pass the following 5 steps:

1. Do they fit the profile of your practice and what your company supports for sales and marketing?  If the buyer is a small business and your product and service is designed for mid-size companies then there is a mis-match and you will probably fail to provide what they need.
2. Do they have the motivation to buy- severe mental anguish (SMA)?  If they are not properly motivated to make a buying decision to eliminate the SMA, then they won’t buy from you or anyone.  Now sometimes you need to help them discover their SMA, but that is another topic.
   1. Are they motivated to undue the current relationship they have?
   2. Do they have SMA for the features and benefits of your product and service?
3. Do they have the time, money and resources to invest to make their problem go away?  However it is more than ‘do they have’, it is also ‘will they invest’ the time, money and resources to make the problem go away.
4. What is their commitment to make a decision?  If they haven’t decided to fix the problem, and if you don’t know the decision making process, then certainly you will end up in prospect land of no return phone calls and think it overs.
5. At the time of presentation, will they fulfill the agreed to terms of the presentation?
   1. You will provide a solution to their problem with the appropriate features and benefits as they have described them to you.
   2. You will provide that solutions with terms and conditions that you have already agreed to.
   3. You will be in a position to answer all of their questions.
   4. They will give you a decision once you have completed a, b, and c.

In our sales training programs, we constantly talk about selling more business, more quickly, at higher margins.  Using the mirror test instead of this 5-step test will guarantee failure to selling more, more quickly, at higher margins.

door2door sales Solutions in Pune

door2door sales Solutions in mumbai

Marketing , 1to1 Advertising, auto show Activation, social media optimization,

B2B Brand promotion, btl advertising promotions, Employee Relocation