Face to Face Marketing and Door to Door Marketing 

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

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

The “Good Guy Discount” – and What it Says About Negotiating

Last year, This American Life broadcast a segment in which one of the program’s reporters went to several stores, making purchases and asking for a so-called “good guy discount.”

The idea is to establish a fast rapport between yourself and the salesperson, based on the supposition that you’re both “good guys,” and that good guys do good guy things, like provide discounts to affable strangers.

Most attempts turned out unfavorably. There’s a decent chance that many of us, if we were to try the tactic, might have a similar fate. Then again, maybe not. After all, how can you know unless you try? The problem is, our built-in fear of rejection could intervene and prevent us from ever doing so.

The same is true in sales negotiations, when tension and pricing pressure often rise rapidly. In this context, fear of being rejected can turn costly if it forces you to set lower price targets to appease prospects.

The good news is that we don’t have to accept fear of rejection as our lot in life. The article also profiles a New York Daily News reporter who grew up watching his mother and father successfully negotiate discounts, time and again. What he discovered by watching them was that whatever fears he had about rejection were basically unfounded, and far less dire than his instincts led him to believe.

Once a salesperson has the same epiphany, it can free you to employ some of these negotiation techniques to help you thrive as the tension rises:

Set high targets. Overcoming the fear of rejection helps you change your attitude about setting high targets and expanding your prospect’s “range of reason.” One way to set high targets is to anchor your solutions with specific, compelling insights or data that reinforce your value. Remember, you only get one chance to anchor a high target, so it’s best to drop a powerful anchor early, when you have the most control over your buyer’s perception of value.

Share information skillfully. When your customer asks your price, your natural reaction may be to give them a ballpark figure. But this could backfire by shifting the conversation only to price, potentially setting you up for a bake-off with your competition that erodes your value (assuming you win the business at all). Instead of directly addressing your prospect’s price request, try refocusing the conversation on process. Acknowledge the importance of price and then get their approval to delay the price question until later, when you’ll have a better picture of the solution needed to solve their business problems.

Clarify your value. When you present prospects with a long list of reasons to buy from you, they don’t get more excited. This actually slows down the decision-making process, enhances buyer skepticism and feeds into their status quo bias. In settings where consumers know the message source has a persuasion motive, the optimal number of positive claims is three. In sales negotiations, try summarizing your value in your three most compelling claims or data points.

door2door selling Services in Pune

door2door selling Services in mumbai

Retail Marketing , auto show Advertising, B 2 B promotional, blog content writing,

B2B brand Activation, direct response marketing, Ethnography

Face to Face Marketing and Door to Door Marketing 

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

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

Marketing Strategy – Meaning and Its Importance

What is Marketing Strategy ?

Marketing strategy is the comprehensive plan formulated particularly for achieving the marketing objectives of the organization. It provides a blueprint for attaining these marketing objectives. It is the building block of a marketing plan. It is designed after detailed marketing research. A marketing strategy helps an organization to concentrate it’s scarce resouces on the best possible opportunities so as to increase the sales.

A marketing strategy is designed by:

1. Choosing the target market: By target market we mean to whom the organization wants to sell its products. Not all the market segments are fruitful to an organization. There are certain market segments which guarantee quick profits, there are certain segments which may be having great potential but there may be high barriers to entry. A careful choice has to be made by the organization. An indepth marketing research has to be done of the traits of the buyers and the particular needs of the buyers in the target market.

2. Gathering the marketing mix: By marketing mix we mean how the organization proposes to sell its products. The organization has to gather the four P’s of marketing in appropriate combination. Gathering the marketing mix is a crucial part of marketing task. Various decisions have to be made such as –

What is the most appropriate mix of the four P’s in a given situation

What distribution channels are available and which one should be used

What developmental strategy should be used in the target market

How should the price structure be designed

Importance of Marketing Strategy

Marketing strategy provides an organization an edge over it’s competitors.

Strategy helps in developing goods and services with best profit making potential.

Marketing strategy helps in discovering the areas affected by organizational growth and thereby helps in creating an organizational plan to cater to the customer needs.

It helps in fixing the right price for organization’s goods and services based on information collected by market research.

Strategy ensures effective departmental co-ordination.

It helps an organization to make optimum utilization of its resources so as to provide a sales message to it’s target market.

A marketing strategy helps to fix the advertising budget in advance, and it also develops a method which determines the scope of the plan, i.e., it determines the revenue generated by the advertising plan.

In short, a marketing strategy clearly explains how an organization reaches it’s predetermined objectives.

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

Articales from http://www.managementstudyguide.com

Visual Merchandising

Visual Merchandising

The art of increasing the sale of products by effectively and sensibly displaying them at the retail outlet is called as visual merchandising. Visual merchandising refers to the aesthetic display of the merchandise to attract the potential buyers, prompt them to buy and eventually increase the sales of the store. In simpler words, visual merchandising is the art of displaying the merchandise to influence the consumer’s buying behaviour.

The store must offer a positive ambience to the customers for them to enjoy their shopping.

The location of the products in the store has an important role in motivating the consumers to buy them. Sensible display of the merchandise goes a long way in influencing the buying decision of the individual.

The end-user will never notice something which is not well organized: instead stacked or thrown in heaps.

Proper Space, lighting, placing of dummies, colour of the walls, type of furniture,music, fragrance of the store all help in increasing the sale of the products.

Lighting is one of the critical aspects of visual merchandising. Lighting increases the visibility of the merchandise kept in the store. The store should be adequately lit and well ventilated. Avoid harsh lighting as it blinds the customers who walk into the store.

The signage displaying the name of the store or other necessary information must be installed properly outside the store at a place easily viewable to the customers even from a distance.

The retailer must be extremely cautious about the colour of the paint he chooses for his store. The paint colour can actually set the mood of the customers. The wall colours must be well coordinated with the carpet, floor tiles or the furnitures kept at the store. Dark colours make the room feel small and congested as compared to light and subtle colours.

The store must always smell good. Foul smell irritates the consumers and he would walk out of the store in no time. Use room fresheners ‘or aromatic sticks for a pleasant environment.

The merchandise must be properly placed in display racks or shelves according to size and gender. Put necessary labels (size labels) on the shelves as it help the customers to locate the products easily. Make sure the product do not falls off the shelves as it gives a messy look.

The dummies should be intelligently placed and must highlight the unique collections, latest trends and new arrivals in order to catch the attention of the individual. The dummies should not act as an obstacle and should never be kept at the entrance of the store.

Don’t play blaring music at the store. It acts as a hindrance to effective communication and the retailer can never understand what the buyer actually intends to buy.

Select the theme of the store according to the season. Red should be the dominating colour during Christmas or Valentines Day as the colour symbolizes love, fun and frolic. A white theme would look out of place during the season of love.

Don’t keep unnecessary furniture as it gives a cluttered look to the store.

Why Visual Merchandising?

• Visual Merchandising helps the customers to easily find out what they are looking for.
• It helps the customers to know about the latest trends in fashion.
• The customer without any help can actually decide what he intends to buy.
• It increases the sales of the store and results in increased level of customer satisfaction.
• The customers can quickly decide what all they need and thus visual merchandising makes shopping a pleasant experience.
• Visual merchandising gives the store its unique image and makes it distinct from others.

Sales Core Competencies II

Continuing our discussion around sales core competencies, something has come to my mind that just has to be asked and that is this:  How do you spend your time now when it comes to professional development?  Aside from any company sponsored development program you might attend, what else do you do and what do you focus on?  Certainly, continuing to learn the technicalities of your business is critical, but in all the years I’ve been working with sales people, no one has ever told me they lost the deal because they where technically unprepared. The reason people lose business typically is due to lack of sales ‘know how’, or lack of preparation for the sales aspect of the meeting.  E.g failing to help the prospect overcome objections, inability to overcome price issues, failure to undo the current relationship and the inability to get someone to act.  These are the symptoms dealing with the core competencies  where you should address your attention to when working on ‘fixing’ the choke points in your sales system.

Next 7 core competencies:

1. No need for approval – People, by their very nature or nurture, have a need for approval. It’s part of the DNA or part of what they’ve been taught. This need for approval has an impact on how we conduct our business. If we would rather be liked (don’t want to upset the prospect, don’t want to make them mad, don’t want to come across as aggressive, fear of saying the wrong thing) then we won’t have the fierce conversations that Susan Scott talks about in her book Fierce conversations. We won’t challenge people and their closely held beliefs and, certainly when someone tells us they want to think about it, we will let them. Of all the core competencies that can impact your success in effectively closing business, this, along with buy cycle, is the most important one to address.
2. Recovers from rejection – It isn’t about fear of rejection, most of us have some level of that in all situations. The issue is what happens next? How long does it take you to recover? If you hear no at 10:00 AM and you are still whining about it at 2:00 PM then you have a problem that WILL impact your ability to perform with great posture and high esteem.
3. Comfortable talking about money – As bizarre as this may sound for sales people, sales people are collectively guilty of not talking about money at the appropriate time, and usually have a tough time sticking to suggested pricing (that’s another issue). The symptom of the money issue is when a sales person hears money objections during the presentation. This is a clear indication that a sales person either has learned, incorrectly, that getting budget issues out of the way is not important in their sales process, or they are uncomfortable talking about it. If you have money objections or ‘think it overs’ about money at time of presentation, you need to address this core competency.
4. Supportive buy cycle – We all have a ‘buying cycle’ and this cycle is either supportive of EFFECTIVE selling or inhibiting to hit. Let me make this as simple as I can. If you like to think things over, you will be vulnerable to letting prospects do the same thing. Thinking it over is not part of an ‘effective selling’ strategy. Yes, you might eventually get the business; but we want to focus on effective selling. If you allow think it overs, shopping, and looking for low price, you must identify if you, in fact, do the same things when you buy.
5. Consistent, effective prospecting – In Dave Kurlan’s book “Baseline Selling’ this is what has to happen to get to first base. More importantly, it is the consistent nature of your prospecting that is more important than the effective. If you prospect consistently enough, you will get suspects to turn into prospects. Only once you begin to prospect consistently does it make sense for us to talk about becoming more effective. If your pipeline has opportunities that seem to be stuck, it is probably a result of inconsistent prospecting, as much as a problem of qualifying.
6. Reaches decision makers – Your ability to get to decisions at the beginning of the sales process is critical in your ability to quickly qualify and close more business, more quickly at higher margins. If you don’t get to decision makers, then you are setting yourself up for long sales cycles, lower closing ratios, and endless time spent on prospecting contacts that cannot tell you YES.
7. Effective questioning and listening – If there is one ‘skill’ that is critical to effective selling it is effective questioning and listening. This is where it all begins as you deliver your positioning statement on the phone, and continues as you conduct your initial appointment with a new suspect. Here is a key to becoming more effective at the questioning part of this core competency: Pre-plan your meeting and write down the specific questions you will ask to qualify the prospect. The key to listening – stop thinking, stop writing notes immediately when the suspect is talking. Listen to understand. Digest the information. Ask permission to write the IMPORTANT information down.

door2door selling Services in Pune

door2door selling Services in mumbai

Retail Marketing , auto show Advertising, B 2 B promotional, blog content writing,

B2B brand Activation, direct response marketing, Ethnography

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 Hadapsar

The “Good Guy Discount” – and What it Says About Negotiating

Last year, This American Life broadcast a segment in which one of the program’s reporters went to several stores, making purchases and asking for a so-called “good guy discount.”

The idea is to establish a fast rapport between yourself and the salesperson, based on the supposition that you’re both “good guys,” and that good guys do good guy things, like provide discounts to affable strangers.

Most attempts turned out unfavorably. There’s a decent chance that many of us, if we were to try the tactic, might have a similar fate. Then again, maybe not. After all, how can you know unless you try? The problem is, our built-in fear of rejection could intervene and prevent us from ever doing so.

The same is true in sales negotiations, when tension and pricing pressure often rise rapidly. In this context, fear of being rejected can turn costly if it forces you to set lower price targets to appease prospects.

The good news is that we don’t have to accept fear of rejection as our lot in life. The article also profiles a New York Daily News reporter who grew up watching his mother and father successfully negotiate discounts, time and again. What he discovered by watching them was that whatever fears he had about rejection were basically unfounded, and far less dire than his instincts led him to believe.

Once a salesperson has the same epiphany, it can free you to employ some of these negotiation techniques to help you thrive as the tension rises:

Set high targets. Overcoming the fear of rejection helps you change your attitude about setting high targets and expanding your prospect’s “range of reason.” One way to set high targets is to anchor your solutions with specific, compelling insights or data that reinforce your value. Remember, you only get one chance to anchor a high target, so it’s best to drop a powerful anchor early, when you have the most control over your buyer’s perception of value.

Share information skillfully. When your customer asks your price, your natural reaction may be to give them a ballpark figure. But this could backfire by shifting the conversation only to price, potentially setting you up for a bake-off with your competition that erodes your value (assuming you win the business at all). Instead of directly addressing your prospect’s price request, try refocusing the conversation on process. Acknowledge the importance of price and then get their approval to delay the price question until later, when you’ll have a better picture of the solution needed to solve their business problems.

Clarify your value. When you present prospects with a long list of reasons to buy from you, they don’t get more excited. This actually slows down the decision-making process, enhances buyer skepticism and feeds into their status quo bias. In settings where consumers know the message source has a persuasion motive, the optimal number of positive claims is three. In sales negotiations, try summarizing your value in your three most compelling claims or data points.

door2door selling Services in Pune

door2door selling Services in mumbai

Retail Marketing , auto show Advertising, B 2 B promotional, blog content writing,

B2B brand Activation, direct response marketing, Ethnography

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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Marketing Strategy – Meaning and Its Importance

What is Marketing Strategy ?

Marketing strategy is the comprehensive plan formulated particularly for achieving the marketing objectives of the organization. It provides a blueprint for attaining these marketing objectives. It is the building block of a marketing plan. It is designed after detailed marketing research. A marketing strategy helps an organization to concentrate it’s scarce resouces on the best possible opportunities so as to increase the sales.

A marketing strategy is designed by:

1. Choosing the target market: By target market we mean to whom the organization wants to sell its products. Not all the market segments are fruitful to an organization. There are certain market segments which guarantee quick profits, there are certain segments which may be having great potential but there may be high barriers to entry. A careful choice has to be made by the organization. An indepth marketing research has to be done of the traits of the buyers and the particular needs of the buyers in the target market.

2. Gathering the marketing mix: By marketing mix we mean how the organization proposes to sell its products. The organization has to gather the four P’s of marketing in appropriate combination. Gathering the marketing mix is a crucial part of marketing task. Various decisions have to be made such as –

What is the most appropriate mix of the four P’s in a given situation

What distribution channels are available and which one should be used

What developmental strategy should be used in the target market

How should the price structure be designed

Importance of Marketing Strategy

Marketing strategy provides an organization an edge over it’s competitors.

Strategy helps in developing goods and services with best profit making potential.

Marketing strategy helps in discovering the areas affected by organizational growth and thereby helps in creating an organizational plan to cater to the customer needs.

It helps in fixing the right price for organization’s goods and services based on information collected by market research.

Strategy ensures effective departmental co-ordination.

It helps an organization to make optimum utilization of its resources so as to provide a sales message to it’s target market.

A marketing strategy helps to fix the advertising budget in advance, and it also develops a method which determines the scope of the plan, i.e., it determines the revenue generated by the advertising plan.

In short, a marketing strategy clearly explains how an organization reaches it’s predetermined objectives.

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Articales from http://www.managementstudyguide.com

Visual Merchandising

Visual Merchandising

The art of increasing the sale of products by effectively and sensibly displaying them at the retail outlet is called as visual merchandising. Visual merchandising refers to the aesthetic display of the merchandise to attract the potential buyers, prompt them to buy and eventually increase the sales of the store. In simpler words, visual merchandising is the art of displaying the merchandise to influence the consumer’s buying behaviour.

The store must offer a positive ambience to the customers for them to enjoy their shopping.

The location of the products in the store has an important role in motivating the consumers to buy them. Sensible display of the merchandise goes a long way in influencing the buying decision of the individual.

The end-user will never notice something which is not well organized: instead stacked or thrown in heaps.

Proper Space, lighting, placing of dummies, colour of the walls, type of furniture,music, fragrance of the store all help in increasing the sale of the products.

Lighting is one of the critical aspects of visual merchandising. Lighting increases the visibility of the merchandise kept in the store. The store should be adequately lit and well ventilated. Avoid harsh lighting as it blinds the customers who walk into the store.

The signage displaying the name of the store or other necessary information must be installed properly outside the store at a place easily viewable to the customers even from a distance.

The retailer must be extremely cautious about the colour of the paint he chooses for his store. The paint colour can actually set the mood of the customers. The wall colours must be well coordinated with the carpet, floor tiles or the furnitures kept at the store. Dark colours make the room feel small and congested as compared to light and subtle colours.

The store must always smell good. Foul smell irritates the consumers and he would walk out of the store in no time. Use room fresheners ‘or aromatic sticks for a pleasant environment.

The merchandise must be properly placed in display racks or shelves according to size and gender. Put necessary labels (size labels) on the shelves as it help the customers to locate the products easily. Make sure the product do not falls off the shelves as it gives a messy look.

The dummies should be intelligently placed and must highlight the unique collections, latest trends and new arrivals in order to catch the attention of the individual. The dummies should not act as an obstacle and should never be kept at the entrance of the store.

Don’t play blaring music at the store. It acts as a hindrance to effective communication and the retailer can never understand what the buyer actually intends to buy.

Select the theme of the store according to the season. Red should be the dominating colour during Christmas or Valentines Day as the colour symbolizes love, fun and frolic. A white theme would look out of place during the season of love.

Don’t keep unnecessary furniture as it gives a cluttered look to the store.

Why Visual Merchandising?

• Visual Merchandising helps the customers to easily find out what they are looking for.
• It helps the customers to know about the latest trends in fashion.
• The customer without any help can actually decide what he intends to buy.
• It increases the sales of the store and results in increased level of customer satisfaction.
• The customers can quickly decide what all they need and thus visual merchandising makes shopping a pleasant experience.
• Visual merchandising gives the store its unique image and makes it distinct from others.

Sales Core Competencies II

Continuing our discussion around sales core competencies, something has come to my mind that just has to be asked and that is this:  How do you spend your time now when it comes to professional development?  Aside from any company sponsored development program you might attend, what else do you do and what do you focus on?  Certainly, continuing to learn the technicalities of your business is critical, but in all the years I’ve been working with sales people, no one has ever told me they lost the deal because they where technically unprepared. The reason people lose business typically is due to lack of sales ‘know how’, or lack of preparation for the sales aspect of the meeting.  E.g failing to help the prospect overcome objections, inability to overcome price issues, failure to undo the current relationship and the inability to get someone to act.  These are the symptoms dealing with the core competencies  where you should address your attention to when working on ‘fixing’ the choke points in your sales system.

Next 7 core competencies:

1. No need for approval – People, by their very nature or nurture, have a need for approval. It’s part of the DNA or part of what they’ve been taught. This need for approval has an impact on how we conduct our business. If we would rather be liked (don’t want to upset the prospect, don’t want to make them mad, don’t want to come across as aggressive, fear of saying the wrong thing) then we won’t have the fierce conversations that Susan Scott talks about in her book Fierce conversations. We won’t challenge people and their closely held beliefs and, certainly when someone tells us they want to think about it, we will let them. Of all the core competencies that can impact your success in effectively closing business, this, along with buy cycle, is the most important one to address.
2. Recovers from rejection – It isn’t about fear of rejection, most of us have some level of that in all situations. The issue is what happens next? How long does it take you to recover? If you hear no at 10:00 AM and you are still whining about it at 2:00 PM then you have a problem that WILL impact your ability to perform with great posture and high esteem.
3. Comfortable talking about money – As bizarre as this may sound for sales people, sales people are collectively guilty of not talking about money at the appropriate time, and usually have a tough time sticking to suggested pricing (that’s another issue). The symptom of the money issue is when a sales person hears money objections during the presentation. This is a clear indication that a sales person either has learned, incorrectly, that getting budget issues out of the way is not important in their sales process, or they are uncomfortable talking about it. If you have money objections or ‘think it overs’ about money at time of presentation, you need to address this core competency.
4. Supportive buy cycle – We all have a ‘buying cycle’ and this cycle is either supportive of EFFECTIVE selling or inhibiting to hit. Let me make this as simple as I can. If you like to think things over, you will be vulnerable to letting prospects do the same thing. Thinking it over is not part of an ‘effective selling’ strategy. Yes, you might eventually get the business; but we want to focus on effective selling. If you allow think it overs, shopping, and looking for low price, you must identify if you, in fact, do the same things when you buy.
5. Consistent, effective prospecting – In Dave Kurlan’s book “Baseline Selling’ this is what has to happen to get to first base. More importantly, it is the consistent nature of your prospecting that is more important than the effective. If you prospect consistently enough, you will get suspects to turn into prospects. Only once you begin to prospect consistently does it make sense for us to talk about becoming more effective. If your pipeline has opportunities that seem to be stuck, it is probably a result of inconsistent prospecting, as much as a problem of qualifying.
6. Reaches decision makers – Your ability to get to decisions at the beginning of the sales process is critical in your ability to quickly qualify and close more business, more quickly at higher margins. If you don’t get to decision makers, then you are setting yourself up for long sales cycles, lower closing ratios, and endless time spent on prospecting contacts that cannot tell you YES.
7. Effective questioning and listening – If there is one ‘skill’ that is critical to effective selling it is effective questioning and listening. This is where it all begins as you deliver your positioning statement on the phone, and continues as you conduct your initial appointment with a new suspect. Here is a key to becoming more effective at the questioning part of this core competency: Pre-plan your meeting and write down the specific questions you will ask to qualify the prospect. The key to listening – stop thinking, stop writing notes immediately when the suspect is talking. Listen to understand. Digest the information. Ask permission to write the IMPORTANT information down.

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