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 Outsourcing firm , door-to-door sales technique and door2door selling Outsourcing firm in mumbai.

We convert potential customers to sustainable clients in the shortest space of time( door to door sales, door2door selling Outsourcing firm ). Our professional teams interact with customers, educating them on our clients’ products/services, as well as generating immediate sales or leads with interested customers.

Marketing and advertising budgets have come under increasing pressure. door2door selling Outsourcing firm and Door-to-door sales is a low cost distribution channel, and is an effective way to gain more return on investment. It secures increased value with minimum spend, allowing access to a customer base which is not always reached by existing marketing strategies.

Through Door to Door sales, customers can choose the most suitable deals, especially because they have a chance to ask questions and have the offering clarified by our qualified sales experts in mumbai

Door to Door Sales Agency 

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

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

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

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

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

What I saw that day changed my life forever.

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

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

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

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

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

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

Inviting
Informative
Enjoyable

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

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

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

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

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

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

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

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

Marketing agent in Kondhwa

The Missing 33 Percent

In a recent TED talk, Susan Colantuono, CEO of Leading Women, proposed a striking theory that, according to her, partially explains the “gender gap” in high-level management positions in the corporate world.

Colantuono attributes the gender disparity at the top to the existence of two qualitatively different mentorship tracks, one for men, another for women. Colantuono cites a quote from an executive of a global company that clearly captures this idea:

“I had two protégés—a man and a woman. I helped the woman build confidence and the man learn the business…I didn’t realize I was treating them any differently!”

While Colantuono says qualities like assertiveness and confidence are pivotal in helping people climb into the ranks of middle management, these are not the traits most likely to help them break through into upper management.

For employees to reach the top of ladder, Colantuono says, they need advisors and mentors to help them develop business and financial acumen—an area she believes many women do not receive enough tutelage in, due in part to some of the gender biases about mentorship reflected in the quote above. Colantuono believes this “missing 33 percent of advice” for women is helping to perpetuate the gender gap at the top.

What does this have to do with your customer conversations?

You could extrapolate from Colantuono’s experience and presentation that if business and financial acumen is the prerequisite for executives, this will be the language your salespeople need to know to speak with them. And, sell to them more effectively.

When it comes to engaging with executive buyers, and articulating the value of your solutions, you have to be able to connect with the emerging industry issues, their strategic initiatives and the business impact your solution will provide in dealing with these considerations.

Research confirms this. According to analyst firm, SiriusDecisions, executive decision makers desire and value sales conversations about business trends, issues and insights up to four times more than they value relationships and product expertise. But unfortunately, only a small fraction of salespeople are proficient in their ability to have these conversations, according to surveyed executives.

To gain this proficiency, salespeople need to master five key competencies for selling a solution’s business value

Buyer’s Perspective – understand the emerging trends and industry issues and how they are impacting your prospect and customers’ business

Customer Insight – know where and how to find the data and documentation concerning your prospect and customers’ key initiatives

Financial Acumen – be able to accurately and convincingly connect your solution to the way money flows throughout their businesses

Return on Investment – know how to tell a great story around business change and what returns – hard, soft, and strategic — you can generate

Executive engagement – develop the confidence to connect with, engage and deliver a memorable and remarkable executive conversation

An effective executive conversations training program will emphasize applying these competencies to actual accounts during the program, as opposed to using more hypothetical, case study-based training models.

An effective executive conversations training program will emphasize applying these competencies to actual accounts during the program, as opposed to using more hypothetical, case study-based training models.

Ideally, your salespeople will get a chance to practice having conversations with actual executives who have experience making similar purchase decisions in a safe, risk-free environment.

Additionally, that program should measure adoption, behavior change and overall business impact to ensure the training program is achieving the outcomes your company needs.

As Colantuono says, the key executive skills required for promotion include helping your organization “achieve and sustain extraordinary outcomes” and driving decisions that help your companies reach their “strategic financial goals.”

Your salespeople need to be able to come alongside and show executives how you can help them do just that.[/vc_column_text][/vc_column][/vc_row]

door2door selling Outsourcing firm in Pune

door2door selling Outsourcing firm in mumbai

btl marketing , B To B advertisement, B 2 C brand Activation, digital media consulting,

BTL Brand promotion, shopper engagement, Focus

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 Outsourcing firm , door-to-door sales technique and door2door selling Outsourcing firm in mumbai.

We convert potential customers to sustainable clients in the shortest space of time( door to door sales, door2door selling Outsourcing firm ). Our professional teams interact with customers, educating them on our clients’ products/services, as well as generating immediate sales or leads with interested customers.

Marketing and advertising budgets have come under increasing pressure. door2door selling Outsourcing firm and Door-to-door sales is a low cost distribution channel, and is an effective way to gain more return on investment. It secures increased value with minimum spend, allowing access to a customer base which is not always reached by existing marketing strategies.

Through Door to Door sales, customers can choose the most suitable deals, especially because they have a chance to ask questions and have the offering clarified by our qualified sales experts in mumbai

Door to Door Sales Agency 

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

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

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

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

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

What I saw that day changed my life forever.

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

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

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

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

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

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

Inviting
Informative
Enjoyable

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

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

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

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

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

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

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

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

marketing agency in baramati

Country of Origin Effects on Marketing: How Brands from Certain Countries Score Over the Others

What is a County of Origin Effect?

COO or Country of Origin Effect refers to the practice of marketers and consumers associating brands with countries and making buying decisions made on the country of origin of the product. For instance, as we shall discuss later, we tend to associate quality with the Japanese and precision with the Swiss. This means that products and brands from these countries are usually purchased or discarded depending upon our perceptions of the value associated with these countries. In brief, the country of origin effect measures the impact of the country in which the product is made on the consumers. In recent years, there has been a lot of research on how the COO effect influences consumers and this has led to a renewed effort to associate and dissociate the products from the countries that they are made in. Though association for gains in obvious, what is also to be noted that there can be a negative impact of COO as is evidenced in the examples that are discussed later. It would suffice to state here is that COO must be approached in a scientific manner by conducting market research in the target countries on how the consumers perceive the country in which the brand is made.

Impact of Country of Origin (COO) on Marketing

It has been found that COO has a significant impact on consumer behavior and as we can see some of the taglines like crafted to perfection in Switzerland for the Rolex and the Swatch watches, the COO has a discernible impact on purchasing decisions. Moreover, COO is associated with greater brand recall, as we know that McDonald’s mean American and hence, we tend to associate the brand with the country. Similarly, we tend to associate Coca Cola and Pepsi with the United States and Louis Vuitton and other luxury designer brands with the French. The point here is that in terms of COO, the brand the country get associated together and this can lead to both positives as mentioned above and negatives like banning French Fries in the US after they led the invasion that was opposed by France. Therefore, marketers have to be careful about the kind of COO based branding that they do, as straying from the conventional niche areas can be harmful to their prospects. Further, the fact that once the consumers form brand and country association and brand recall is made accordingly, it becomes hard to change the perceptions afterwards.

Some Real World Examples of Successes and Failures

Most of us tend to associate quality with the Japanese and Precision with Germans. This is the brand association that we form with products made from these countries. For instance, when Japanese cars and automobiles entered the global market in the 1980s, they quickly became synonymous with quality and fuel efficiency. Similarly, the German automobiles were associated with durability, strength, and precision. In the same manner, Swiss watches are known for their perfection and French perfumes are known for their fragrance and chic effect. However, there have been failures as well in the way, COO was perceived to affect the consumers and the best example of this is the failed attempt by British companies to penetrate the automobile market. Though the British auto majors like Rolls Royce and Jaguar were known for their up-market models, they could not make the transition to mass market automobiles as the consumers still associated these companies with old world products rather than the new and emerging companies from Japan and South Korea.

Concluding Thoughts

It is evident from the preceding discussion that COO effect can be harnessed for benefit by the marketers. It is also the case that once the COO turns negative because of some companies rolling out defective and substandard products, it would be difficult for the other companies from that country to push their case effectively with the consumers.

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

Articales from http://www.managementstudyguide.com

Store Design and Layout – Different Floor Plans and Layouts

Store Design and Layout – Different Floor Plans and Layouts

Opening a retail store is no joke and requires meticulous planning and detailed knowledge.

Location

Make sure your store is in a prime location and is easily accessible to the end-users. Do not open a store at a secluded place.

Floor Plan

The retailer must plan out each and everything well, the location of the shelves or racks to display the merchandise, the position of the mannequins or the cash counter and so on.

1. Straight Floor Plan

   The straight floor plan makes optimum use of the walls, and utilizes the space in the most judicious manner. The straight floor plan creates spaces within the retail store for the customers to move and shop freely. It is one of the commonly implemented store designs.

   

2. Diagonal Floor Plan

   According to the diagonal floor plan, the shelves or racks are kept diagonal to each other for the owner or the store manager to have a watch on the customers. Diagonal floor plan works well in stores where customers have the liberty to walk in and pick up merchandise on their own.

   

3. Angular Floor Plan

   The fixtures and walls are given a curved look to add to the style of the store. Angular floor plan gives a more sophisticated look to the store. Such layouts are often seen in high end stores.

   

4. Geometric Floor Plan

   The racks and fixtures are given a geometric shape in such a floor plan. The geometric floor plan gives a trendy and unique look to the store.

   

5. Mixed Floor Plan

   The mixed floor plan takes into consideration angular, diagonal and straight layout to give rise to the most functional store lay out.

   

Tips for Store Design and Layout

• The signage displaying the name and logo of the store must be installed at a place where it is visible to all, even from a distance. Don’t add too much information.
• The store must offer a positive ambience to the customers. The customers must leave the store with a smile.
• Make sure the mannequins are according to the target market and display the latest trends. The clothes should look fitted on the dummies without using unnecessary pins. The position of the dummies must be changed from time to time to avoid monotony.
• The trial rooms should have mirrors and must be kept clean. Do not dump unnecessary boxes or hangers in the dressing room.
• The retailer must choose the right colour for the walls to set the mood of the customers. Prefer light and subtle shades.
• The fixtures or furniture should not act as an object of obstacle. Don’t unnecessary add too many types of furniture at your store.
• The merchandise should be well arranged and organized on the racks assigned for them. The shelves must carry necessary labels for the customers to easily locate the products they need. Make sure the products do not fall off the shelves.
• Never play loud music at the store.
• The store should be adequately lit so that the products are easily visible to the customers. Replace burned out lights immediately.
• The floor tiles, ceilings, carpet and the racks should be kept clean and stain free.
• There should be no bad odour at the store as it irritates the customers.
• Do not stock anything at the entrance or exit of the store to block the way of the customers. The customers should be able to move freely in the store.
• The retailer must plan his store in a way which minimizes theft or shop lifting.
  1. Merchandise should never be displayed at the entrance or exit of the store.
  2. Expensive products like watches, jewellery, precious stones, mobile handsets and so on must be kept in locked cabinets.
  3. Install cameras, CCTVs to have a closed look on the customers.
  4. Instruct the store manager or the sales representatives to try and assist all the customers who come for shopping.
  5. Ask the customers to deposit their carry bags at the entrance itself.
  6. Do not allow the customers to carry more than three dresses at one time to the trial room.

Why is Selling So Damn Hard?

Why is selling so damn hard?”

We have the nature of selling: the rejection, the using of our intellectual property, the pressure of commission sales and the ongoing competition, not just from the outside, but also the person in the next office.

Add to that our own limitations:  How much is enough, what is realistic, what we can and cannot say to a prospect, our view of outside influences like the economy and policies of the company we represent, our challenges in overcoming rejection, believing that prospects are honest and all those beliefs and habits we have around how we buy.

Next, we do have the antagonist that we call the suspect or prospect: they are trying to look good to their boss, they are trying to validate a decision that has already been made, they are trying to look busy, they want to keep a current provider honest, they want information so that they can attempt to solve the problem themselves.  Prospects certainly are not in this world to meet our expectations. No, they have their own set of rules to play by and these rules serve them very well.

Finally, we arrive at the process of buying and selling where we, as sales people, fail to establish fair and equitable ground rules at the beginning of the relationship.  As a result, the playing field is typically skewed to create a win / lose.  The prospect wins and you lose.  And, unfortunately, for many sales people, maybe including you, even when you “win” a deal you may have had to lose on profit, length of contract, or otherwise sacrifice some terms and conditions just to get the deal.

Is there any doubt as to why selling is so damn hard?  Stay posted for our upcoming ebook:  Why Selling is So Damn Hard!

door2door selling Outsourcing firm in Pune

door2door selling Outsourcing firm in mumbai

btl marketing , B To B advertisement, B 2 C brand Activation, digital media consulting,

BTL Brand promotion, shopper engagement, Focus

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 Kondhwa

The Missing 33 Percent

In a recent TED talk, Susan Colantuono, CEO of Leading Women, proposed a striking theory that, according to her, partially explains the “gender gap” in high-level management positions in the corporate world.

Colantuono attributes the gender disparity at the top to the existence of two qualitatively different mentorship tracks, one for men, another for women. Colantuono cites a quote from an executive of a global company that clearly captures this idea:

“I had two protégés—a man and a woman. I helped the woman build confidence and the man learn the business…I didn’t realize I was treating them any differently!”

While Colantuono says qualities like assertiveness and confidence are pivotal in helping people climb into the ranks of middle management, these are not the traits most likely to help them break through into upper management.

For employees to reach the top of ladder, Colantuono says, they need advisors and mentors to help them develop business and financial acumen—an area she believes many women do not receive enough tutelage in, due in part to some of the gender biases about mentorship reflected in the quote above. Colantuono believes this “missing 33 percent of advice” for women is helping to perpetuate the gender gap at the top.

What does this have to do with your customer conversations?

You could extrapolate from Colantuono’s experience and presentation that if business and financial acumen is the prerequisite for executives, this will be the language your salespeople need to know to speak with them. And, sell to them more effectively.

When it comes to engaging with executive buyers, and articulating the value of your solutions, you have to be able to connect with the emerging industry issues, their strategic initiatives and the business impact your solution will provide in dealing with these considerations.

Research confirms this. According to analyst firm, SiriusDecisions, executive decision makers desire and value sales conversations about business trends, issues and insights up to four times more than they value relationships and product expertise. But unfortunately, only a small fraction of salespeople are proficient in their ability to have these conversations, according to surveyed executives.

To gain this proficiency, salespeople need to master five key competencies for selling a solution’s business value

Buyer’s Perspective – understand the emerging trends and industry issues and how they are impacting your prospect and customers’ business

Customer Insight – know where and how to find the data and documentation concerning your prospect and customers’ key initiatives

Financial Acumen – be able to accurately and convincingly connect your solution to the way money flows throughout their businesses

Return on Investment – know how to tell a great story around business change and what returns – hard, soft, and strategic — you can generate

Executive engagement – develop the confidence to connect with, engage and deliver a memorable and remarkable executive conversation

An effective executive conversations training program will emphasize applying these competencies to actual accounts during the program, as opposed to using more hypothetical, case study-based training models.

An effective executive conversations training program will emphasize applying these competencies to actual accounts during the program, as opposed to using more hypothetical, case study-based training models.

Ideally, your salespeople will get a chance to practice having conversations with actual executives who have experience making similar purchase decisions in a safe, risk-free environment.

Additionally, that program should measure adoption, behavior change and overall business impact to ensure the training program is achieving the outcomes your company needs.

As Colantuono says, the key executive skills required for promotion include helping your organization “achieve and sustain extraordinary outcomes” and driving decisions that help your companies reach their “strategic financial goals.”

Your salespeople need to be able to come alongside and show executives how you can help them do just that.[/vc_column_text][/vc_column][/vc_row]

door2door selling Outsourcing firm in Pune

door2door selling Outsourcing firm in mumbai

btl marketing , B To B advertisement, B 2 C brand Activation, digital media consulting,

BTL Brand promotion, shopper engagement, Focus

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 agency in baramati

Country of Origin Effects on Marketing: How Brands from Certain Countries Score Over the Others

What is a County of Origin Effect?

COO or Country of Origin Effect refers to the practice of marketers and consumers associating brands with countries and making buying decisions made on the country of origin of the product. For instance, as we shall discuss later, we tend to associate quality with the Japanese and precision with the Swiss. This means that products and brands from these countries are usually purchased or discarded depending upon our perceptions of the value associated with these countries. In brief, the country of origin effect measures the impact of the country in which the product is made on the consumers. In recent years, there has been a lot of research on how the COO effect influences consumers and this has led to a renewed effort to associate and dissociate the products from the countries that they are made in. Though association for gains in obvious, what is also to be noted that there can be a negative impact of COO as is evidenced in the examples that are discussed later. It would suffice to state here is that COO must be approached in a scientific manner by conducting market research in the target countries on how the consumers perceive the country in which the brand is made.

Impact of Country of Origin (COO) on Marketing

It has been found that COO has a significant impact on consumer behavior and as we can see some of the taglines like crafted to perfection in Switzerland for the Rolex and the Swatch watches, the COO has a discernible impact on purchasing decisions. Moreover, COO is associated with greater brand recall, as we know that McDonald’s mean American and hence, we tend to associate the brand with the country. Similarly, we tend to associate Coca Cola and Pepsi with the United States and Louis Vuitton and other luxury designer brands with the French. The point here is that in terms of COO, the brand the country get associated together and this can lead to both positives as mentioned above and negatives like banning French Fries in the US after they led the invasion that was opposed by France. Therefore, marketers have to be careful about the kind of COO based branding that they do, as straying from the conventional niche areas can be harmful to their prospects. Further, the fact that once the consumers form brand and country association and brand recall is made accordingly, it becomes hard to change the perceptions afterwards.

Some Real World Examples of Successes and Failures

Most of us tend to associate quality with the Japanese and Precision with Germans. This is the brand association that we form with products made from these countries. For instance, when Japanese cars and automobiles entered the global market in the 1980s, they quickly became synonymous with quality and fuel efficiency. Similarly, the German automobiles were associated with durability, strength, and precision. In the same manner, Swiss watches are known for their perfection and French perfumes are known for their fragrance and chic effect. However, there have been failures as well in the way, COO was perceived to affect the consumers and the best example of this is the failed attempt by British companies to penetrate the automobile market. Though the British auto majors like Rolls Royce and Jaguar were known for their up-market models, they could not make the transition to mass market automobiles as the consumers still associated these companies with old world products rather than the new and emerging companies from Japan and South Korea.

Concluding Thoughts

It is evident from the preceding discussion that COO effect can be harnessed for benefit by the marketers. It is also the case that once the COO turns negative because of some companies rolling out defective and substandard products, it would be difficult for the other companies from that country to push their case effectively with the consumers.

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Articales from http://www.managementstudyguide.com

Store Design and Layout – Different Floor Plans and Layouts

Store Design and Layout – Different Floor Plans and Layouts

Opening a retail store is no joke and requires meticulous planning and detailed knowledge.

Location

Make sure your store is in a prime location and is easily accessible to the end-users. Do not open a store at a secluded place.

Floor Plan

The retailer must plan out each and everything well, the location of the shelves or racks to display the merchandise, the position of the mannequins or the cash counter and so on.

1. Straight Floor Plan

   The straight floor plan makes optimum use of the walls, and utilizes the space in the most judicious manner. The straight floor plan creates spaces within the retail store for the customers to move and shop freely. It is one of the commonly implemented store designs.

   

2. Diagonal Floor Plan

   According to the diagonal floor plan, the shelves or racks are kept diagonal to each other for the owner or the store manager to have a watch on the customers. Diagonal floor plan works well in stores where customers have the liberty to walk in and pick up merchandise on their own.

   

3. Angular Floor Plan

   The fixtures and walls are given a curved look to add to the style of the store. Angular floor plan gives a more sophisticated look to the store. Such layouts are often seen in high end stores.

   

4. Geometric Floor Plan

   The racks and fixtures are given a geometric shape in such a floor plan. The geometric floor plan gives a trendy and unique look to the store.

   

5. Mixed Floor Plan

   The mixed floor plan takes into consideration angular, diagonal and straight layout to give rise to the most functional store lay out.

   

Tips for Store Design and Layout

• The signage displaying the name and logo of the store must be installed at a place where it is visible to all, even from a distance. Don’t add too much information.
• The store must offer a positive ambience to the customers. The customers must leave the store with a smile.
• Make sure the mannequins are according to the target market and display the latest trends. The clothes should look fitted on the dummies without using unnecessary pins. The position of the dummies must be changed from time to time to avoid monotony.
• The trial rooms should have mirrors and must be kept clean. Do not dump unnecessary boxes or hangers in the dressing room.
• The retailer must choose the right colour for the walls to set the mood of the customers. Prefer light and subtle shades.
• The fixtures or furniture should not act as an object of obstacle. Don’t unnecessary add too many types of furniture at your store.
• The merchandise should be well arranged and organized on the racks assigned for them. The shelves must carry necessary labels for the customers to easily locate the products they need. Make sure the products do not fall off the shelves.
• Never play loud music at the store.
• The store should be adequately lit so that the products are easily visible to the customers. Replace burned out lights immediately.
• The floor tiles, ceilings, carpet and the racks should be kept clean and stain free.
• There should be no bad odour at the store as it irritates the customers.
• Do not stock anything at the entrance or exit of the store to block the way of the customers. The customers should be able to move freely in the store.
• The retailer must plan his store in a way which minimizes theft or shop lifting.
  1. Merchandise should never be displayed at the entrance or exit of the store.
  2. Expensive products like watches, jewellery, precious stones, mobile handsets and so on must be kept in locked cabinets.
  3. Install cameras, CCTVs to have a closed look on the customers.
  4. Instruct the store manager or the sales representatives to try and assist all the customers who come for shopping.
  5. Ask the customers to deposit their carry bags at the entrance itself.
  6. Do not allow the customers to carry more than three dresses at one time to the trial room.

Why is Selling So Damn Hard?

Why is selling so damn hard?”

We have the nature of selling: the rejection, the using of our intellectual property, the pressure of commission sales and the ongoing competition, not just from the outside, but also the person in the next office.

Add to that our own limitations:  How much is enough, what is realistic, what we can and cannot say to a prospect, our view of outside influences like the economy and policies of the company we represent, our challenges in overcoming rejection, believing that prospects are honest and all those beliefs and habits we have around how we buy.

Next, we do have the antagonist that we call the suspect or prospect: they are trying to look good to their boss, they are trying to validate a decision that has already been made, they are trying to look busy, they want to keep a current provider honest, they want information so that they can attempt to solve the problem themselves.  Prospects certainly are not in this world to meet our expectations. No, they have their own set of rules to play by and these rules serve them very well.

Finally, we arrive at the process of buying and selling where we, as sales people, fail to establish fair and equitable ground rules at the beginning of the relationship.  As a result, the playing field is typically skewed to create a win / lose.  The prospect wins and you lose.  And, unfortunately, for many sales people, maybe including you, even when you “win” a deal you may have had to lose on profit, length of contract, or otherwise sacrifice some terms and conditions just to get the deal.

Is there any doubt as to why selling is so damn hard?  Stay posted for our upcoming ebook:  Why Selling is So Damn Hard!

door2door selling Outsourcing firm in Pune

door2door selling Outsourcing firm in mumbai

btl marketing , B To B advertisement, B 2 C brand Activation, digital media consulting,

BTL Brand promotion, shopper engagement, Focus