Face to Face Marketing and Door to Door Marketing 

Professional Qualified Sales Experts present products and services, calling on companies using our proven d2d sales agency , door-to-door sales technique and d2d sales agency in mumbai.

We convert potential customers to sustainable clients in the shortest space of time( door to door sales, d2d sales agency ). Our professional teams interact with customers, educating them on our clients’ products/services, as well as generating immediate sales or leads with interested customers.

Marketing and advertising budgets have come under increasing pressure. d2d sales agency 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 Katraj

Can your sales conversations turn off the alarm bells in your customer’s head?

We all live for that magic moment when your customer says “yes,” and we close our deal.

But too often sales professionals start strong, but find that their buyer slows down. Initial urgency and excitement fades. You hear the dreaded, “This looks good, but we need more time to think about it.”

And all too often, a promising sale turns into no decision.

Work from researchers at Princeton, Harvard, and the University of Chicago helps explain what might be going on when this occurs: two different decision-making processes working side-by-side in your buyer’s brain are conspiring to slow down your momentum. To succeed, you need to address both.

This “dual-process decision making” is described in an article entitled, “Overcoming intuition: metacognitive difficulty activates analytic reasoning.” The article describes four different experiments that highlight the interaction of two different decision-making processes:

System 1 reasoning, which leads to fast, associative, and intuitive decisions

System 2 reasoning, which is slow, effortful, analytic, and deliberate

A key finding of the research is that “…deliberative and analytical systems of reasoning (System 2) can override or undo intuitive and associative (System 1) responses.” And the more complex the decision, the more likely this will happen.

This has big implications for your selling conversations, and helps explain why your buyer’s enthusiasm wanes as you move through your sales cycle. When your customer is confronted with a complex buying decision, she first makes a fast System 1 decision (hopefully in your favor). But this then sets off alarm bells and activates her slower System 2 thinking processes. And that slower, more analytical thinking trumps the faster decision, and slows down or stalls your sale.

To be successful you must be prepared to have conversations that influence both System 1 and System 2 decision-making:

First, you must provoke the “fast thinking” part of your customers’ brains, and get them to make positive, quick decisions to continue the conversation. The best way to accomplish this is with a powerful, disruptive, visual story that causes your customers to recognize that something they are doing is wrong, and that they need to consider changing.

But then, realizing that this disruption triggers alarm bells in your customers’ brains that activate the slower, analytical decision-making, you need to be ready to finish the job with a more detailed, yet easy-to-understand back-up story that justifies the initial decision, and shows how you can solve the problem and demonstrate bottom-line impact.

Do you want to close more business quicker, and reduce the number of “no decisions” in your funnel? Then make sure you’re prepared to have sales conversations that address both fast and slow decision making.

Find out more about creating and executing more effective selling conversations here.

d2d sales agency in Pune

d2d sales agency in mumbai

one to one marketing , campus advertisement, b2c promotional, online product presentation,

Business Parks selling, one 2 one brand Activation, Human Resource Audit

Face to Face Marketing and Door to Door Marketing 

Professional Qualified Sales Experts present products and services, calling on companies using our proven d2d sales agency , door-to-door sales technique and d2d sales agency in mumbai.

We convert potential customers to sustainable clients in the shortest space of time( door to door sales, d2d sales agency ). Our professional teams interact with customers, educating them on our clients’ products/services, as well as generating immediate sales or leads with interested customers.

Marketing and advertising budgets have come under increasing pressure. d2d sales agency 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 Companies in Kondhwa

Covert and Public Service Advertising

As evident from the word “covert”, this type of advertising aims to integrate the advertising with the non-promotional mediums. This practice is most-commonly found in films. For example, billboards of the products may be shown in the film for a prolonged period of time. Or a character in the film may mention the name of the brand again and again. At other times the director may present the product as an integral part of the film. For example, the cars featured in several action flicks. Remember the Cadillac in Matrix Reloaded and BMWs in James Bond movies.

It is a fact that these tactics seem to be high profile and also seem to require a lot of bucks. Only established brand names have used such form of advertising. Not everyone has the financial prowess to use this form of advertising. However, there are ways through which you can also promote your product or service. Maybe contributing an article in local daily will work well for you. You can mention your brand quite subtly there. On the Internet too, covert advertising is a hot trend. You can blog about the product or ask a well-known blogger to write about your product or service. However, this should be done inconspicuously.

As opposed to covert advertising, public service advertising aims at spreading awareness about issues that are relevant to public interest. Such ads may quote a political viewpoint, a philosophy, or a religious concept. Such humanitarian ads are usually broadcasted on the radio or television, though they can also appear in newspapers and magazines. A PSA or Public Service Announcement is aimed to alter public attitudes on issues ranging from health, safety, and conservation.

Most of the PSA ads use celebrities in order to gain attention. Others focus their ads on the risks that can come to men, women, and children. In recent years, it has become quite common in US to broadcast the public service ads just after or in between the programs that relate to public service in any way. They provide information such as the toll free help lines, websites and addresses. In general, the public service ads are about rape, HIV, cancer, child abuse, domestic violence, and civil rights.

While public service advertising is not as popular as paid advertising, it should be given due importance. All across the world, such type of advertising is now widely used. In fact, in US, public service advertising was once a requirement if the radio and television stations were to get their licenses from Federal Communications Commission (FCC).

Public Service Advertising should carry a short and to the point message. The advertisement should be made keeping the target audience in mind. As it is not about buying a product but a change in the attitude altogether, the advertisements have to be amply clear and the message should prompt the people to take a step forward. If the shift in the mindsets of people does not happen, then the ad is not conveying the message properly. For this reason, the PSA’s are often dramatic and expressive.

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

Articales from http://www.managementstudyguide.com

Consultative Selling Process

Consultative Selling Process

Consultative selling has been the new buzz word doing rounds in marketing and sales circles. Lawyers and consultants have always been selling their services by consulting. However, this has now been recognized as an important attitude and orientation that every salesman, all business managers and organizations need to possess. Organizations for long have realized the need to be customer oriented and customer focused in their total approach. Now they have gone one step ahead to practice what is called consultative selling, whereby they engage the customer, get into his shoes to identify the needs and problems and using this knowledge to build solutions that involve the products and services offered by the buyer organization. In this process, the customer and his problems or needs take the first priority over selling the product or service. Secondly everyone looks at the total solution and the product or services being sold become incidental to the solution.

The best examples or case for consultative selling comes perhaps from high tech and software as well as logistics fields. Logistics and supply chains are the backbone of every industry and organizations.

Logistics players have long since realized the need to provide a whole gamut of integrated logistics supply solutions to the clients in order to be effective. Gone are the days when logistics companies were handling particular segment of transportation or trucking etc. Today’s logistics players or the 3 PL service providers offer all products and services from transportation, customs clearance, warehousing, packing, kitting, semi-assembly operations to distribution, freight management as well as sales order processing and dedicated customer service operations as single window service providers to multinational companies. 3PL companies today no longer sell stand alone products or services in the market. When they talk to a client like Wal-Mart, they talk about doing Purchase order management with Wal-mart’s suppliers in China, India, Mexico and other countries, consolidating freight at each of the countries, shipping, customs clearance at the point of Origin as well as destination right up to delivery, unpacking or warehousing at local distribution center and making just in time supplies to Wal-Mart’s retail locations based on replenishment orders or call offs. To be able to manage multiple vendors, multiple country locations and ensuring that the documentation, information and reports transmission to all concerned from origin offices as well as to ensure that the shipments are tracked and managed at each leg of the journey while keeping the customer aware of the status at all times, they invest on technology solutions that connect all the offices, branches as well as teams online at all times. Customized applications as well as dedicated customer service teams manage to ensure that they deliver their commitments as per the agreed timelines and KPIs.

The sales effort for winning this kind of a global account with global operations cannot be done in one meeting or by giving presentation about each product. The 3PL solutions design team headed by the sales manager has got to meet with the client’s team several times, understand the business, the needs, requirements, timelines as well as the cost considerations as well as all other parameters that are required to be met. The solutions design team then works on building a solution that optimizes the freight and meets with the client’s requirements. The detailed solution design takes several weeks of preparations by a team that has expertise of managing supply chain solutions from each country. In fact the solution design will come up with multiple options and solutions or may design different solution for each country taking into consideration local factors that makes the solution unique to each country. The solution design team readies detailed presentations covering various options, details pros and cons, advantages and disadvantages of each solution and presents to the customer. Thus the solution design itself becomes the sales process. The selling process is a consultative one.

Speak to Your Buyer’s Situation—Not Their Disposition

Or, why your persona-based approach could mean your customer conversations are missing the mark

The great persona crackup continues.

Even two years ago, when the average buying group size in B2B deals was said to be more than five, B2B organizations high on a persona-based messaging approach had a lot of message tailoring to do. And, if you’ve held fast to persona-based messaging, you now have even more. That’s because the average of number of decision-makers involved in B2B purchasing decisions has crept up to almost seven, by some counts.

As complex sales get ever more complex, the risk of relying on hyper-segmented messaging becomes that much more pronounced. Why? Because the reality of having more decision-makers involved in B2B deals only complicates the job of any marketer or sales pro trying to disrupt their prospects’ current situation and drive consensus among disparate stakeholders. In this case, multiple personas and other forms of hyper-segmented messaging won’t relieve the complexity—they will aggravate it.

Fundamental Attribution Error

Here’s the risk associated with focusing on a wider set of persona-based needs: Stakeholders within the buying committee ultimately need to unite, but will struggle because they are receiving drastically different tracks of information throughout the buying process. Far from binding these decision-makers together, this splintered messaging approach might actually drive them apart by underscoring where and how their needs bifurcate.

That’s not a prescription for consensus. It’s a prescription for a standstill, and deals sputtering out into “no decision”—which is the biggest threat to your marketing and success. One major analyst firm actually identified a negative impact on deals when you over-tailor your messages to individual personas.

The problem also has a scientifically proven cause called the Fundamental Attribution Error.

Behavioral economics researchers have proven that we tend to attribute human behaviors and decisions, good or bad, to someone’s personality or disposition, when they’re far more likely to be shaped by situational factors.

In fact, tests prove that you overestimate the effect of a person’s personality on their behaviors and decisions while underestimating the influence of their situation on those same actions.

There’s a parallel between this concept and persona-based messaging.

By segmenting your messaging based on decision makers’ titles, roles, and responsibilities, you run the risk of committing the Fundamental Attribution Error by assuming their “disposition-based needs” are more influential in the buying process than the “situational challenges” they share with the other decision team members.

Here’s an example of what I mean: Let’s say you’re responsible for selling marketing automation software to help manage a company’s marketing campaigns, social presence, and demand generation programs. You build messages for all the typical buying influencers within the deal, starting with the company’s marketing executive, and you identify key performance indicators such as increasing lead generation volume, expanding marketing-sourced pipeline impact and improving the quality and conversion of leads to closed business.

Your background research doesn’t stop there. Because this is a big-ticket martech item, you also need to consider the financial decision maker and the IT decision maker, not to mention the marketing operations user. So you build three more “talk tracks” for these individuals.

Keep in mind: This requires a major lift in terms of messaging and content creation. The expectation is that you’ll become fluent enough to toggle between your stories and conversations depending on which person you’re meeting with.

Problem is, none of this messaging has anything to do with the situation. It’s all about the disposition of individuals—and that’s not what affects behavior change. A more compelling “why change” story will create uncertainty about the company’s flawed current approach—which all influencers feel—instead of appealing to individuals’ professional dispositions. For example, if you build a generic, KPI-based story around “improving marketing-generated pipeline,” you might spark your prospect’s excitement, but you won’t drive action unless you can show how their established approach puts them at risk relative to the outcomes they want.

For example, when it comes to “situations” buying committees might share, it could be that your prospects are using 10-year-old automation technology. If so, there are specific gaps and deficiencies associated with this aging automation situation that are completely different from the circumstances if your prospect is, say, still using database files and spreadsheets to manage the company’s marketing efforts. And this is different still if your prospects just purchased your competitor’s solution within the last 18 months.

The point is, these sorts of situation are different enough that they will drastically alter your core message, based on what your prospects are experiencing. These situations are also what trigger your prospects’ survival instinct, making them see that the need to change is based more on the situation they’re in than on anything to do with their job title. By messaging to these shared situations, you will build consensus and compel buyers to act.

To persuade buyers to rally together and embrace change, you need to identify the higher order business challenges that stem from their shared situation they are trying to improve, rather than messaging to individual sets of needs tied to each of their unique roles or dispositions.

d2d sales agency in Pune

d2d sales agency in mumbai

one to one marketing , campus advertisement, b2c promotional, online product presentation,

Business Parks selling, one 2 one brand Activation, Human Resource Audit

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 Katraj

Can your sales conversations turn off the alarm bells in your customer’s head?

We all live for that magic moment when your customer says “yes,” and we close our deal.

But too often sales professionals start strong, but find that their buyer slows down. Initial urgency and excitement fades. You hear the dreaded, “This looks good, but we need more time to think about it.”

And all too often, a promising sale turns into no decision.

Work from researchers at Princeton, Harvard, and the University of Chicago helps explain what might be going on when this occurs: two different decision-making processes working side-by-side in your buyer’s brain are conspiring to slow down your momentum. To succeed, you need to address both.

This “dual-process decision making” is described in an article entitled, “Overcoming intuition: metacognitive difficulty activates analytic reasoning.” The article describes four different experiments that highlight the interaction of two different decision-making processes:

System 1 reasoning, which leads to fast, associative, and intuitive decisions

System 2 reasoning, which is slow, effortful, analytic, and deliberate

A key finding of the research is that “…deliberative and analytical systems of reasoning (System 2) can override or undo intuitive and associative (System 1) responses.” And the more complex the decision, the more likely this will happen.

This has big implications for your selling conversations, and helps explain why your buyer’s enthusiasm wanes as you move through your sales cycle. When your customer is confronted with a complex buying decision, she first makes a fast System 1 decision (hopefully in your favor). But this then sets off alarm bells and activates her slower System 2 thinking processes. And that slower, more analytical thinking trumps the faster decision, and slows down or stalls your sale.

To be successful you must be prepared to have conversations that influence both System 1 and System 2 decision-making:

First, you must provoke the “fast thinking” part of your customers’ brains, and get them to make positive, quick decisions to continue the conversation. The best way to accomplish this is with a powerful, disruptive, visual story that causes your customers to recognize that something they are doing is wrong, and that they need to consider changing.

But then, realizing that this disruption triggers alarm bells in your customers’ brains that activate the slower, analytical decision-making, you need to be ready to finish the job with a more detailed, yet easy-to-understand back-up story that justifies the initial decision, and shows how you can solve the problem and demonstrate bottom-line impact.

Do you want to close more business quicker, and reduce the number of “no decisions” in your funnel? Then make sure you’re prepared to have sales conversations that address both fast and slow decision making.

Find out more about creating and executing more effective selling conversations here.

d2d sales agency in Pune

d2d sales agency in mumbai

one to one marketing , campus advertisement, b2c promotional, online product presentation,

Business Parks selling, one 2 one brand Activation, Human Resource Audit

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 Companies in Kondhwa

Covert and Public Service Advertising

As evident from the word “covert”, this type of advertising aims to integrate the advertising with the non-promotional mediums. This practice is most-commonly found in films. For example, billboards of the products may be shown in the film for a prolonged period of time. Or a character in the film may mention the name of the brand again and again. At other times the director may present the product as an integral part of the film. For example, the cars featured in several action flicks. Remember the Cadillac in Matrix Reloaded and BMWs in James Bond movies.

It is a fact that these tactics seem to be high profile and also seem to require a lot of bucks. Only established brand names have used such form of advertising. Not everyone has the financial prowess to use this form of advertising. However, there are ways through which you can also promote your product or service. Maybe contributing an article in local daily will work well for you. You can mention your brand quite subtly there. On the Internet too, covert advertising is a hot trend. You can blog about the product or ask a well-known blogger to write about your product or service. However, this should be done inconspicuously.

As opposed to covert advertising, public service advertising aims at spreading awareness about issues that are relevant to public interest. Such ads may quote a political viewpoint, a philosophy, or a religious concept. Such humanitarian ads are usually broadcasted on the radio or television, though they can also appear in newspapers and magazines. A PSA or Public Service Announcement is aimed to alter public attitudes on issues ranging from health, safety, and conservation.

Most of the PSA ads use celebrities in order to gain attention. Others focus their ads on the risks that can come to men, women, and children. In recent years, it has become quite common in US to broadcast the public service ads just after or in between the programs that relate to public service in any way. They provide information such as the toll free help lines, websites and addresses. In general, the public service ads are about rape, HIV, cancer, child abuse, domestic violence, and civil rights.

While public service advertising is not as popular as paid advertising, it should be given due importance. All across the world, such type of advertising is now widely used. In fact, in US, public service advertising was once a requirement if the radio and television stations were to get their licenses from Federal Communications Commission (FCC).

Public Service Advertising should carry a short and to the point message. The advertisement should be made keeping the target audience in mind. As it is not about buying a product but a change in the attitude altogether, the advertisements have to be amply clear and the message should prompt the people to take a step forward. If the shift in the mindsets of people does not happen, then the ad is not conveying the message properly. For this reason, the PSA’s are often dramatic and expressive.

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Articales from http://www.managementstudyguide.com

Consultative Selling Process

Consultative Selling Process

Consultative selling has been the new buzz word doing rounds in marketing and sales circles. Lawyers and consultants have always been selling their services by consulting. However, this has now been recognized as an important attitude and orientation that every salesman, all business managers and organizations need to possess. Organizations for long have realized the need to be customer oriented and customer focused in their total approach. Now they have gone one step ahead to practice what is called consultative selling, whereby they engage the customer, get into his shoes to identify the needs and problems and using this knowledge to build solutions that involve the products and services offered by the buyer organization. In this process, the customer and his problems or needs take the first priority over selling the product or service. Secondly everyone looks at the total solution and the product or services being sold become incidental to the solution.

The best examples or case for consultative selling comes perhaps from high tech and software as well as logistics fields. Logistics and supply chains are the backbone of every industry and organizations.

Logistics players have long since realized the need to provide a whole gamut of integrated logistics supply solutions to the clients in order to be effective. Gone are the days when logistics companies were handling particular segment of transportation or trucking etc. Today’s logistics players or the 3 PL service providers offer all products and services from transportation, customs clearance, warehousing, packing, kitting, semi-assembly operations to distribution, freight management as well as sales order processing and dedicated customer service operations as single window service providers to multinational companies. 3PL companies today no longer sell stand alone products or services in the market. When they talk to a client like Wal-Mart, they talk about doing Purchase order management with Wal-mart’s suppliers in China, India, Mexico and other countries, consolidating freight at each of the countries, shipping, customs clearance at the point of Origin as well as destination right up to delivery, unpacking or warehousing at local distribution center and making just in time supplies to Wal-Mart’s retail locations based on replenishment orders or call offs. To be able to manage multiple vendors, multiple country locations and ensuring that the documentation, information and reports transmission to all concerned from origin offices as well as to ensure that the shipments are tracked and managed at each leg of the journey while keeping the customer aware of the status at all times, they invest on technology solutions that connect all the offices, branches as well as teams online at all times. Customized applications as well as dedicated customer service teams manage to ensure that they deliver their commitments as per the agreed timelines and KPIs.

The sales effort for winning this kind of a global account with global operations cannot be done in one meeting or by giving presentation about each product. The 3PL solutions design team headed by the sales manager has got to meet with the client’s team several times, understand the business, the needs, requirements, timelines as well as the cost considerations as well as all other parameters that are required to be met. The solutions design team then works on building a solution that optimizes the freight and meets with the client’s requirements. The detailed solution design takes several weeks of preparations by a team that has expertise of managing supply chain solutions from each country. In fact the solution design will come up with multiple options and solutions or may design different solution for each country taking into consideration local factors that makes the solution unique to each country. The solution design team readies detailed presentations covering various options, details pros and cons, advantages and disadvantages of each solution and presents to the customer. Thus the solution design itself becomes the sales process. The selling process is a consultative one.

Speak to Your Buyer’s Situation—Not Their Disposition

Or, why your persona-based approach could mean your customer conversations are missing the mark

The great persona crackup continues.

Even two years ago, when the average buying group size in B2B deals was said to be more than five, B2B organizations high on a persona-based messaging approach had a lot of message tailoring to do. And, if you’ve held fast to persona-based messaging, you now have even more. That’s because the average of number of decision-makers involved in B2B purchasing decisions has crept up to almost seven, by some counts.

As complex sales get ever more complex, the risk of relying on hyper-segmented messaging becomes that much more pronounced. Why? Because the reality of having more decision-makers involved in B2B deals only complicates the job of any marketer or sales pro trying to disrupt their prospects’ current situation and drive consensus among disparate stakeholders. In this case, multiple personas and other forms of hyper-segmented messaging won’t relieve the complexity—they will aggravate it.

Fundamental Attribution Error

Here’s the risk associated with focusing on a wider set of persona-based needs: Stakeholders within the buying committee ultimately need to unite, but will struggle because they are receiving drastically different tracks of information throughout the buying process. Far from binding these decision-makers together, this splintered messaging approach might actually drive them apart by underscoring where and how their needs bifurcate.

That’s not a prescription for consensus. It’s a prescription for a standstill, and deals sputtering out into “no decision”—which is the biggest threat to your marketing and success. One major analyst firm actually identified a negative impact on deals when you over-tailor your messages to individual personas.

The problem also has a scientifically proven cause called the Fundamental Attribution Error.

Behavioral economics researchers have proven that we tend to attribute human behaviors and decisions, good or bad, to someone’s personality or disposition, when they’re far more likely to be shaped by situational factors.

In fact, tests prove that you overestimate the effect of a person’s personality on their behaviors and decisions while underestimating the influence of their situation on those same actions.

There’s a parallel between this concept and persona-based messaging.

By segmenting your messaging based on decision makers’ titles, roles, and responsibilities, you run the risk of committing the Fundamental Attribution Error by assuming their “disposition-based needs” are more influential in the buying process than the “situational challenges” they share with the other decision team members.

Here’s an example of what I mean: Let’s say you’re responsible for selling marketing automation software to help manage a company’s marketing campaigns, social presence, and demand generation programs. You build messages for all the typical buying influencers within the deal, starting with the company’s marketing executive, and you identify key performance indicators such as increasing lead generation volume, expanding marketing-sourced pipeline impact and improving the quality and conversion of leads to closed business.

Your background research doesn’t stop there. Because this is a big-ticket martech item, you also need to consider the financial decision maker and the IT decision maker, not to mention the marketing operations user. So you build three more “talk tracks” for these individuals.

Keep in mind: This requires a major lift in terms of messaging and content creation. The expectation is that you’ll become fluent enough to toggle between your stories and conversations depending on which person you’re meeting with.

Problem is, none of this messaging has anything to do with the situation. It’s all about the disposition of individuals—and that’s not what affects behavior change. A more compelling “why change” story will create uncertainty about the company’s flawed current approach—which all influencers feel—instead of appealing to individuals’ professional dispositions. For example, if you build a generic, KPI-based story around “improving marketing-generated pipeline,” you might spark your prospect’s excitement, but you won’t drive action unless you can show how their established approach puts them at risk relative to the outcomes they want.

For example, when it comes to “situations” buying committees might share, it could be that your prospects are using 10-year-old automation technology. If so, there are specific gaps and deficiencies associated with this aging automation situation that are completely different from the circumstances if your prospect is, say, still using database files and spreadsheets to manage the company’s marketing efforts. And this is different still if your prospects just purchased your competitor’s solution within the last 18 months.

The point is, these sorts of situation are different enough that they will drastically alter your core message, based on what your prospects are experiencing. These situations are also what trigger your prospects’ survival instinct, making them see that the need to change is based more on the situation they’re in than on anything to do with their job title. By messaging to these shared situations, you will build consensus and compel buyers to act.

To persuade buyers to rally together and embrace change, you need to identify the higher order business challenges that stem from their shared situation they are trying to improve, rather than messaging to individual sets of needs tied to each of their unique roles or dispositions.

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Business Parks selling, one 2 one brand Activation, Human Resource Audit