Category: Loyalty Card Solutions

Face to Face Marketing and Door to Door Marketing 

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

We convert potential customers to sustainable clients in the shortest space of time( door to door sales, door to door selling company ). 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. door to door selling company 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 agencies in Shirur

“Singin’ In The Rain”

Last week in Scottsdale it was 98 degrees and sunny for 98 percent of the time. The 2 percent of time when it wasn’t bright and broiling happened sometime between 8:30 and nine on Tuesday morning. That’s when the clouds swept in and the rain started falling, the lightning flashed and the thunder rolled…and one man in a yellow rain coat didn’t seem to mind it a bit.

Like the great Gene Kelly, Tim Riesterer was “singin’ in the rain.” See Tim’s full keynote here:

Tim asked the audience to consider some questions about that Hollywood icon: What made Kelly so dynamic as a performer? Why do we remember him today? What made him different?

Well for one, he had a repertoire of skills that few of his peers could match. The man could act, dance and sing, and he could do all three at a high level. The combination of talents cemented Kelly’s legacy as one of Hollywood’s original “triple threats.”

Just as Kelly’s triple threat status distinguished him in show business, your ability to mold yourself into a sales triple threat could set you apart in your line of work. Because if you think about it, there’s a set of performance skills that you, as salespeople, need to master to make the impact you need across the buying cycle.

What does it take to create a team full of sales triple threats? As Tim emphasized at #CTW16, it comes down to three pillars that will help you break away from old training formulas that are holding your customer conversations back:

Competency Models, instead of a generic role- or responsibilities-based curriculum—Base your competency model around the three “value conversations” salespeople need to master to articulate value across the buying cycle (creating pipeline, building compelling executive proposals, and protecting margins as pricing pressure builds). Learn more about these critical moments here.

Custom Learning Paths based on performance indicators, instead of arbitrary learning paths—With a competency model in place, you can replace outdated learning paths with custom learning paths designed to up-skill salespeople in the areas where they actually need performance improvements.

Flexible Learning Modalities, relying only on less nimble training and skills reinforcement concepts — Time out of the field is the biggest enemy of a great training program, as 56 percent of companies who experience a training shortfall indicated in a recent Corporate Visions survey. That’s why being able to push virtual, modular content to each of your reps as soon as an acute performance challenge is identified is so important. You can keep your reps sharp on the skills most vital to their success, without removing them from the field.

Learn about some of the biggest training challenges companies are up against—and how you can overcome them—in our infographic.

door to door selling company in Pune

door to door selling company in mumbai

Loyalty Card Solutions , Mall Advertisement, Product sampling, retail sales,

B 2 C Activation, Local Marketing, Connected Marketing Solutions

Face to Face Marketing and Door to Door Marketing 

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

We convert potential customers to sustainable clients in the shortest space of time( door to door sales, door to door selling company ). 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. door to door selling company 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 agencies in warje

Geographic Segmentation

Definition: Geographic Segmentation

Geographic segmentation in marketing is dividing the market on the basis of regions or geographies. Geographic segmentation can be classified by parameters like countries, states, cities, villages, urban / rural, climatic conditions, density of population. This type of segmentation helps to reach out to customers living in a similar region or area and have identical needs.

Importance of geographic segmentation

People living in the same area or region often have similar needs and requirements. Certain products are made specifically for a purpose best suited to needs of the people living in a certain region. Hence, geographic segmentation helps identify those set of customers who are living in a particular region or area or place and also have similar features like weather, climate etc.

Geographic segmentation is one of the four types of market segmentation. The other three are demographic segmentation, behavioral segmentation and psychographic segmentation

Geographic segmentation parameters

Since this type of segmentation depends upon the region or areas, below are the parameters related to geographic segmentation:

1. Country- Certain companies make products or services which are specific to only a country. This type of geographic segmentation helps target people from a specific country

2. City- Cities offer a huge potential market to companies. Hence companies often select specific cities for their products or services

3. Villages- Some villages can be identified by companies which give the best set of customers to companies to their business with.

4. Urban/ Rural- Certain products or services can be offered only to the urban population and certain products are rural area specific

5. Climate and weather- Companies use this type of geographic segmentation and identify customers of a region with similar climatic conditions. Areas based on climate can be hot, cold, humid etc and based on weather can be snowfall, rainfall, desert etc regions

6. Population density- Depending upon the number of people in an area or region, companies can use density of population as a parameter to effectively segment the market.

The above image shows the various parameters used in geographic segmentation.

Advantages of geographic segmentation

The benefits of segmenting the market on the basis of geography, areas and regions are:

1. It helps identify people living in a similar region who mostly have similar needs and wants

2. Geographic segmentation means companies can concentrate their spending in a particular region which can enhance brand visibility significantly

3. Since geographies are well defined through borders, climate, topography etc it becomes easier for companies to identify them and find out potential customers

4. Densely populated areas can lead to huge market potential for a company to offers its products or services

Disadvantages of geographic segmentation

The certain drawbacks of segmenting on the basis of geography are:

1. This does not highlight the buying behavior, needs or wants of a customer. People living in the same region can have different requirements

2. Weather in a region keeps on changing and there have been climatic changes also. Hence simply having geographic segmentation will not be a good solution for a marketing company.

Geographic segmentation examples

There can be several way in which this topic can be understood. Certain examples of geographic segmentation are:

1. Country- Sarees are sold in countries like India, flags are sold only in their respective country etc

2. Cities- Replicas of Eiffel Tower will be sold in Paris, products depicting Taj Mahal will do well in Agra etc

3. Villages- Companies doing sugar business can target villages growing sugarcane, tea manufacturing companies can target tea farms etc

4. Urban/ Rural- Hand pumps are required in rural areas, stores of premium watch or car brands can be opened in urban areas etc

5. Climate and weather- Beachwear can be sold in areas close to the sea, sweaters in cold regions, raincoats in areas receiving high rainfall, ice-creams in hot regions etc

Hence all these above examples help to understand the concept of geographic segmentation.

Brand Equity – Meaning and Measuring Brand Equity

Returns to the Share-Holders.

Evaluating the Brand Image for various parameters that are considered significant.

Evaluating the Brand’s earning potential in long run.

By evaluating the increased volume of sales created by the brand compared to other brands in the same class.

The price premium charged by the brand over non-branded products.

From the prices of the shares that an organization commands in the market (specifically if the brand name is identical to the corporate name or the consumers can easily co-relate the performance of all the individual brands of the organization with the organizational financial performance.

OR, An amalgamation of all the above methods.

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

Articales from http://www.managementstudyguide.com

Sales Management End of Year Checklist

Sales Management End of Year Checklist

While I was working on ideas for the next few blogs it occurred to prepare a series based upon the end of the year and the start to 2017. Depending upon the person and the conditions in their sales organization each article may or may not be pertinent. I decided to start with a Sales Management End of Year Checklist.  The following checklist is not in any priority format, but simply a quick read list and a set of recommended actions for any executive or sales leader as they plan for 2017. I have attempted to provide a list of resources, downloads or offers to assist in providing value and support for all of our readers. If you have other ideas or suggestions please comment within the blog so that all of our readers can benefit.

?       Evaluate your sales team.  What does each salesperson need to enhance their productivity in 2017?  Who are keepers, who are laggards?  I like to recommend that Sales Managers create a Personal Development Plan for each person, if you need a template Ken@AcumenMgmt.com

?       Is your compensation plan working?  Did it achieve your goals for 2016? In 2017 are the strategic goals of the company changing? Do I have to alter the sales compensation plan to help achieve the new goals? Take our online Sales Compensation Audit   to determine any weak points or check out our blog for new ideas and select Sales Compensation category.

?       Is your 2017 overall Business Planning in progress?  Assess your entire business and develop a score by department using our online Business Assessment.

?       Need to prepare a 2017 Sales Business Plan? Ask me for a template Ken@AcumenMgmt.com

?       Concerned about 2016’s tendency to not achieve quota each month or your inability to Predict Revenues? Download our List of the Top 40 Actions Sales Managers must activate to build a high performance sales team.

?       How many new salespeople do you need to hire during 2017?  Do you have a recruiting marketing plan in place? How strong is your interviewing process and skills?  Watch a video on recruiting and interviewing to help improve your organization.

?       If you are hiring, then you must tighten up your new hire on-boarding process, this must be a priority for any sales organization, you can find a template on our Sales Managers Tool Kit. There are over 40 robust tools located in the tool kit.

?       Time to plan your 2017 Sales Kick Off event; you need to have a theme for the year, make it fun, motivational and educational.  Set the tone for your team at your kick off meeting, my blog has many ideas for this kind of event or ask for ideas or speakers for the meeting, select Sales Kick Off Ideas category

?       Does your sales team need new formal sales training? Check out two sites for an online video training courses that offer low cost, mobile access and adult training methodology. www.ChannelEQ.co or Sales Gravy University

?       HINT: at your 2017 Sales Kick Off Meeting you should have your entire Quarterly Sales Training Plan ready to hand out, topics must include: Sales Training, Product/Services Training and Sales Operations.

If you have questions on any if these ideas let me know.

This is the time of the year to evaluate your successes, determine what issues must be changed or improved, and finish planning for the new year and also by the way…… exceed your 2016 quotas!

Have fun and go sell something!

Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 19 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for organizations throughout the world.

door to door selling company in Pune

door to door selling company in mumbai

Loyalty Card Solutions , Mall Advertisement, Product sampling, retail sales,

B 2 C Activation, Local Marketing, Connected Marketing Solutions

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 agencies in Shirur

“Singin’ In The Rain”

Last week in Scottsdale it was 98 degrees and sunny for 98 percent of the time. The 2 percent of time when it wasn’t bright and broiling happened sometime between 8:30 and nine on Tuesday morning. That’s when the clouds swept in and the rain started falling, the lightning flashed and the thunder rolled…and one man in a yellow rain coat didn’t seem to mind it a bit.

Like the great Gene Kelly, Tim Riesterer was “singin’ in the rain.” See Tim’s full keynote here:

Tim asked the audience to consider some questions about that Hollywood icon: What made Kelly so dynamic as a performer? Why do we remember him today? What made him different?

Well for one, he had a repertoire of skills that few of his peers could match. The man could act, dance and sing, and he could do all three at a high level. The combination of talents cemented Kelly’s legacy as one of Hollywood’s original “triple threats.”

Just as Kelly’s triple threat status distinguished him in show business, your ability to mold yourself into a sales triple threat could set you apart in your line of work. Because if you think about it, there’s a set of performance skills that you, as salespeople, need to master to make the impact you need across the buying cycle.

What does it take to create a team full of sales triple threats? As Tim emphasized at #CTW16, it comes down to three pillars that will help you break away from old training formulas that are holding your customer conversations back:

Competency Models, instead of a generic role- or responsibilities-based curriculum—Base your competency model around the three “value conversations” salespeople need to master to articulate value across the buying cycle (creating pipeline, building compelling executive proposals, and protecting margins as pricing pressure builds). Learn more about these critical moments here.

Custom Learning Paths based on performance indicators, instead of arbitrary learning paths—With a competency model in place, you can replace outdated learning paths with custom learning paths designed to up-skill salespeople in the areas where they actually need performance improvements.

Flexible Learning Modalities, relying only on less nimble training and skills reinforcement concepts — Time out of the field is the biggest enemy of a great training program, as 56 percent of companies who experience a training shortfall indicated in a recent Corporate Visions survey. That’s why being able to push virtual, modular content to each of your reps as soon as an acute performance challenge is identified is so important. You can keep your reps sharp on the skills most vital to their success, without removing them from the field.

Learn about some of the biggest training challenges companies are up against—and how you can overcome them—in our infographic.

door to door selling company in Pune

door to door selling company in mumbai

Loyalty Card Solutions , Mall Advertisement, Product sampling, retail sales,

B 2 C Activation, Local Marketing, Connected Marketing Solutions

Face to Face Marketing and Door to Door Marketing 

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

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

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

What I saw that day changed my life forever.

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

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

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

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

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

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

Inviting
Informative
Enjoyable

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

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

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

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

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

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

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

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

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Geographic Segmentation

Definition: Geographic Segmentation

Geographic segmentation in marketing is dividing the market on the basis of regions or geographies. Geographic segmentation can be classified by parameters like countries, states, cities, villages, urban / rural, climatic conditions, density of population. This type of segmentation helps to reach out to customers living in a similar region or area and have identical needs.

Importance of geographic segmentation

People living in the same area or region often have similar needs and requirements. Certain products are made specifically for a purpose best suited to needs of the people living in a certain region. Hence, geographic segmentation helps identify those set of customers who are living in a particular region or area or place and also have similar features like weather, climate etc.

Geographic segmentation is one of the four types of market segmentation. The other three are demographic segmentation, behavioral segmentation and psychographic segmentation

Geographic segmentation parameters

Since this type of segmentation depends upon the region or areas, below are the parameters related to geographic segmentation:

1. Country- Certain companies make products or services which are specific to only a country. This type of geographic segmentation helps target people from a specific country

2. City- Cities offer a huge potential market to companies. Hence companies often select specific cities for their products or services

3. Villages- Some villages can be identified by companies which give the best set of customers to companies to their business with.

4. Urban/ Rural- Certain products or services can be offered only to the urban population and certain products are rural area specific

5. Climate and weather- Companies use this type of geographic segmentation and identify customers of a region with similar climatic conditions. Areas based on climate can be hot, cold, humid etc and based on weather can be snowfall, rainfall, desert etc regions

6. Population density- Depending upon the number of people in an area or region, companies can use density of population as a parameter to effectively segment the market.

The above image shows the various parameters used in geographic segmentation.

Advantages of geographic segmentation

The benefits of segmenting the market on the basis of geography, areas and regions are:

1. It helps identify people living in a similar region who mostly have similar needs and wants

2. Geographic segmentation means companies can concentrate their spending in a particular region which can enhance brand visibility significantly

3. Since geographies are well defined through borders, climate, topography etc it becomes easier for companies to identify them and find out potential customers

4. Densely populated areas can lead to huge market potential for a company to offers its products or services

Disadvantages of geographic segmentation

The certain drawbacks of segmenting on the basis of geography are:

1. This does not highlight the buying behavior, needs or wants of a customer. People living in the same region can have different requirements

2. Weather in a region keeps on changing and there have been climatic changes also. Hence simply having geographic segmentation will not be a good solution for a marketing company.

Geographic segmentation examples

There can be several way in which this topic can be understood. Certain examples of geographic segmentation are:

1. Country- Sarees are sold in countries like India, flags are sold only in their respective country etc

2. Cities- Replicas of Eiffel Tower will be sold in Paris, products depicting Taj Mahal will do well in Agra etc

3. Villages- Companies doing sugar business can target villages growing sugarcane, tea manufacturing companies can target tea farms etc

4. Urban/ Rural- Hand pumps are required in rural areas, stores of premium watch or car brands can be opened in urban areas etc

5. Climate and weather- Beachwear can be sold in areas close to the sea, sweaters in cold regions, raincoats in areas receiving high rainfall, ice-creams in hot regions etc

Hence all these above examples help to understand the concept of geographic segmentation.

Brand Equity – Meaning and Measuring Brand Equity

Returns to the Share-Holders.

Evaluating the Brand Image for various parameters that are considered significant.

Evaluating the Brand’s earning potential in long run.

By evaluating the increased volume of sales created by the brand compared to other brands in the same class.

The price premium charged by the brand over non-branded products.

From the prices of the shares that an organization commands in the market (specifically if the brand name is identical to the corporate name or the consumers can easily co-relate the performance of all the individual brands of the organization with the organizational financial performance.

OR, An amalgamation of all the above methods.

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

Articales from http://www.managementstudyguide.com

Sales Management End of Year Checklist

Sales Management End of Year Checklist

While I was working on ideas for the next few blogs it occurred to prepare a series based upon the end of the year and the start to 2017. Depending upon the person and the conditions in their sales organization each article may or may not be pertinent. I decided to start with a Sales Management End of Year Checklist.  The following checklist is not in any priority format, but simply a quick read list and a set of recommended actions for any executive or sales leader as they plan for 2017. I have attempted to provide a list of resources, downloads or offers to assist in providing value and support for all of our readers. If you have other ideas or suggestions please comment within the blog so that all of our readers can benefit.

?       Evaluate your sales team.  What does each salesperson need to enhance their productivity in 2017?  Who are keepers, who are laggards?  I like to recommend that Sales Managers create a Personal Development Plan for each person, if you need a template Ken@AcumenMgmt.com

?       Is your compensation plan working?  Did it achieve your goals for 2016? In 2017 are the strategic goals of the company changing? Do I have to alter the sales compensation plan to help achieve the new goals? Take our online Sales Compensation Audit   to determine any weak points or check out our blog for new ideas and select Sales Compensation category.

?       Is your 2017 overall Business Planning in progress?  Assess your entire business and develop a score by department using our online Business Assessment.

?       Need to prepare a 2017 Sales Business Plan? Ask me for a template Ken@AcumenMgmt.com

?       Concerned about 2016’s tendency to not achieve quota each month or your inability to Predict Revenues? Download our List of the Top 40 Actions Sales Managers must activate to build a high performance sales team.

?       How many new salespeople do you need to hire during 2017?  Do you have a recruiting marketing plan in place? How strong is your interviewing process and skills?  Watch a video on recruiting and interviewing to help improve your organization.

?       If you are hiring, then you must tighten up your new hire on-boarding process, this must be a priority for any sales organization, you can find a template on our Sales Managers Tool Kit. There are over 40 robust tools located in the tool kit.

?       Time to plan your 2017 Sales Kick Off event; you need to have a theme for the year, make it fun, motivational and educational.  Set the tone for your team at your kick off meeting, my blog has many ideas for this kind of event or ask for ideas or speakers for the meeting, select Sales Kick Off Ideas category

?       Does your sales team need new formal sales training? Check out two sites for an online video training courses that offer low cost, mobile access and adult training methodology. www.ChannelEQ.co or Sales Gravy University

?       HINT: at your 2017 Sales Kick Off Meeting you should have your entire Quarterly Sales Training Plan ready to hand out, topics must include: Sales Training, Product/Services Training and Sales Operations.

If you have questions on any if these ideas let me know.

This is the time of the year to evaluate your successes, determine what issues must be changed or improved, and finish planning for the new year and also by the way…… exceed your 2016 quotas!

Have fun and go sell something!

Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 19 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for organizations throughout the world.

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