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 customers 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 buyers 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 buyers 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 youre 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.