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 bosari

Advertising Agencies – Meaning, its Role and Types of Agencies

The work of a tailor is to collect the raw material, find matching threads, cut the cloth in desired shape, finally stitch the cloth and deliver it to the customer.

Advertising Agency is just like a tailor. It creates the ads, plans how, when and where it should be delivered and hands it over to the client. Advertising agencies are mostly not dependent on any organizations.

These agencies take all the efforts for selling the product of the clients. They have a group of people expert in their particular fields, thus helping the companies or organizations to reach their target customer in an easy and simple way.

The first Advertising Agency was William Taylor in 1786 followed by James Jem White in 1800 in London and Reynell & Son in 1812.

Role of Advertising Agencies

1. Creating an advertise on the basis of information gathered about product

2. Doing research on the company and the product and reactions of the customers.

3. Planning for type of media to be used, when and where to be used, and for how much time to be used.

4. Taking the feedbacks from the clients as well as the customers and then deciding the further line of action

All companies can do this work by themselves. They can make ads, print or advertise them on televisions or other media places; they can manage the accounts also. Then why do they need advertising agencies? The reasons behind hiring the advertising agencies by the companies are:

The agencies are expert in this field. They have a team of different people for different functions like copywriters, art directors, planners, etc.

The agencies make optimum use of these people, their experience and their knowledge.

They work with an objective and are very professionals.

Hiring them leads in saving the costs up to some extent.

There are basically 5 types of advertising agencies.

1. Full service Agencies

Large size agencies.

Deals with all stages of advertisement.

Different expert people for different departments.

Starts work from gathering data and analyzing and ends on payment of bills to the media people.

2. Interactive Agencies

Modernized modes of communication are used.

Uses online advertisements, sending personal messages on mobile phones, etc.

The ads produced are very interactive, having very new concepts, and very innovative.

3. Creative Boutiques

Very creative and innovative ads.

Small sized agencies with their own copywriters, directors, and creative people.

4. Media Buying Agencies

Buys place for advertise and sells it to the advertisers.

Sells time in which advertisement will be placed.

Schedules slots at different television channels and radio stations.

Finally supervises or checks whether the ad has been telecasted at opted time and place or not.

5. In-House Agencies

As good as the full service agencies.

Big organization prefers these type of agencies which are in built and work only for them.

These agencies work as per the requirements of the organizations.

There are some specialized agencies which work for some special advertisements. These types of agencies need people of special knowledge in that field. For example, advertisements showing social messages, finance advertisements, medicine related ads, etc.

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Articales from http://www.managementstudyguide.com

Challenges in Consultative Selling

Consultative sales process calls for putting yourself into customer’s shoes and understanding his problems, needs and expectations to be able to design and build a solution that meets with all of the requirements and expectations of the customer. A consultative salesman plays the role of a consultant to the customer rather than a salesman who is just selling his product.

The consultative sales process differs from the traditional sales process in many ways. The salesman gets an in depth knowledge of the customer’s business as well as a fair understanding of the customer, his business environment etc. Selling to the customer using consultative sales process calls for building and managing a relationship with the customer. In the process of managing the relationship, the consultative salesman has got to learn to understand and manage the emotions of the customer too. In most cases, the customers actions and reactions to buying turns out to be a mixture of practical need based as well as emotional decision. Human emotions always play an important role in every activity and this holds good in the case of consultative sales process too.

Closing the sales process after sales presentation and negotiations calls for obtaining the customer’s commitment or confirmation to purchase from you. This critical phase needs to be developed and managed carefully by the salesman. You will have taken time to discuss the solution proposed with your customer, answered every question, handled every objection and managed every concern expressed by the customer and reached a consensus with the customer with regard to your solution. The customer will go through the negotiations stage too with expert handling and guiding by you the sales manager. However when it comes to making that commitment, most customers tend to postpone or take a back seat.

Customers may have a lot of reasons that prompt them to abstain from making the commitment. The reasons can vary from a personality issue to, lack of confidence, their own fears and anxiety etc. There can also be other factors such as internal organizational politics or environment that can hinder decision making by the customer. These are the soft issues that you as the salesman will need to learn to handle and still reach your goal of getting the customer to close the deal with the commitment.

As a consultative salesman you will need to develop not only your sales skills, but more importantly people’s management and emotions management skills. Apart from your technical abilities, product knowledge and professional skills, it is your soft skills that aid you in closing a deal successfully with your customer.

In most cases, it is the customers who shy away from making the commitment. However there are several situations where in the inexperienced salesmen fail to get the customer to sign on the dotted lined. This happens simply because they forget that they have to ask the customer to commit. After presenting the solution you will go on to building consensus with the client and get him to accept your solution. Then comes the price negotiations phase. Once you have settled the pricing issues, it is your duty as the salesman leading the process to ask the customer for a commitment. Your inability or inexperience in being able to ask the customer for commitment can become a reason for the deal to fizzle out. Unless the customer is ready and in a hurry to get your solution implemented or has an urgent need for it, he is likely to put off his decision to commit to you. This is therefore the most important test for the consultative salesman.

Why The Election Polls Were So Wrongand What It Has To Do With Your Sales and Marketing Strategy

Fact: Up to election day, a host of prominent polls had Hillary Clinton leading, in some cases by as much as double digits, in the key battleground states of Ohio, Wisconsin, Pennsylvania, Florida, Iowa and Michigan. Her campaign used those numbers to influence their strategy in the final days of the election. The other campaign challenged the status quo and forged ahead with their strategy in those key areas. The campaign that believed the polls ended up losing all six battleground states and ultimately the presidential election. So what happened?

Lets start here, in an interview IBM conducted with Stephen Dubner, co-author of Freakonomics and Superfreakonomics.

Declared preferences are what people say theyll do and revealed preferences are what they actually do. Yes, the gap can be very wide Its not that we lie necessarily; its just that our behavior doesnt always follow our stated intentions, especially when our behavior isnt being observed.

And

The worst data are generally self-reported data; the best are data that come from actual behavior and can be verified.

Fair warning: Your revenue engine is headed for trouble if youre using survey data disguised as research from experts to determine your marketing and sales strategy. Following this path, you could suffer the same outcome as shown in the video above. Let me be clear: surveys or polls are good for some things (we use them); they are just highly inaccurate at predicting human behavior. Surveys predict what a person thinks (declared), not what a person will do (revealed). Surveys are so unpredictable because we are so unpredictable at predicting our own behavior, even after the fact, which is known as hindsight bias. That becomes a big, messy web of unpredictables!

The point is we overestimate our ability to forecast what we think we will do. In fact, we just suck at predicting what we will actually doeven when it comes to something as basic and important as voting for the President.

Therefore, trusting your marketing and sales strategy, the revenue engine of your company, to the research gleaned from a survey or poll is potentially putting your company at risk. You see it all the time: the research we conducted with 5,000 B2B executives said that buyers do this and that, or we asked 7,000 B2B customers who your most successful people are. Do your most successful people do this or that? Once again, you get results back from the survey, questionnaire, or poll, called research, and what does it tell you? The opinion, at that given moment in time, of the people who answered it.

Again, we overestimate our ability to predict behaviors, but sometimes we rely on surveys and polls to make critical decisions or just to validate what we believe. Hillary Clintons campaign team used their internal polls, as well as the polls from external sources, to validate what they believe, and were over-confident. They believe the election would be a landslide. It was, just not the way they thought it would be, in what is now called the biggest political upset in American history (not my words).

So here is the challenge: Shift through the noise and look for distinctions between declared preference (what we say we will do) vs. revealed preference (what we will actually do). Polls and surveys and other forms of voice of the customer have some utility in terms of gaining understanding. However, the findings that flow from revealed preference (observed behavior) are scientifically credible, and generate authoritative and high-value insights. This is real researchyou dont see it often because it is VERY difficult to do!

Its no secret humans are complex, emotional and confusing as hell. We say one thing and do anotherall the time! So, the next time someone comes to you with the latest research on how you should execute your marketing and/or sales strategy, ask them this: Is it based in science? Have you tested that science by observing the behavioral outcomes (revealed preference), and is it proven in the real world with quantifiable, third-party results? If not, you are betting a whole lot on what people think, not on what they do, and you too could be headed for the same fate as the biggest political upset in American political history.

Conversations That Win! Based in science, tested (revealed preference) and proven!

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