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 Hadapsar

The Good Guy Discount and What it Says About Negotiating

Last year, This American Life broadcast a segment in which one of the programs reporters went to several stores, making purchases and asking for a so-called good guy discount.

The idea is to establish a fast rapport between yourself and the salesperson, based on the supposition that youre both good guys, and that good guys do good guy things, like provide discounts to affable strangers.

Most attempts turned out unfavorably. Theres a decent chance that many of us, if we were to try the tactic, might have a similar fate. Then again, maybe not. After all, how can you know unless you try? The problem is, our built-in fear of rejection could intervene and prevent us from ever doing so.

The same is true in sales negotiations, when tension and pricing pressure often rise rapidly. In this context, fear of being rejected can turn costly if it forces you to set lower price targets to appease prospects.

The good news is that we dont have to accept fear of rejection as our lot in life. The article also profiles a New York Daily News reporter who grew up watching his mother and father successfully negotiate discounts, time and again. What he discovered by watching them was that whatever fears he had about rejection were basically unfounded, and far less dire than his instincts led him to believe.

Once a salesperson has the same epiphany, it can free you to employ some of these negotiation techniques to help you thrive as the tension rises:

Set high targets. Overcoming the fear of rejection helps you change your attitude about setting high targets and expanding your prospects range of reason. One way to set high targets is to anchor your solutions with specific, compelling insights or data that reinforce your value. Remember, you only get one chance to anchor a high target, so its best to drop a powerful anchor early, when you have the most control over your buyers perception of value.

Share information skillfully. When your customer asks your price, your natural reaction may be to give them a ballpark figure. But this could backfire by shifting the conversation only to price, potentially setting you up for a bake-off with your competition that erodes your value (assuming you win the business at all). Instead of directly addressing your prospects price request, try refocusing the conversation on process. Acknowledge the importance of price and then get their approval to delay the price question until later, when youll have a better picture of the solution needed to solve their business problems.

Clarify your value. When you present prospects with a long list of reasons to buy from you, they dont get more excited. This actually slows down the decision-making process, enhances buyer skepticism and feeds into their status quo bias. In settings where consumers know the message source has a persuasion motive, the optimal number of positive claims is three. In sales negotiations, try summarizing your value in your three most compelling claims or data points.