Face to Face Marketing and Door to Door Marketing 

Professional Qualified Sales Experts present products and services, calling on companies using our proven door2door selling Solutions , door-to-door sales technique and door2door selling Solutions in mumbai.

We convert potential customers to sustainable clients in the shortest space of time( door to door sales, door2door selling Solutions ). 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. door2door selling Solutions 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 Shivaji Nagar

Executive Conversations and the Power of a Great Idea

Recall any Holiday gatherings, while growing up, when you were assigned a seat at the kids’ table?

It wasn’t the worst thing: The food was just as good, the banter often better. Still, whether you’re nine or 90, no one likes feeling inferior. So when you were at last promoted to the adult table, you were pretty thrilled. But you also knew that one mistake could get you relegated back to the short chairs.

Knowing this, you might’ve sensed it was time to elevate your conversation, realizing that if you acted and sounded like a child at the grownup table, you wouldn’t be sitting there for long. Or you’d simply be passed over as irrelevant.

Your salespeople need to adopt a similar mentality during executive conversations—those rare, potentially golden opportunities to speak to high-level prospects whose buy-in can swing the balance in your favor.

To have great conversations with executives—and to avoid getting delegated elsewhere—you have to enter their world and speak to their concerns. Just as in other phases of the buying cycle, the commodity conversation can pose a threat to your dialogue with C-suite buyers—but only if you let it.

In a recent eBook, Corporate Visions highlighted five myths that are limiting your success in selling to the C-suite. One of the myths we covered was the belief that “no budget means no opportunity.”

The persistence of this myth, according to Eric Beckman, VP of Products at Corporate Visions, is one reason so many C-suite conversations falter. Putting the brakes on the conversation this early in the cycle is always a bad idea, he explained, because it’s during these early phases of the decision-making process—the “what to do” or “should I do something different” stage—that executives are often most engaged.

“Contrary to the fact that executives are most often involved early in the decision-making process, too many sales organizations define an opportunity by whether or not the project is funded,” Beckman says. “The result is they engage way too late and miss the chance to actually create opportunities when executives are forming their vision for a new approach.”

Beckman added: “By the time an initiative has been funded, its requirements have already been defined, and possibly influenced by a competitor to align with their capabilities. You’re already late to the party.” That, he said, positions sellers to compete only on price, leading to discounting and non-differentiated conversations.

So the question of whether or not funding is available is really a distraction from what salespeople should be focusing on with executive conversations: Identifying unconsidered needs, giving buyers a compelling reason to break from the status quo, and then putting that into a meaningful business and financial context.

“Executives are the ones who set and prioritize budgets,” Beckman says. “Money will be found for investments that create measurable financial results for the business—the very results to which executive incentive compensation is often tied.”

Because executives have a personal stake in making decisions that bring positive financial results, they place a premium on good ideas. While Beckman said your idea doesn’t necessarily have to be fully developed, it should meet four key standards.

Great ideas in executive conversations should:

Link to an external factor or business initiative important to the executive’s area of direct responsibility

Represent new thinking, perhaps even a change in direction to achieve superior results

Seem credible, real and well thought-out

Not immediately be apparent that it should be delegated

By understanding what defines a powerful idea, and by proposing it early in your executive conversations, your salespeople position themselves as more than salespeople—they become consultants fit to explain the measurable business advantages of leaving the status quo.

door2door selling Solutions in Pune

door2door selling Solutions in mumbai

Loyalty marketing , B2B Advertising, B To B promotional, google advertising,

BTL Promotion, modern trade sales, Freelance HR Training

Face to Face Marketing and Door to Door Marketing 

Professional Qualified Sales Experts present products and services, calling on companies using our proven door2door selling Solutions , door-to-door sales technique and door2door selling Solutions in mumbai.

We convert potential customers to sustainable clients in the shortest space of time( door to door sales, door2door selling Solutions ). 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. door2door selling Solutions 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 agency in bosari

Distribution Channels – Meaning and Their Significance

Various marketing intermediaries are used in transferring the products from the hands of producers to the final consumers or industrial users. These marketing intermediaries carry alternate names such as wholesalers, distributors, retailers, franchised dealers, jobbers, authorised dealers and agents. Such marketing intermediaries compromise the distribution channel. These distribution channels minimize the gap between point of production and point of consumption, and thereby create place, time and possession utilities.

Role and Significance/Importance of Distribution Channels

Dristribution Channels perform a crucial role in the successful distribution and marketing of all products. They have various contacts, expertise and wider knowledge of the products. The rapidly growing markets and increasing complexities of distribution have increased the demand and requirement of the distribution channels.

The role of distribution channels can be summarised as follows:

1. Distribution channels offer salesmanship: The distribution channels offer pivotal role of a sales agent. They help in creating new products in market. They specialize in word of mouth selling and promotion of products. They assure pre-sale and post-sale service to the consumers. Since these channels are in direct and regular contact with the consumers, they do salesmanship very well and at the same time provide true and valuable feedback to the producers.

2. Distribution channels increase distributional efficiency: The intermediary channels ease the sales process as they are in direct contact with the customers. They narrow down the gap between producers and consumers both ecoomically and efficiently. These intermediaries reduce the number of transactions involved in making products available from producers to consumers. For instance, there are four producers who are targeting to sell their products to four customers . If there is no distribution channel involved, then there will be sixteen transactions involved. But if the producers use distribution channels, then the number of transactions involved will be reduced to eight( four from producer to intermediary and four from intermediary to customer), and thereby the transportation costs and efforts will also be reduced.

3. The channels offer products in required assortments: Just like the producers have expertise in manufacturing products, similarly the intermediaries have their own expertise. The wholesalers specialize in moving and transferring products from various producers to greater number of retailers. Similarly, the retailers have expertise in selling a wide assortment of goods in less quantity to a greater number of final customers. Due to the presence of distribution channels(wholesalers and retailers), it is possible for a consumer to buy the required products at right time from a store conveniently located(geographically closer) rather than ordering from a far located factory. Thus, these intermediaries break the bulk and meet the less quantity demand of the customers.

4. They assist in product merchandising: It is actually the merchandising by intermediaries which fastens the product movement from the retail shop desk to the customer’s basket. When a customer goes to a retail shop, he may be fascinated by the attractive display of some new product, may get curious about that new product, and he may switch over to that new product leaving his regular product. Thus merchandising activities of the intermediaries serve as a quiet seller at a retail store.

5. The channels assist in executing the price mechanism between the firm and the final customers: The intermediaries help in reaching a price level which is acceptable both to the producers as well to the consumers.

6. Distribution channels assist in stock holding: The intermediaries perform various other functions like financing the products, storing the products, bearing of risks and providing required warehouse space.

Thus, the distribution channels are a vital constituent of a firm’s comprehensive marketing strategy. They assist in expanding product reach and availability, as well in increasing revenue.

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

Articales from http://www.managementstudyguide.com

Tips to be a Successful Retailer

Tips to be a Successful Retailer

• Opening a retail store is no joke. It demands dedication, detailed study and meticulous planning. An individual must do his groundwork well. Plan things well in advance to avoid problems later on.
• It is important to do some kind of research work before taking the big leap. Browse through related websites to gain an in-depth knowledge.
• An individual must be well aware of the fundamentals of retail industry to have an edge over others. Short term courses in retail make an individual well versed with the basic concepts of retailing, store formats, visual merchandising and so on which eventually help him in the long run.
• Know what is happening around you. Keep yourself updated with the latest trends in the retail industry. Check out various fashion magazines, brochures, catalogues, newspapers for the latest developments.
• Know your target market well. Find out more about the tastes and preferences to meet their expectations.
• It is important to choose the right location for the store to ensure maximum walk-ins. Make sure the store is well connected by means of transportation. Don’t open store at a secluded place.
• Make sure there is adequate parking space near your store.
• Promote your store well. It is essential to create awareness of your brand amongst the customers for them to know about the brand’s existence. Devise strategies to make your brand popular amongst the masses.
• Create the company’s website and get your visiting cards printed.
• Set a budget for everything.
• The products stocked in the store and their display play an important role in attracting the customers into the store. A retailer must never compromise on quality of the merchandise. Visit various wholesalers to check out the latest trends. Pick up something which is unique and not available at any other store. Don’t stock things which are out of fashion. The merchandise should be as per the target market and location of the store.
• Visit few other retail outlets to get an idea about store designs and layouts.
• Hire trained employees for your store. The employees must be well aware of their roles and responsibilities for them to deliver their best. Motivate them from time to time through various training programmes, appraisals, incentives and other monetary benefits.
• Be patient and don’t rush into things.
• Plan your store layout well. Make sure there is ample space inside the store for the customers to move and shop freely.
• Don’t dump products. Use shelves, cabinets and almirahs to stock your merchandise.
• Be disciplined. Open your store on time and assign fixed timings for lunch and tea.
• Treat your customers as kings. Advise all the store members to be courteous with the customers. The sales representatives must assist the customers in their shopping and make sure they leave the store with a smile.
• Never oversell. Let the customers decide on their own what would look good on them.
• Manage your inventory well.
• It is important for the retailer to track the cash flow.
• Download various retail softwares to make your work easier and effective.

Sales Solution for Successful Selling

Success in selling isn’t always about a new strategy or technique.  Often success has to do with how well you plan and then how well you execute.  That isn’t to say that you should overspend your time planning.  In the words of General Patton:  “A well-thought out plan executed today is better than a perfect plan executed tomorrow.” But! You must have a plan.  In the world of sales and sales development that we live in at Anthony Cole Training Group, success in selling starts with your own personal success formula.

This isn’t complicated.  It is simple math. The challenge is that you, as an individual, or you as a BIG you – COMPANY YOU – have to be committed to collecting data.  The data that you collect has to be focused on sales activity (effort) and sales efficiency (effectiveness).  This is easy to do, but not so easy to implement, execute and then coach.

You start by identifying personal goals that require freedom of time and freedom of choice. In other words, having a goal to “be happy” is a nice goal, but I’m not sure I can translate that to a financial requirement.  Unless you decide that “being happy” means spending time on your houseboat in Lake Cumberland. Then, you need freedom of time and that freedom requires that you improve your sales effort and/or effectiveness.  (I know I’m getting a little off here, but stay with me…)  From personal goals, you then have to figure out what kind of money or income is required to satisfy that goal or those goals.  From there, you then have to figure out how, in your sales world, you can generate the money you need to make the choices you want to make in order to achieve your personal objectives. This is where your success formula now becomes a math problem.  I won’t do that here, but I will provide a link for you to download a template for personal goals and success formula calculations: Personal Goals Work Sheet, 12 Month Goal Worksheet & Success Formula.

The key to using the success formula isn’t in the exercise itself.  That will just get you started. From there, you MUST begin to understand the science in your sales business.  As Grant Cardone states in his article, Increase Sales with Simple Math, “If you just know basic math, you will ensure your success no matter what is happening around you.”  In other words, what are the numbers that really make your business work? What is your conversion ratio from one step in your sales process to the next step?  If you don’t currently know this, you have to begin to know this.  You do this by tracking activity.

Let’s pause here a second because I KNOW what you are thinking.  You are thinking CALL SHEETS.  And you are thinking that CALL SHEETS are BULL SHEETS, if you know what I’m implying.

Call sheets are not bullsheets, unless you fabricate the data and/or never use the data to gain insight into your business.  Data is powerful but only if used to gain insight as to what is really going on in your business. Gathering data, reviewing data, and then analyzing your effort and your performance could be the single most important things you do over the next 12 months to improve your success in selling.  And here is one more thing I’d ask you to do.  Go to our website and complete the sales achievement grader.  It will help you get started on the path of better understanding your sales business.

door2door selling Solutions in Pune

door2door selling Solutions in mumbai

Loyalty marketing , B2B Advertising, B To B promotional, google advertising,

BTL Promotion, modern trade sales, Freelance HR Training

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 Shivaji Nagar

Executive Conversations and the Power of a Great Idea

Recall any Holiday gatherings, while growing up, when you were assigned a seat at the kids’ table?

It wasn’t the worst thing: The food was just as good, the banter often better. Still, whether you’re nine or 90, no one likes feeling inferior. So when you were at last promoted to the adult table, you were pretty thrilled. But you also knew that one mistake could get you relegated back to the short chairs.

Knowing this, you might’ve sensed it was time to elevate your conversation, realizing that if you acted and sounded like a child at the grownup table, you wouldn’t be sitting there for long. Or you’d simply be passed over as irrelevant.

Your salespeople need to adopt a similar mentality during executive conversations—those rare, potentially golden opportunities to speak to high-level prospects whose buy-in can swing the balance in your favor.

To have great conversations with executives—and to avoid getting delegated elsewhere—you have to enter their world and speak to their concerns. Just as in other phases of the buying cycle, the commodity conversation can pose a threat to your dialogue with C-suite buyers—but only if you let it.

In a recent eBook, Corporate Visions highlighted five myths that are limiting your success in selling to the C-suite. One of the myths we covered was the belief that “no budget means no opportunity.”

The persistence of this myth, according to Eric Beckman, VP of Products at Corporate Visions, is one reason so many C-suite conversations falter. Putting the brakes on the conversation this early in the cycle is always a bad idea, he explained, because it’s during these early phases of the decision-making process—the “what to do” or “should I do something different” stage—that executives are often most engaged.

“Contrary to the fact that executives are most often involved early in the decision-making process, too many sales organizations define an opportunity by whether or not the project is funded,” Beckman says. “The result is they engage way too late and miss the chance to actually create opportunities when executives are forming their vision for a new approach.”

Beckman added: “By the time an initiative has been funded, its requirements have already been defined, and possibly influenced by a competitor to align with their capabilities. You’re already late to the party.” That, he said, positions sellers to compete only on price, leading to discounting and non-differentiated conversations.

So the question of whether or not funding is available is really a distraction from what salespeople should be focusing on with executive conversations: Identifying unconsidered needs, giving buyers a compelling reason to break from the status quo, and then putting that into a meaningful business and financial context.

“Executives are the ones who set and prioritize budgets,” Beckman says. “Money will be found for investments that create measurable financial results for the business—the very results to which executive incentive compensation is often tied.”

Because executives have a personal stake in making decisions that bring positive financial results, they place a premium on good ideas. While Beckman said your idea doesn’t necessarily have to be fully developed, it should meet four key standards.

Great ideas in executive conversations should:

Link to an external factor or business initiative important to the executive’s area of direct responsibility

Represent new thinking, perhaps even a change in direction to achieve superior results

Seem credible, real and well thought-out

Not immediately be apparent that it should be delegated

By understanding what defines a powerful idea, and by proposing it early in your executive conversations, your salespeople position themselves as more than salespeople—they become consultants fit to explain the measurable business advantages of leaving the status quo.

door2door selling Solutions in Pune

door2door selling Solutions in mumbai

Loyalty marketing , B2B Advertising, B To B promotional, google advertising,

BTL Promotion, modern trade sales, Freelance HR Training

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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Distribution Channels – Meaning and Their Significance

Various marketing intermediaries are used in transferring the products from the hands of producers to the final consumers or industrial users. These marketing intermediaries carry alternate names such as wholesalers, distributors, retailers, franchised dealers, jobbers, authorised dealers and agents. Such marketing intermediaries compromise the distribution channel. These distribution channels minimize the gap between point of production and point of consumption, and thereby create place, time and possession utilities.

Role and Significance/Importance of Distribution Channels

Dristribution Channels perform a crucial role in the successful distribution and marketing of all products. They have various contacts, expertise and wider knowledge of the products. The rapidly growing markets and increasing complexities of distribution have increased the demand and requirement of the distribution channels.

The role of distribution channels can be summarised as follows:

1. Distribution channels offer salesmanship: The distribution channels offer pivotal role of a sales agent. They help in creating new products in market. They specialize in word of mouth selling and promotion of products. They assure pre-sale and post-sale service to the consumers. Since these channels are in direct and regular contact with the consumers, they do salesmanship very well and at the same time provide true and valuable feedback to the producers.

2. Distribution channels increase distributional efficiency: The intermediary channels ease the sales process as they are in direct contact with the customers. They narrow down the gap between producers and consumers both ecoomically and efficiently. These intermediaries reduce the number of transactions involved in making products available from producers to consumers. For instance, there are four producers who are targeting to sell their products to four customers . If there is no distribution channel involved, then there will be sixteen transactions involved. But if the producers use distribution channels, then the number of transactions involved will be reduced to eight( four from producer to intermediary and four from intermediary to customer), and thereby the transportation costs and efforts will also be reduced.

3. The channels offer products in required assortments: Just like the producers have expertise in manufacturing products, similarly the intermediaries have their own expertise. The wholesalers specialize in moving and transferring products from various producers to greater number of retailers. Similarly, the retailers have expertise in selling a wide assortment of goods in less quantity to a greater number of final customers. Due to the presence of distribution channels(wholesalers and retailers), it is possible for a consumer to buy the required products at right time from a store conveniently located(geographically closer) rather than ordering from a far located factory. Thus, these intermediaries break the bulk and meet the less quantity demand of the customers.

4. They assist in product merchandising: It is actually the merchandising by intermediaries which fastens the product movement from the retail shop desk to the customer’s basket. When a customer goes to a retail shop, he may be fascinated by the attractive display of some new product, may get curious about that new product, and he may switch over to that new product leaving his regular product. Thus merchandising activities of the intermediaries serve as a quiet seller at a retail store.

5. The channels assist in executing the price mechanism between the firm and the final customers: The intermediaries help in reaching a price level which is acceptable both to the producers as well to the consumers.

6. Distribution channels assist in stock holding: The intermediaries perform various other functions like financing the products, storing the products, bearing of risks and providing required warehouse space.

Thus, the distribution channels are a vital constituent of a firm’s comprehensive marketing strategy. They assist in expanding product reach and availability, as well in increasing revenue.

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Articales from http://www.managementstudyguide.com

Tips to be a Successful Retailer

Tips to be a Successful Retailer

• Opening a retail store is no joke. It demands dedication, detailed study and meticulous planning. An individual must do his groundwork well. Plan things well in advance to avoid problems later on.
• It is important to do some kind of research work before taking the big leap. Browse through related websites to gain an in-depth knowledge.
• An individual must be well aware of the fundamentals of retail industry to have an edge over others. Short term courses in retail make an individual well versed with the basic concepts of retailing, store formats, visual merchandising and so on which eventually help him in the long run.
• Know what is happening around you. Keep yourself updated with the latest trends in the retail industry. Check out various fashion magazines, brochures, catalogues, newspapers for the latest developments.
• Know your target market well. Find out more about the tastes and preferences to meet their expectations.
• It is important to choose the right location for the store to ensure maximum walk-ins. Make sure the store is well connected by means of transportation. Don’t open store at a secluded place.
• Make sure there is adequate parking space near your store.
• Promote your store well. It is essential to create awareness of your brand amongst the customers for them to know about the brand’s existence. Devise strategies to make your brand popular amongst the masses.
• Create the company’s website and get your visiting cards printed.
• Set a budget for everything.
• The products stocked in the store and their display play an important role in attracting the customers into the store. A retailer must never compromise on quality of the merchandise. Visit various wholesalers to check out the latest trends. Pick up something which is unique and not available at any other store. Don’t stock things which are out of fashion. The merchandise should be as per the target market and location of the store.
• Visit few other retail outlets to get an idea about store designs and layouts.
• Hire trained employees for your store. The employees must be well aware of their roles and responsibilities for them to deliver their best. Motivate them from time to time through various training programmes, appraisals, incentives and other monetary benefits.
• Be patient and don’t rush into things.
• Plan your store layout well. Make sure there is ample space inside the store for the customers to move and shop freely.
• Don’t dump products. Use shelves, cabinets and almirahs to stock your merchandise.
• Be disciplined. Open your store on time and assign fixed timings for lunch and tea.
• Treat your customers as kings. Advise all the store members to be courteous with the customers. The sales representatives must assist the customers in their shopping and make sure they leave the store with a smile.
• Never oversell. Let the customers decide on their own what would look good on them.
• Manage your inventory well.
• It is important for the retailer to track the cash flow.
• Download various retail softwares to make your work easier and effective.

Sales Solution for Successful Selling

Success in selling isn’t always about a new strategy or technique.  Often success has to do with how well you plan and then how well you execute.  That isn’t to say that you should overspend your time planning.  In the words of General Patton:  “A well-thought out plan executed today is better than a perfect plan executed tomorrow.” But! You must have a plan.  In the world of sales and sales development that we live in at Anthony Cole Training Group, success in selling starts with your own personal success formula.

This isn’t complicated.  It is simple math. The challenge is that you, as an individual, or you as a BIG you – COMPANY YOU – have to be committed to collecting data.  The data that you collect has to be focused on sales activity (effort) and sales efficiency (effectiveness).  This is easy to do, but not so easy to implement, execute and then coach.

You start by identifying personal goals that require freedom of time and freedom of choice. In other words, having a goal to “be happy” is a nice goal, but I’m not sure I can translate that to a financial requirement.  Unless you decide that “being happy” means spending time on your houseboat in Lake Cumberland. Then, you need freedom of time and that freedom requires that you improve your sales effort and/or effectiveness.  (I know I’m getting a little off here, but stay with me…)  From personal goals, you then have to figure out what kind of money or income is required to satisfy that goal or those goals.  From there, you then have to figure out how, in your sales world, you can generate the money you need to make the choices you want to make in order to achieve your personal objectives. This is where your success formula now becomes a math problem.  I won’t do that here, but I will provide a link for you to download a template for personal goals and success formula calculations: Personal Goals Work Sheet, 12 Month Goal Worksheet & Success Formula.

The key to using the success formula isn’t in the exercise itself.  That will just get you started. From there, you MUST begin to understand the science in your sales business.  As Grant Cardone states in his article, Increase Sales with Simple Math, “If you just know basic math, you will ensure your success no matter what is happening around you.”  In other words, what are the numbers that really make your business work? What is your conversion ratio from one step in your sales process to the next step?  If you don’t currently know this, you have to begin to know this.  You do this by tracking activity.

Let’s pause here a second because I KNOW what you are thinking.  You are thinking CALL SHEETS.  And you are thinking that CALL SHEETS are BULL SHEETS, if you know what I’m implying.

Call sheets are not bullsheets, unless you fabricate the data and/or never use the data to gain insight into your business.  Data is powerful but only if used to gain insight as to what is really going on in your business. Gathering data, reviewing data, and then analyzing your effort and your performance could be the single most important things you do over the next 12 months to improve your success in selling.  And here is one more thing I’d ask you to do.  Go to our website and complete the sales achievement grader.  It will help you get started on the path of better understanding your sales business.

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BTL Promotion, modern trade sales, Freelance HR Training