Tag: Business Parks Activation

Face to Face Marketing and Door to Door Marketing 

Professional Qualified Sales Experts present products and services, calling on companies using our proven d2d selling Service Provider Agency , door-to-door sales technique and d2d selling Service Provider Agency in mumbai.

We convert potential customers to sustainable clients in the shortest space of time( door to door sales, d2d selling Service Provider Agency ). 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. d2d selling Service Provider Agency 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 Shirur

The Do’s & Don’ts of Sales Promotions

Sales promotions are the lifeblood of brands around the globe – driving excitement around product launches, raising awareness of products USPs, and providing an edge over competitor brands.

Whilst they aren’t to be shied away from, it is worth noting that a badly thought out promotion can cause as many issues as they are designed to solve.

Take the Hoover free flights fiasco for example – a catastrophe that saw customers buying £120 machines to receive two free flights to America or Europe. It doesn’t take a genius to work out this would be a popular promotion. It was simple, the reward value was high, and the product was accessible. What the top bods at Hoover didn’t take in to account was ensuring the promotion also worked in their favour. By the time the promotion came to a close, they had racked up costs of over £50million, much higher than the product sales of £30million.

So what does it take to create a well thought out promotion? Let’s look at a few do’s and don’ts to get you going.

As the Hoover disaster highlights, a failed promotion impacts not just the bottom line but the brand reputation and ultimately its success – soon after the promotion, the European leg of Hoover was bought out by Candy.

If you can’t afford to cover all eventualities, promotional insurance or fixed fee mechanisms are available to fix your costs end to end.

Do… keep it simple

An overly complex sales promotion with a long route to redemption will leave consumers confused and irritated. Keeping it simple ensures satisfied consumers and increases the likelihood of retention. If you launch an overly complicated promotion, you may find yourself the subject of negative word-of-mouth marketing!

Don’t… be too generous

This doesn’t mean you can’t offer the headline prizes – just ensure you have calculated what you can afford to offer.

Tricks such as one large headline prize with lots of smaller prizes, or requiring consumers to collect tokens worth different values – such as the McDonalds Monopoly mechanism – allow you to make publicity waves whilst engaging as many consumers as possible and also manage your budget.

Don’t… confuse your customer

Keep the promotion in keeping with your brand, and with your values. To do this, you need to not just know your own organisation but also your target customers likes and dislikes.

Use this information to choose your prizes wisely, partnering with brands that share the same values as your own. Confusing couplings can end up deterring customers from purchasing your product and getting involved with your promotion.

Don’t… gamble on something you can’t control

Long story short, McDonalds’s promised customers a free Big Mac, fries, or Coca Cola for every gold, silver or bronze medal that America won within the 1984 Olympics. America excelled themselves, coming home with 174 medals in total – 83 gold, 61 silver and 30 bronze. McDonalds watched their costs sky rocket as the games continued, without any ability to control factors such as the performance of either home or foreign athletes.

Moral of the story is simple for this one – don’t gamble on something you can’t control. Keep your promotional control in house and easy to track.

See sales promotions done right here.

d2d selling Service Provider Agency in Pune

d2d selling Service Provider Agency in mumbai

Neighbourhood Marketing , d2d advertisement, Business Parks Activation, residential society marketing,

Business to consumer Branding, one to one promotional, Labour

Face to Face Marketing and Door to Door Marketing 

Professional Qualified Sales Experts present products and services, calling on companies using our proven d2d selling Service Provider Agency , door-to-door sales technique and d2d selling Service Provider Agency in mumbai.

We convert potential customers to sustainable clients in the shortest space of time( door to door sales, d2d selling Service Provider Agency ). 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. d2d selling Service Provider Agency 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 company in Warje

Advertising Budget and Factors Affecting it

“Money does matter a lot.”

Advertising Budget is the amount of money which can be or has to be spent on advertising of the product to promote it, reach the target consumers and make the sales chart go on the upper side and give reasonable profits to the company.

Before finalizing the advertising budget of an organization or a company, one has to take a look on the favorable and unfavorable market conditions which will have an impact on the advertising budget. The market conditions to watch out for are as follows:

Frequency of the advertisement

Competition and Clutter

Market Share of the Product

Product Life Cycle Stage

1. Frequency of the Advertisement

This means the number of times advertise has been shown with the description of the product or service, in the granted time slots. So here, if any company needs more advertising frequency for its product, then the company will have to increase its advertising budget.

2. Competition and Clutter

The companies may have many competitors for its product. And also there are plenty of advertisements shown which is called clutter. The company has to then increase their advertising budget.

3. Market Share

To get a good market share in comparison to their competitors, the company should have a better product in terms of quality, uniqueness, demand and catchy advertisements with resultant response of the customers. All this is possible if the advertisement budget is high.

4. Product Life Cycle Stage

If the company is a newcomer or if the product is on its introduction stage, then the company has to keep the budget high to make place in the market with the existing players and to have frequent advertisements. As the time goes on and product becomes older, the advertising budget can come down as then the product doesn’t need frequent advertising.

When the market conditions are studied thoroughly, then the company has to set up its advertising budget accordingly. For setting advertising budget, there are four methods:

They are as follows.

Percentage Of Sales: In this method, the budget is decided on the basis of the sales of the product from previous year records or from the predicted future sales. This is a pure prediction based method and best applicable to the companies which have fixed annual sales. But if in case there is a requirement for more promotional activities then this method has a disadvantage because there will be decrease in advertisements as the budget is fixed.

Affordability: this method is generally used by the small companies. Only the companies which have funds and can afford advertising opt for this method. The companies can go for advertising at any time in whole year whenever they have money to spend. The amount spent also varies from time to time as per the advertisements takes place.

Best guess: This method is basically for newcomers who have just entered the market and they have no knowledge or say they are not aware of how the market is and how much to spend on advertising. Thus, this method is applied by the higher level executives of the company as they are the only experienced people.

Thus, doing the homework and then moving forward, i.e. searching for best market conditions and setting the best advertising budget will have a great impact on improvement and development of the company.

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

Articales from http://www.managementstudyguide.com

Field Sales Distribution Drives

Is “The 57 Percent Stat” an Urban Legend?

B2B professionals have fallen hook, line and sinker for the widely circulated stat saying buyers are at least 57 percent of the way through the buying cycle by the time they engage a sales rep. A recent survey by Corporate Visions found that 78 percent of marketing and sales leaders believe the stat is true.

But is the belief in this statistic justified, based on what the market is learning about the dynamics of complex B2B sales, here and now? There’s data that seems to push back against the idea that customers are more than halfway done with the buying journey by the time a rep enters the picture. Some of the findings suggest that customers aren’t as far along in the buying process as the 57 percent stat would have you believe…and that could have major implications for how salespeople understand their role in the customer conversation.

For instance, how do you reconcile the 57 percent stat with the finding from Sales Benchmark Index that more than 60 percent of qualified pipeline deals end in no decision? (If most sales-qualified deals really are so far along, then why are the majority of them stalling or fizzling out?)

And what about the ever-expanding number of decision-makers involved in the average complex B2B sale (according to some sources, it’s nearing seven!).

This continued expansion of the B2B buying committee calls into question the 57 percent stat more than any other factor. Because think about it: Even if you assume that one of the roughly seven decision-makers is 57 percent or more of the way through the buying process when a rep takes the lead, what does that tell you about the rest of the buyers involved in the deal? What if some of them are brought into the buying process later, and are individually starting at 20, 10 or even zero percent? If the five or six other buyers are much less far along in the buying journey, then it’s going to drag the cumulative number down to something much less than 57 percent.

And that means a salesperson still has a lot of heavy lifting to do to convince buyers to change, create differentiation, and drive consensus in the buying committee.

The Status Quo Bias

So why do the factors mentioned above complicate the 57 percent stat? The main reason likely has to do with the fact that when salespeople enter the customer conversation, they’re having the wrong conversation at the wrong time.

It’s not an accident that 60 percent of qualified deals end in no decision. This problem stems from sales training that fails to equip reps with the skills needed to handle the first and most important field sales conversation. This dialogue isn’t about why your prospects should choose you; it’s about why they should change—why they should do something different than what they’re doing today.

In other words, your biggest enemy isn’t the other players in your industry. Your biggest enemy is your buyer’s resistance to change—also known as their status quo bias.

That’s why the story you need to lead with in the field shouldn’t focus on your features and benefits—even if you perceive them to be differentiated. That’s the “why you” story, which comes later. You need to first tell a compelling “why change” story—this is the story salespeople need to master. To do this well and defeat the status quo bias, your message needs to include:

A distinct point of view that creates urgency and uniqueness by identifying unconsidered needs, instead of responding only to the needs your prospects tell you they have—which is the approach you can bet most of your competitors will be following. This puts you in the position to link the needs you’ve identified (and that your prospects weren’t aware of) to your unique strengths. Research conducted by my company shows this “unconsidered needs” approach can dramatically improve your chances of being perceived by prospects as the differentiated alternative.

Contrast between the pain your prospects are feeling in their current situation and the upside that change could bring about. By touting your features and benefits, you miss the chance to articulate one of the most important components of a great “why change” story, because creating the urgency to change is about accentuating contrast. According to Prospect Theory, humans are two to three times more likely to make a decision to avoid a loss than to achieve a gain. If you can demonstrate what your prospects stand to lose by staying in their status quo situation—and then contrast those losses with your upside—you can create a more compelling case for them to change.

Risk and Resolution – A powerful, insights-driven message is a great way to create excitement and lay the groundwork for a “why change” story. But you can’t stop there. To actually incite buyers to take action, you need to do more than create risk around their current situation. You need to show how your solutions are uniquely positioned to resolve the risks you’ve identified. In research conducted by my company, we found that a message pairing risk and resolution gives you a statistically significant impact in persuasion compared to a message that only introduces risk.

Data about the number of decision-makers involved in your typical deal, and about the tendency of so many qualified pipeline deals to end in no decision, should make you question how far along in the buying cycle your prospects really are when they engage sales. Since buyers may not all be as far along as the 57 percent number suggests, salespeople need to think critically about owning and mastering of the “why change” story. After all, just because sales has entered the picture doesn’t mean your prospects have committed to doing something different than what they’re doing today.

Data about the number of decision-makers involved in your typical deal, and about the tendency of so many qualified pipeline deals to end in no decision, should make you question how far along in the buying cycle your prospects really are when they engage sales. Since buyers may not all be as far along as the 57 percent number suggests, salespeople need to think critically about owning and mastering of the “why change” story. After all, just because sales has entered the picture doesn’t mean your prospects have committed to doing something different than what they’re doing today.

d2d selling Service Provider Agency in Pune

d2d selling Service Provider Agency in mumbai

Neighbourhood Marketing , d2d advertisement, Business Parks Activation, residential society marketing,

Business to consumer Branding, one to one promotional, Labour

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 Shirur

The Do’s & Don’ts of Sales Promotions

Sales promotions are the lifeblood of brands around the globe – driving excitement around product launches, raising awareness of products USPs, and providing an edge over competitor brands.

Whilst they aren’t to be shied away from, it is worth noting that a badly thought out promotion can cause as many issues as they are designed to solve.

Take the Hoover free flights fiasco for example – a catastrophe that saw customers buying £120 machines to receive two free flights to America or Europe. It doesn’t take a genius to work out this would be a popular promotion. It was simple, the reward value was high, and the product was accessible. What the top bods at Hoover didn’t take in to account was ensuring the promotion also worked in their favour. By the time the promotion came to a close, they had racked up costs of over £50million, much higher than the product sales of £30million.

So what does it take to create a well thought out promotion? Let’s look at a few do’s and don’ts to get you going.

As the Hoover disaster highlights, a failed promotion impacts not just the bottom line but the brand reputation and ultimately its success – soon after the promotion, the European leg of Hoover was bought out by Candy.

If you can’t afford to cover all eventualities, promotional insurance or fixed fee mechanisms are available to fix your costs end to end.

Do… keep it simple

An overly complex sales promotion with a long route to redemption will leave consumers confused and irritated. Keeping it simple ensures satisfied consumers and increases the likelihood of retention. If you launch an overly complicated promotion, you may find yourself the subject of negative word-of-mouth marketing!

Don’t… be too generous

This doesn’t mean you can’t offer the headline prizes – just ensure you have calculated what you can afford to offer.

Tricks such as one large headline prize with lots of smaller prizes, or requiring consumers to collect tokens worth different values – such as the McDonalds Monopoly mechanism – allow you to make publicity waves whilst engaging as many consumers as possible and also manage your budget.

Don’t… confuse your customer

Keep the promotion in keeping with your brand, and with your values. To do this, you need to not just know your own organisation but also your target customers likes and dislikes.

Use this information to choose your prizes wisely, partnering with brands that share the same values as your own. Confusing couplings can end up deterring customers from purchasing your product and getting involved with your promotion.

Don’t… gamble on something you can’t control

Long story short, McDonalds’s promised customers a free Big Mac, fries, or Coca Cola for every gold, silver or bronze medal that America won within the 1984 Olympics. America excelled themselves, coming home with 174 medals in total – 83 gold, 61 silver and 30 bronze. McDonalds watched their costs sky rocket as the games continued, without any ability to control factors such as the performance of either home or foreign athletes.

Moral of the story is simple for this one – don’t gamble on something you can’t control. Keep your promotional control in house and easy to track.

See sales promotions done right here.

d2d selling Service Provider Agency in Pune

d2d selling Service Provider Agency in mumbai

Neighbourhood Marketing , d2d advertisement, Business Parks Activation, residential society marketing,

Business to consumer Branding, one to one promotional, Labour

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 company in Warje

Advertising Budget and Factors Affecting it

“Money does matter a lot.”

Advertising Budget is the amount of money which can be or has to be spent on advertising of the product to promote it, reach the target consumers and make the sales chart go on the upper side and give reasonable profits to the company.

Before finalizing the advertising budget of an organization or a company, one has to take a look on the favorable and unfavorable market conditions which will have an impact on the advertising budget. The market conditions to watch out for are as follows:

Frequency of the advertisement

Competition and Clutter

Market Share of the Product

Product Life Cycle Stage

1. Frequency of the Advertisement

This means the number of times advertise has been shown with the description of the product or service, in the granted time slots. So here, if any company needs more advertising frequency for its product, then the company will have to increase its advertising budget.

2. Competition and Clutter

The companies may have many competitors for its product. And also there are plenty of advertisements shown which is called clutter. The company has to then increase their advertising budget.

3. Market Share

To get a good market share in comparison to their competitors, the company should have a better product in terms of quality, uniqueness, demand and catchy advertisements with resultant response of the customers. All this is possible if the advertisement budget is high.

4. Product Life Cycle Stage

If the company is a newcomer or if the product is on its introduction stage, then the company has to keep the budget high to make place in the market with the existing players and to have frequent advertisements. As the time goes on and product becomes older, the advertising budget can come down as then the product doesn’t need frequent advertising.

When the market conditions are studied thoroughly, then the company has to set up its advertising budget accordingly. For setting advertising budget, there are four methods:

They are as follows.

Percentage Of Sales: In this method, the budget is decided on the basis of the sales of the product from previous year records or from the predicted future sales. This is a pure prediction based method and best applicable to the companies which have fixed annual sales. But if in case there is a requirement for more promotional activities then this method has a disadvantage because there will be decrease in advertisements as the budget is fixed.

Affordability: this method is generally used by the small companies. Only the companies which have funds and can afford advertising opt for this method. The companies can go for advertising at any time in whole year whenever they have money to spend. The amount spent also varies from time to time as per the advertisements takes place.

Best guess: This method is basically for newcomers who have just entered the market and they have no knowledge or say they are not aware of how the market is and how much to spend on advertising. Thus, this method is applied by the higher level executives of the company as they are the only experienced people.

Thus, doing the homework and then moving forward, i.e. searching for best market conditions and setting the best advertising budget will have a great impact on improvement and development of the company.

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

Articales from http://www.managementstudyguide.com

Field Sales Distribution Drives

Is “The 57 Percent Stat” an Urban Legend?

B2B professionals have fallen hook, line and sinker for the widely circulated stat saying buyers are at least 57 percent of the way through the buying cycle by the time they engage a sales rep. A recent survey by Corporate Visions found that 78 percent of marketing and sales leaders believe the stat is true.

But is the belief in this statistic justified, based on what the market is learning about the dynamics of complex B2B sales, here and now? There’s data that seems to push back against the idea that customers are more than halfway done with the buying journey by the time a rep enters the picture. Some of the findings suggest that customers aren’t as far along in the buying process as the 57 percent stat would have you believe…and that could have major implications for how salespeople understand their role in the customer conversation.

For instance, how do you reconcile the 57 percent stat with the finding from Sales Benchmark Index that more than 60 percent of qualified pipeline deals end in no decision? (If most sales-qualified deals really are so far along, then why are the majority of them stalling or fizzling out?)

And what about the ever-expanding number of decision-makers involved in the average complex B2B sale (according to some sources, it’s nearing seven!).

This continued expansion of the B2B buying committee calls into question the 57 percent stat more than any other factor. Because think about it: Even if you assume that one of the roughly seven decision-makers is 57 percent or more of the way through the buying process when a rep takes the lead, what does that tell you about the rest of the buyers involved in the deal? What if some of them are brought into the buying process later, and are individually starting at 20, 10 or even zero percent? If the five or six other buyers are much less far along in the buying journey, then it’s going to drag the cumulative number down to something much less than 57 percent.

And that means a salesperson still has a lot of heavy lifting to do to convince buyers to change, create differentiation, and drive consensus in the buying committee.

The Status Quo Bias

So why do the factors mentioned above complicate the 57 percent stat? The main reason likely has to do with the fact that when salespeople enter the customer conversation, they’re having the wrong conversation at the wrong time.

It’s not an accident that 60 percent of qualified deals end in no decision. This problem stems from sales training that fails to equip reps with the skills needed to handle the first and most important field sales conversation. This dialogue isn’t about why your prospects should choose you; it’s about why they should change—why they should do something different than what they’re doing today.

In other words, your biggest enemy isn’t the other players in your industry. Your biggest enemy is your buyer’s resistance to change—also known as their status quo bias.

That’s why the story you need to lead with in the field shouldn’t focus on your features and benefits—even if you perceive them to be differentiated. That’s the “why you” story, which comes later. You need to first tell a compelling “why change” story—this is the story salespeople need to master. To do this well and defeat the status quo bias, your message needs to include:

A distinct point of view that creates urgency and uniqueness by identifying unconsidered needs, instead of responding only to the needs your prospects tell you they have—which is the approach you can bet most of your competitors will be following. This puts you in the position to link the needs you’ve identified (and that your prospects weren’t aware of) to your unique strengths. Research conducted by my company shows this “unconsidered needs” approach can dramatically improve your chances of being perceived by prospects as the differentiated alternative.

Contrast between the pain your prospects are feeling in their current situation and the upside that change could bring about. By touting your features and benefits, you miss the chance to articulate one of the most important components of a great “why change” story, because creating the urgency to change is about accentuating contrast. According to Prospect Theory, humans are two to three times more likely to make a decision to avoid a loss than to achieve a gain. If you can demonstrate what your prospects stand to lose by staying in their status quo situation—and then contrast those losses with your upside—you can create a more compelling case for them to change.

Risk and Resolution – A powerful, insights-driven message is a great way to create excitement and lay the groundwork for a “why change” story. But you can’t stop there. To actually incite buyers to take action, you need to do more than create risk around their current situation. You need to show how your solutions are uniquely positioned to resolve the risks you’ve identified. In research conducted by my company, we found that a message pairing risk and resolution gives you a statistically significant impact in persuasion compared to a message that only introduces risk.

Data about the number of decision-makers involved in your typical deal, and about the tendency of so many qualified pipeline deals to end in no decision, should make you question how far along in the buying cycle your prospects really are when they engage sales. Since buyers may not all be as far along as the 57 percent number suggests, salespeople need to think critically about owning and mastering of the “why change” story. After all, just because sales has entered the picture doesn’t mean your prospects have committed to doing something different than what they’re doing today.

Data about the number of decision-makers involved in your typical deal, and about the tendency of so many qualified pipeline deals to end in no decision, should make you question how far along in the buying cycle your prospects really are when they engage sales. Since buyers may not all be as far along as the 57 percent number suggests, salespeople need to think critically about owning and mastering of the “why change” story. After all, just because sales has entered the picture doesn’t mean your prospects have committed to doing something different than what they’re doing today.

d2d selling Service Provider Agency in Pune

d2d selling Service Provider Agency in mumbai

Neighbourhood Marketing , d2d advertisement, Business Parks Activation, residential society marketing,

Business to consumer Branding, one to one promotional, Labour