Face to Face Marketing and Door to Door Marketing 

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

We convert potential customers to sustainable clients in the shortest space of time( door to door sales, d2d Marketing Professional ). 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 Marketing Professional 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 Warje

A 20-minute cheat sheet for more insightful executive conversations

Establishing a discipline of properly preparing for executive conversations is a critical first step in delivering value to your clients. Basic blocking and tackling, right? But most salespeople either aren’t doing it, or aren’t doing it right.

If your reps are telling you that they’re doing their homework on your prospects, don’t believe them. The proof is in their report card. According to Forrester Research, executive decision-makers are giving reps an “F” when it comes to their ability to hold a conversation on business challenges, issues and insights.

We’re here to say it’s okay to cheat your way to a winning grade. It only takes 20 minutes. Just use this guide to tap into the ultimate treasure trove of customer intelligence: the annual report to shareholders.

THE FIRST 7.5 MINUTES: The letter to shareholders

The letter to shareholders is your best source of information about your customer’s business. Although published only once a year, the external factors, business initiatives, and financial metrics it cites generally have long-term applicability.

You’re looking for the following:

External Factors: What are some of the market factors outside of your customer’s control that are impacting all of the companies in their industry? Examples are everywhere: regulatory requirements, customer trends, interest rates, fuel prices, exchange rates, etc.

Action > Reference external factors early in customer conversations to demonstrate you understand their business and to establish your credibility.

THE NEXT 7.5 MINUTES: Pull insights from the financial statements

In the income statement:

Did any significant product or service mix changes occur?

What was the company’s profitability trend over the past three years?

Insights > Any of the above that show a downward trend represent a selling opportunity to recover/improve performance with an investment in your solution.

Balance sheet:

Over the last year, did the customer’s total assets grow or shrink?

Did any significant asset categories (accounts receivable, inventory, etc.) record a notable change in balance?

Insights > Any asset category (other than cash) that shows a growth trend represents a selling opportunity. Why? Because decreasing non-cash assets improves cash flow, making cash available for other investment.

Wherever you can correlate asset category trends to income statement trends, there’s a selling opportunity.

THE LAST 5 MINUTES: Scan other parts of the annual report

Management discussion & analysis (MD&A):

Whether you’re already selling to a strategic business unit (SBU), or looking to identify an SBU as a point of entry, the MD&A describes high growth areas.

Look for the following:

The results of operations

Changes in financial condition

Risk management strategies

Insights > High growth areas represent your strongest selling opportunities.

Notes to the financial statements: 

These notes are integral to the financial statements. In addition to harboring hidden opportunities, they’re also useful for explaining financial trends.

Insights > References to relationships, contingencies or other factors provide effective data points for strengthening your business case and aligning your solution’s value.

And that’s it – 20 well-invested minutes for a more insightful and informed executive dialogue. To learn more about equipping your salespeople to credibly and confidently go toe-to-toe with any CXO, check out Corporate Visions’ Skills solutions.

d2d Marketing Professional in Pune

d2d Marketing Professional in mumbai

Retail Marketing , Business to consumer advertisement, B2B Brand promotion, online bulk sms,

Business Parks promotional, one 2 one Advertisement, Human Resource

Face to Face Marketing and Door to Door Marketing 

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

We convert potential customers to sustainable clients in the shortest space of time( door to door sales, d2d Marketing Professional ). 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 Marketing Professional 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 Companies in Kalyani Nagar

Advertising Management

Advertising simply put is telling and selling the product. Advertising Management though is a complex process of employing various media to sell a product or service. This process begins quite early from the marketing research and encompasses the media campaigns that help sell the product.

Without an effective advertising management process in place, the media campaigns are not that fruitful and the whole marketing process goes for a toss. Hence, companies that believe in an effective advertising management process are always a step ahead in terms of selling their goods and services.

As mentioned above, advertising management begins from the market research phase. At this point, the data produced by marketing research is used to identify what types of advertising would be adequate for the specific product. Gone are the days when there was only print and television advertising was available to the manufacturers. These days apart from print and television, radio, mobile, and Internet are also available as advertising media. Advertising management process in fact helps in defining the outline of the media campaign and in deciding which type of advertising would be used before the launch of the product.

If you wish to make the advertising effective, always remember to include it from the market research time. Market research will help to identify the niche segment of the population to which the product or service has to be targeted from a large population. It will also identify why the niche segment would opt for the product or service. This information will serve as a guideline for the preparation of advertising campaigns.

Once the niche segments are identified and the determination of what types of advertising will be used is done, then the advertising management focuses on creating the specifics for the overall advertising campaign. If it is a radio campaign, which type of ads would be used, if it is a print campaign, what write ups and ads will be used, and if it is a television campaign, what type of commercials will be used.

There might also be a mix and match advertising in which radio might supplement television advertising and so on. It is important that through advertising management the image is conveyed that all the strategies complement each other. It should not look to public that the radio advertising is focusing on something else while television on something else. The whole process in the end should benefit the product or service.

The role of people designing the advertising campaign is crucial to its success. They have been trained by seasoned professionals who provide the training in the specific field. Designing an advertising campaign is no small a task and to understand the consumer behavior from the data collected from market research is a very important aspect of the campaign.

A whole lot of creativity and inspiration is required to launch an adequate advertising campaign. In addition, the management skills come into play when the work has to be done keeping the big picture in mind. It would be fruitful for the company if the advertising campaign lasts well over the lifetime of a product or service, reach the right customers, and generate the desired revenue.

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

Articales from http://www.managementstudyguide.com

Consultative Selling – New Approach to Selling

Consultative Selling – New Approach to Selling

Being a Salesman is not everyone’s cup of tea. Salesmanship doesn’t come naturally to one and all. There are few who have it in them to become star salesmen. Just like leadership, salesmanship is an inborn tendency with some. In the current times, the concept of selling has under gone tremendous changes thanks to the development and technological advances on fronts.

Every product or service that is available in the market is marketed and sold to the customers. However the process of selling is quite different from selling a fridge to selling a vacation or a car. Each product or service is designed to suit customer’s specific need and depending upon the product or service category, the appropriate sales channel be it dealer sales, show room sales, retail sales etc are adopted. Irrespective of the mode of selling, there is always a critical role that is played by the salesman to help the customers through the pre sales process. Salesman actually becomes the catalyst in the pre sales process of the customers by helping him identify study, compare, see demos and finally make that critical decision to buy the particular product. To a large extent the salesman does play an important role similar to that of an influencer.

Apart from the traditional sales approach, a new way of selling called as “Consultative Selling” has gained ground in the past two decades. Consultative selling refers to a sales approach and an attitude of the salesmen who do not try to sell their company’s product or service to the customers. Instead, they engage the customers to understand all about Customer’s business, identify their problems, needs as well as expectations, forecast their future needs and requirements and build a solution offer using their products or service. Thus the customer and the salesman partner in arriving at the exact need, specification of the requirements wherein the salesman can get his product development team to build customized solutions if needed. The best advantage of this system is that the customer not only gets the solution but the salesman and the selling Organization takes on the responsibility for implementation and making the solution work for the customer.

Consultative selling has been adapted by most of the industries today. From insurance companies and wealth management companies to hospitals and travel planners, all are engaging the customers and offering tailor made solutions to suit each one’s needs. In the industrial segment however, the best usage of this approach can be found in marketing of soft wares. You will seldom find Organisations selling readymade software off the shelf barring a few. Most softwares are customized to suit each industry and sold through consultative selling. Take the case of Adobe. Their software applications are sold across various industry segments from pre press, graphic design, product design studios to desktop publishing and other media related industries. The product is sold by different sales groups that work with different industries. Each of these group of salesmen have the in depth knowledge of the particular industry that they are targeting and hence are able to understand their customer’s business and position their product suitably. The same is the case with most of the software products be it financial management software, ERP or health care etc. The Organizations have the generic product and customize the same to suit specific markets and customer’s needs. In such situations, only the consultative selling approach works best. The customers can at best define their business needs. It is for the sales persons to tabulate customer needs, detail the design template and prototype to present a total solution to the customer. The salesmen work with the product design team experts to arrive at the technology specifications and other requirements for the project. The customer then chooses to go with the entire solution as advised by the chosen Seller Organization.

Today the power of consultative selling has been realized by every Organization and even the traditional product selling Organizations too are adapting this method and training their sales force to develop the consultative mode and attitude. For quite some time industries have become customer oriented in their total outlook. On the same lines, Organizations have now begun to focus on consultative selling approach to talk to their prospective customers.

When Not To Challenge Your Customer

The call for B2B marketers and salespeople to always be challenging and disrupting the customer is a great piece of advice when you’re trying to acquire new business. But it’s actually very bad advice when you’re trying to keep your customers and convince them to pay more. In fact, disrupting your customer during a renewal or price increase discussion is exactly the wrong approach—one that could drive a great customer right into the arms of your competition.

Recently, my company conducted research exploring the pitfalls of applying a provocative message to renewal conversations, or the “why stay” discussion. Since then, we turned our attention to a related discussion that marketers, salespeople and account teams need to handle well: price increases.

Ongoing investments in servicing accounts and improving solutions all end up in the same spot: a post-purchase price increase conversation. The question is, how do you tell this story in a way that drives more revenue without jeopardizing existing customer relationships?

My company, Corporate Visions, collaborated with Dr. Nick Lee, a professor at the Warwick Business School in the U.K., on academic research to answer that very question—and determine the best messaging framework for what I call the “why pay” conversation.

The “Why Pay” Study

For the study, we recruited 503 participants to take part in an online experiment that simulated a renewal and price increase selling scenario. Participants were told they ran a small business and that a two-year contract with a vendor they’d hired to promote their health and wellness plan (and retain employees) was coming to an end, and it was now time to discuss a renewal and price increase.

We tested six different approaches. All the test conditions started by documenting business results to date and all requested the same 4% price increase for the next two-year agreement. Participants were divided into six different groups and placed into different experimental conditions. The range of conditions included a message that introduced a new insight designed to challenge a customer’s current perspective and situation. Other conditions offered certain types of price anchors and discounts (all landing at the same 4%). Another sought to reinforce the status quo bias—an approach our past research revealed to be effective in a renewal context.

The Results

The experiment revealed that the “challenging” provocation-based message that introduced an unconsidered need was the least effective in terms of framing a price increase—by a statistically significant margin.

Participants in the provocative condition were found to have:

18.8% less favorable attitudes toward the message.

In addition, participants in the provocation-based message were:

15.5% less likely to renew with their current vendor; and

16.3% more likely to switch to another vendor.

But the study didn’t just reveal what doesn’t work for the “why pay” story; it also shows what does. Specifically, the winning message, according to the study, is one that:

Reinforces the status quo bias while introducing key, new capabilities to solve existing needs—not introduce new needs, and;

Anchor high with the price increase request, before giving a loyalty discount if the buyer purchases within an advantageous timeframe.

The best performing messages in the study suggest that your message should open by documenting results to date before reinforcing status quo bias, introducing new capabilities and anchoring a high price increase before providing a loyalty discount.

The big takeaway from this study? The disruptive message so popular today may work wonders when you’re trying to win net new customers. But beware: When you’re trying to convince customers to stay or pay more, that message will set you back in a big way—potentially making your customers susceptible to inroads from the competition.

Want to learn more about telling the right story for the key conversations outlined above? Check out our latest eBook, which covers the conversations above in-depth.

This article originally published in Demand Gen Report.

d2d Marketing Professional in Pune

d2d Marketing Professional in mumbai

Retail Marketing , Business to consumer advertisement, B2B Brand promotion, online bulk sms,

Business Parks promotional, one 2 one Advertisement, Human Resource

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 Warje

A 20-minute cheat sheet for more insightful executive conversations

Establishing a discipline of properly preparing for executive conversations is a critical first step in delivering value to your clients. Basic blocking and tackling, right? But most salespeople either aren’t doing it, or aren’t doing it right.

If your reps are telling you that they’re doing their homework on your prospects, don’t believe them. The proof is in their report card. According to Forrester Research, executive decision-makers are giving reps an “F” when it comes to their ability to hold a conversation on business challenges, issues and insights.

We’re here to say it’s okay to cheat your way to a winning grade. It only takes 20 minutes. Just use this guide to tap into the ultimate treasure trove of customer intelligence: the annual report to shareholders.

THE FIRST 7.5 MINUTES: The letter to shareholders

The letter to shareholders is your best source of information about your customer’s business. Although published only once a year, the external factors, business initiatives, and financial metrics it cites generally have long-term applicability.

You’re looking for the following:

External Factors: What are some of the market factors outside of your customer’s control that are impacting all of the companies in their industry? Examples are everywhere: regulatory requirements, customer trends, interest rates, fuel prices, exchange rates, etc.

Action > Reference external factors early in customer conversations to demonstrate you understand their business and to establish your credibility.

THE NEXT 7.5 MINUTES: Pull insights from the financial statements

In the income statement:

Did any significant product or service mix changes occur?

What was the company’s profitability trend over the past three years?

Insights > Any of the above that show a downward trend represent a selling opportunity to recover/improve performance with an investment in your solution.

Balance sheet:

Over the last year, did the customer’s total assets grow or shrink?

Did any significant asset categories (accounts receivable, inventory, etc.) record a notable change in balance?

Insights > Any asset category (other than cash) that shows a growth trend represents a selling opportunity. Why? Because decreasing non-cash assets improves cash flow, making cash available for other investment.

Wherever you can correlate asset category trends to income statement trends, there’s a selling opportunity.

THE LAST 5 MINUTES: Scan other parts of the annual report

Management discussion & analysis (MD&A):

Whether you’re already selling to a strategic business unit (SBU), or looking to identify an SBU as a point of entry, the MD&A describes high growth areas.

Look for the following:

The results of operations

Changes in financial condition

Risk management strategies

Insights > High growth areas represent your strongest selling opportunities.

Notes to the financial statements: 

These notes are integral to the financial statements. In addition to harboring hidden opportunities, they’re also useful for explaining financial trends.

Insights > References to relationships, contingencies or other factors provide effective data points for strengthening your business case and aligning your solution’s value.

And that’s it – 20 well-invested minutes for a more insightful and informed executive dialogue. To learn more about equipping your salespeople to credibly and confidently go toe-to-toe with any CXO, check out Corporate Visions’ Skills solutions.

d2d Marketing Professional in Pune

d2d Marketing Professional in mumbai

Retail Marketing , Business to consumer advertisement, B2B Brand promotion, online bulk sms,

Business Parks promotional, one 2 one Advertisement, Human Resource

Face to Face Marketing and Door to Door Marketing 

Nothing beats the reality that one gets when you can interact with potential clients face to face physically moving from door to door within a community or household to household, face to face field marketing is also called personal selling or door to door marketing, customers are met directly in order to sell their products, using this method of field marketing we rely on our skills and persuasive abilities. During the period where we get to interact with the client face to face we get more chance to pass across edible information which would be useful to all our customers at that time and it’s also an opportunity for us to get feedback and to gauge your opinion about our business.

I did door-to-door sales for nine years, in hundreds of different cities and towns all across the india. Through long, hard, agonizing trial and error, I eventually developed enough skill that I could take any product into any area on any day and make sales.

In the beginning, I struggled. But when I was about to give up on myself and quit (like 99.9% of people that try door-to-door sales do within their first few days),  experienced salesperson to give me a chance to get on track.

What I saw that day changed my life forever.

I watched as the experienced salesperson drove to an area where he had previous sales success, and listened as he explained to me why he parked his car in the exact spot he did to start his day and laid out his exact plan of attack.
Within the first 10 minutes, I learned a valuable lesson that not only made my door-to-door sales career much easier, but has also been the key to bringing in millions of dollars in revenue for my own companies, and those of thousands of others I’ve consulted to:

A current customer is the easiest person to make a sale to – many, many times easier (and less expensive) than trying to get new customers.

Most business owners operate a risky, day-to-day, transactional business, believing that the reason for getting a customer is to make a sale. That’s their biggest problem: making nothing more than “a” sale to a customer. After that initial transaction, they simply hope that their product or service or location is good enough that they will get a repeat visit from that customer.

On the other hand, sharp business owners (and door-to-door salespeople!) know that the point to making a sale is to get a customer. We have systems put together to maximize the value of that customer by making future offers to them, so that they buy more of the same product or service, or a different version, or even an entirely different product or service.

In other words, we recognize that a current customer is the easiest person to sell to, and a prospect is the hardest and most-expensive person to sell to. Therefore, we concentrate on maximizing the value of every new customer we get.

If you want to grow your business during these challenging economic times (and even during boom times), your time and effort should be invested in working to turn prospects into customers and retain them to market to in the future.
While your marketing is doing its job to get you prospects, you need to be working on turning those prospects into customers. There are a few key ways to draw them in and seal the deal. You need to be:

Inviting
Informative
Enjoyable

The biggest fear of most new customers is the dreaded “buyer’s remorse.” You want to minimize this as best you can, and if you’ve provided a quality product or service that delivers on the marketing claims you’ve made, the risk will be lower.

However, returns can still occur. Here are the two most effective ways to deal with this:

Offer to refund money — no questions asked
Offer a bonus they can keep even if they return the product

These offers alone will also lessen the impact of buyer’s remorse, because the customer will trust you more just because you showed the confidence in your product or service to offer these options in the first place.

There are number of other ways to turn a prospect into a customer:

Offer a special price as an opportunity for them to test the market.
Offer a lower price with a legitimate reason, such as clearing out inventory to pay a tax bill, for your kid’s braces, or another tangible reason. (Added bonus: Customers love you for doing this, because it makes you so much more human to them.)
Offer a referral incentive.
Offer a smaller, less expensive entry-level product to build trust.
Offer package deals.
Offer to charge less for their first purchase if they become a repeat customer.
Offer extra incentives, such as longer warranties or free bonuses, if they order by a certain date.
Offer financing options, if applicable.
Offer a bonus if they pay in full.
Offer special packaging or delivery.
Offer “name-your-own-price” incentives.
Offer comparative data or other comparison tools.
Offer to let them trade up or upgrade to something better if they want.
Offer additional, educational information to help them make the decision.

The options are really only limited by your imagination and marketing skill. You can use these or other ideas to discover what works the best for your specific business, with your specific products, services and target market.

Even if you ever find yourself doing door-to-door sales.

Marketing Companies in Kalyani Nagar

Advertising Management

Advertising simply put is telling and selling the product. Advertising Management though is a complex process of employing various media to sell a product or service. This process begins quite early from the marketing research and encompasses the media campaigns that help sell the product.

Without an effective advertising management process in place, the media campaigns are not that fruitful and the whole marketing process goes for a toss. Hence, companies that believe in an effective advertising management process are always a step ahead in terms of selling their goods and services.

As mentioned above, advertising management begins from the market research phase. At this point, the data produced by marketing research is used to identify what types of advertising would be adequate for the specific product. Gone are the days when there was only print and television advertising was available to the manufacturers. These days apart from print and television, radio, mobile, and Internet are also available as advertising media. Advertising management process in fact helps in defining the outline of the media campaign and in deciding which type of advertising would be used before the launch of the product.

If you wish to make the advertising effective, always remember to include it from the market research time. Market research will help to identify the niche segment of the population to which the product or service has to be targeted from a large population. It will also identify why the niche segment would opt for the product or service. This information will serve as a guideline for the preparation of advertising campaigns.

Once the niche segments are identified and the determination of what types of advertising will be used is done, then the advertising management focuses on creating the specifics for the overall advertising campaign. If it is a radio campaign, which type of ads would be used, if it is a print campaign, what write ups and ads will be used, and if it is a television campaign, what type of commercials will be used.

There might also be a mix and match advertising in which radio might supplement television advertising and so on. It is important that through advertising management the image is conveyed that all the strategies complement each other. It should not look to public that the radio advertising is focusing on something else while television on something else. The whole process in the end should benefit the product or service.

The role of people designing the advertising campaign is crucial to its success. They have been trained by seasoned professionals who provide the training in the specific field. Designing an advertising campaign is no small a task and to understand the consumer behavior from the data collected from market research is a very important aspect of the campaign.

A whole lot of creativity and inspiration is required to launch an adequate advertising campaign. In addition, the management skills come into play when the work has to be done keeping the big picture in mind. It would be fruitful for the company if the advertising campaign lasts well over the lifetime of a product or service, reach the right customers, and generate the desired revenue.

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Articales from http://www.managementstudyguide.com

Consultative Selling – New Approach to Selling

Consultative Selling – New Approach to Selling

Being a Salesman is not everyone’s cup of tea. Salesmanship doesn’t come naturally to one and all. There are few who have it in them to become star salesmen. Just like leadership, salesmanship is an inborn tendency with some. In the current times, the concept of selling has under gone tremendous changes thanks to the development and technological advances on fronts.

Every product or service that is available in the market is marketed and sold to the customers. However the process of selling is quite different from selling a fridge to selling a vacation or a car. Each product or service is designed to suit customer’s specific need and depending upon the product or service category, the appropriate sales channel be it dealer sales, show room sales, retail sales etc are adopted. Irrespective of the mode of selling, there is always a critical role that is played by the salesman to help the customers through the pre sales process. Salesman actually becomes the catalyst in the pre sales process of the customers by helping him identify study, compare, see demos and finally make that critical decision to buy the particular product. To a large extent the salesman does play an important role similar to that of an influencer.

Apart from the traditional sales approach, a new way of selling called as “Consultative Selling” has gained ground in the past two decades. Consultative selling refers to a sales approach and an attitude of the salesmen who do not try to sell their company’s product or service to the customers. Instead, they engage the customers to understand all about Customer’s business, identify their problems, needs as well as expectations, forecast their future needs and requirements and build a solution offer using their products or service. Thus the customer and the salesman partner in arriving at the exact need, specification of the requirements wherein the salesman can get his product development team to build customized solutions if needed. The best advantage of this system is that the customer not only gets the solution but the salesman and the selling Organization takes on the responsibility for implementation and making the solution work for the customer.

Consultative selling has been adapted by most of the industries today. From insurance companies and wealth management companies to hospitals and travel planners, all are engaging the customers and offering tailor made solutions to suit each one’s needs. In the industrial segment however, the best usage of this approach can be found in marketing of soft wares. You will seldom find Organisations selling readymade software off the shelf barring a few. Most softwares are customized to suit each industry and sold through consultative selling. Take the case of Adobe. Their software applications are sold across various industry segments from pre press, graphic design, product design studios to desktop publishing and other media related industries. The product is sold by different sales groups that work with different industries. Each of these group of salesmen have the in depth knowledge of the particular industry that they are targeting and hence are able to understand their customer’s business and position their product suitably. The same is the case with most of the software products be it financial management software, ERP or health care etc. The Organizations have the generic product and customize the same to suit specific markets and customer’s needs. In such situations, only the consultative selling approach works best. The customers can at best define their business needs. It is for the sales persons to tabulate customer needs, detail the design template and prototype to present a total solution to the customer. The salesmen work with the product design team experts to arrive at the technology specifications and other requirements for the project. The customer then chooses to go with the entire solution as advised by the chosen Seller Organization.

Today the power of consultative selling has been realized by every Organization and even the traditional product selling Organizations too are adapting this method and training their sales force to develop the consultative mode and attitude. For quite some time industries have become customer oriented in their total outlook. On the same lines, Organizations have now begun to focus on consultative selling approach to talk to their prospective customers.

When Not To Challenge Your Customer

The call for B2B marketers and salespeople to always be challenging and disrupting the customer is a great piece of advice when you’re trying to acquire new business. But it’s actually very bad advice when you’re trying to keep your customers and convince them to pay more. In fact, disrupting your customer during a renewal or price increase discussion is exactly the wrong approach—one that could drive a great customer right into the arms of your competition.

Recently, my company conducted research exploring the pitfalls of applying a provocative message to renewal conversations, or the “why stay” discussion. Since then, we turned our attention to a related discussion that marketers, salespeople and account teams need to handle well: price increases.

Ongoing investments in servicing accounts and improving solutions all end up in the same spot: a post-purchase price increase conversation. The question is, how do you tell this story in a way that drives more revenue without jeopardizing existing customer relationships?

My company, Corporate Visions, collaborated with Dr. Nick Lee, a professor at the Warwick Business School in the U.K., on academic research to answer that very question—and determine the best messaging framework for what I call the “why pay” conversation.

The “Why Pay” Study

For the study, we recruited 503 participants to take part in an online experiment that simulated a renewal and price increase selling scenario. Participants were told they ran a small business and that a two-year contract with a vendor they’d hired to promote their health and wellness plan (and retain employees) was coming to an end, and it was now time to discuss a renewal and price increase.

We tested six different approaches. All the test conditions started by documenting business results to date and all requested the same 4% price increase for the next two-year agreement. Participants were divided into six different groups and placed into different experimental conditions. The range of conditions included a message that introduced a new insight designed to challenge a customer’s current perspective and situation. Other conditions offered certain types of price anchors and discounts (all landing at the same 4%). Another sought to reinforce the status quo bias—an approach our past research revealed to be effective in a renewal context.

The Results

The experiment revealed that the “challenging” provocation-based message that introduced an unconsidered need was the least effective in terms of framing a price increase—by a statistically significant margin.

Participants in the provocative condition were found to have:

18.8% less favorable attitudes toward the message.

In addition, participants in the provocation-based message were:

15.5% less likely to renew with their current vendor; and

16.3% more likely to switch to another vendor.

But the study didn’t just reveal what doesn’t work for the “why pay” story; it also shows what does. Specifically, the winning message, according to the study, is one that:

Reinforces the status quo bias while introducing key, new capabilities to solve existing needs—not introduce new needs, and;

Anchor high with the price increase request, before giving a loyalty discount if the buyer purchases within an advantageous timeframe.

The best performing messages in the study suggest that your message should open by documenting results to date before reinforcing status quo bias, introducing new capabilities and anchoring a high price increase before providing a loyalty discount.

The big takeaway from this study? The disruptive message so popular today may work wonders when you’re trying to win net new customers. But beware: When you’re trying to convince customers to stay or pay more, that message will set you back in a big way—potentially making your customers susceptible to inroads from the competition.

Want to learn more about telling the right story for the key conversations outlined above? Check out our latest eBook, which covers the conversations above in-depth.

This article originally published in Demand Gen Report.

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Business Parks promotional, one 2 one Advertisement, Human Resource