Face to Face Marketing and Door to Door Marketing 

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

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

The State of Mobile Enablement – a Tale of Two Conflicting Viewpoints

We recently surveyed more than 700 B2B marketers and salespeople from around the globe regarding their use of tablets to aid in sales-related activities. The survey revealed a surprising disconnect. Currently, only 23 percent of companies have deployed tablets. Of the respondents whose companies have not deployed tablets (77 percent), 83 percent said their companies have no plans to implement them, despite the fact that 75 percent of respondents believe such devices help, or would help improve sales activities.

The majority of people in marketing and sales believe tablets either do or can improve sales enablement, but nearly the same majority of companies have no near-term plans to deploy them. Practically speaking, it seems tablets are the ideal tool for the outside sales rep who is constantly on-the-go and has a just-in-time mindset for how they access and consume sales enablement coaching and content. Being able to access the important messaging and materials they need when and where they need it, and then effectively delivering those messages during a sales conversation – which can happen anytime and anywhere – makes a perfect case for these mobile devices.

For more information and analysis of the survey findings, watch this video.

d2d sales Companies in Pune

d2d sales Companies in mumbai

Interactive marketing , Corporate advertisement, bikers rally Activation, ppc advertising,

Business To Business Marketing, one 2 one sales, Industrial Market Research

Face to Face Marketing and Door to Door Marketing 

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

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

Broadcast Advertising

Generally speaking, broadcast advertising is radio, television, and Internet advertising. The commercials aired on radio and televisions are an essential part of broadcast advertising.

The broadcast media like radio and television reaches a wider audience as opposed to the print media. The radio and television commercials fall under the category of mass marketing as the national as well as global audience can be reached through it.

The role of broadcast advertising is to persuade consumers about the benefits of the product. It is considered as a very effective medium of advertising. The cost of advertising on this channel depends on the time of the commercial and the specific time at which it is aired. For example, the cost of an ad in the premium slot will be greater than in any other slot.

BroadCast Advertising

A radio ad must be aired several times before it actually sinks in the minds of the consumers. Thus the frequency of the ad is important. The type of your target audience is also important. Therefore, one must do a research on which type of audience listens to which channels if they want the ads to be successful. The voice talent in the commercial should be taken keeping in mind the type of audience and the type of commercial.

The television advertising is usually considered the advertising for the corporate giant, though even the small businesses can benefit from it. A strong audio and video combination is a must for the success of the commercial. But it is also important that the audio and video should function well without each other. For example, if a person is not viewing the TV but just listening to it, s/he should get the idea and vice versa.

It is extremely important that whatever has been advertised in the commercial is true. For this reason, organizations such as Federal Trade Commission (FTC) are there to monitor the commercials on television and radio. This ensures that the advertisers are not making any false claims to lure consumers to buy their products.

Most of the radio and television advertisements are paid though there are some public service ads which can be aired for free. The advertisers usually have to pay for the spot which lasts for 30 seconds. In rare cases, this spot can increase to 60 seconds too.

These days radio and television ads are prepared by advertising agencies for their clients. They understand the need of the client and make the commercial keeping in mind the current state of affairs. Broadcast advertising has become a very essential part of marketing in recent times. Companies allocate specific budget for radio and television ads and make an estimate of how much revenue they can earn through broadcast advertising. For example, marketing consultants are hired to determine the return on investment (ROI) for spending on radio and television ads. Sometimes the marketing consultants of these businesses run sample ads to judge its popularity among the viewers.

Internet or online advertising uses the Internet or the World Wide Web for the purpose of attracting consumers to buy their product and services. Examples of such advertising include ads on search engine result pages, rich media ads, banner ads, social network advertising, and email marketing and so on. Online advertising has its benefits, one of them being immediate publishing of the commercial and the availability of the commercial to a global audience. But along with the benefits come the disadvantages too. These days, advertisers put distracting flashing banners or send across email spam messages to the people on a mass scale. This can annoy the consumers and even the real ads might get ignored in the process. Therefore, ethics in advertising is very important for it to be successful.

Whatever the mode of advertising, broadcast advertising is an inherent part of any advertising campaign these days.

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Articales from http://www.managementstudyguide.com

Sales Planning – An Overview

Sales Planning – An Overview

Selling is an art. Some people might be born salesmen. However everyone can become a salesman with sufficient training and practice. Don’t we use sales tactics in every relationship and interactions in our life?. We sell products; we sell ideas, concepts, solutions, service etc.

When we talk about conceptual selling process, we are essentially referring to a different approach to selling your product. Every customer has a need and every seller has a product. When the two meet and find the best fit, the interaction results in a sale. However, there are several types of selling processes that are adapted by different industries. When an individual salesman is selling personally to a buyer be it an individual or organization in B2B or B2C, he would need to have a definite approach to selling. Keeping the customer focus in mind, all industries have now begun to adapt the consultative mode of selling. Some experts call it as Concept selling too. In consultative mode of selling, you look at the customer’s business; understand his needs from his perspective. The salesman takes time to study the needs and define the details, before using the information to design the solution. The selling process further involves presenting the solution design to the customer, obtaining his approval after detailing, discussions and finally going on to negotiations and closing the sales call with a commitment from the buyer.

The success of consultative selling process lies on the shoulders of the salesman and his capabilities. The skill with which he cultivates the situation and leads it to its logical conclusion will effect the sales deal in a major way. Managing to cultivate sales lead and managing the entire sales process calls for a disciplined approach to selling. Planning and reviewing of the case status is essential as well as crucial at every stage.

There are several IT applications and systems that help you manage your sales activity. Multi national companies who have sales networks across various countries depend upon the IT applications to gain visibility over sales development and monitor the activities. Such applications are exhaustive and become an important source of information to the Organization for knowledge management purposes. If in case you do not have access to a readymade application, one can easily develop a format using spreadsheets and maintain the same for use as a planner.

The sales planner would ideally contain information with regard to the prospective customer, his business, organization, estimated business potential, his buying behavior, previous history of buying as well as the key contacts and any other information relevant to the customer’s business. It helps to pen down the strategy that you plan to adapt to build on this sales lead.

With every meeting that you hold or attend with this customer, you will need to make detailed notes of the meeting, your observations, and your next plan of action as well as attach the minutes of the meeting. Review of this planner will help you identify your current status with reference to the sales process and help you plan your approach for the next stage.

When you are busy making sales calls all through the month, such planning tools will be of great advantage. At a glance you will be able to identify which way the particular prospective lead is moving and help you plan your strategies to move forward. Besides, the data comes in useful at different times for your sales planning and marketing purposes too.

Speak to Your Buyer’s Situation—Not Their Disposition

Or, why your persona-based approach could mean your customer conversations are missing the mark

The great persona crackup continues.

Even two years ago, when the average buying group size in B2B deals was said to be more than five, B2B organizations high on a persona-based messaging approach had a lot of message tailoring to do. And, if you’ve held fast to persona-based messaging, you now have even more. That’s because the average of number of decision-makers involved in B2B purchasing decisions has crept up to almost seven, by some counts.

As complex sales get ever more complex, the risk of relying on hyper-segmented messaging becomes that much more pronounced. Why? Because the reality of having more decision-makers involved in B2B deals only complicates the job of any marketer or sales pro trying to disrupt their prospects’ current situation and drive consensus among disparate stakeholders. In this case, multiple personas and other forms of hyper-segmented messaging won’t relieve the complexity—they will aggravate it.

Fundamental Attribution Error

Here’s the risk associated with focusing on a wider set of persona-based needs: Stakeholders within the buying committee ultimately need to unite, but will struggle because they are receiving drastically different tracks of information throughout the buying process. Far from binding these decision-makers together, this splintered messaging approach might actually drive them apart by underscoring where and how their needs bifurcate.

That’s not a prescription for consensus. It’s a prescription for a standstill, and deals sputtering out into “no decision”—which is the biggest threat to your marketing and success. One major analyst firm actually identified a negative impact on deals when you over-tailor your messages to individual personas.

The problem also has a scientifically proven cause called the Fundamental Attribution Error.

Behavioral economics researchers have proven that we tend to attribute human behaviors and decisions, good or bad, to someone’s personality or disposition, when they’re far more likely to be shaped by situational factors.

In fact, tests prove that you overestimate the effect of a person’s personality on their behaviors and decisions while underestimating the influence of their situation on those same actions.

There’s a parallel between this concept and persona-based messaging.

By segmenting your messaging based on decision makers’ titles, roles, and responsibilities, you run the risk of committing the Fundamental Attribution Error by assuming their “disposition-based needs” are more influential in the buying process than the “situational challenges” they share with the other decision team members.

Here’s an example of what I mean: Let’s say you’re responsible for selling marketing automation software to help manage a company’s marketing campaigns, social presence, and demand generation programs. You build messages for all the typical buying influencers within the deal, starting with the company’s marketing executive, and you identify key performance indicators such as increasing lead generation volume, expanding marketing-sourced pipeline impact and improving the quality and conversion of leads to closed business.

Your background research doesn’t stop there. Because this is a big-ticket martech item, you also need to consider the financial decision maker and the IT decision maker, not to mention the marketing operations user. So you build three more “talk tracks” for these individuals.

Keep in mind: This requires a major lift in terms of messaging and content creation. The expectation is that you’ll become fluent enough to toggle between your stories and conversations depending on which person you’re meeting with.

Problem is, none of this messaging has anything to do with the situation. It’s all about the disposition of individuals—and that’s not what affects behavior change. A more compelling “why change” story will create uncertainty about the company’s flawed current approach—which all influencers feel—instead of appealing to individuals’ professional dispositions. For example, if you build a generic, KPI-based story around “improving marketing-generated pipeline,” you might spark your prospect’s excitement, but you won’t drive action unless you can show how their established approach puts them at risk relative to the outcomes they want.

For example, when it comes to “situations” buying committees might share, it could be that your prospects are using 10-year-old automation technology. If so, there are specific gaps and deficiencies associated with this aging automation situation that are completely different from the circumstances if your prospect is, say, still using database files and spreadsheets to manage the company’s marketing efforts. And this is different still if your prospects just purchased your competitor’s solution within the last 18 months.

The point is, these sorts of situation are different enough that they will drastically alter your core message, based on what your prospects are experiencing. These situations are also what trigger your prospects’ survival instinct, making them see that the need to change is based more on the situation they’re in than on anything to do with their job title. By messaging to these shared situations, you will build consensus and compel buyers to act.

To persuade buyers to rally together and embrace change, you need to identify the higher order business challenges that stem from their shared situation they are trying to improve, rather than messaging to individual sets of needs tied to each of their unique roles or dispositions.

d2d sales Companies in Pune

d2d sales Companies in mumbai

Interactive marketing , Corporate advertisement, bikers rally Activation, ppc advertising,

Business To Business Marketing, one 2 one sales, Industrial Market Research

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 Bhosari

The State of Mobile Enablement – a Tale of Two Conflicting Viewpoints

We recently surveyed more than 700 B2B marketers and salespeople from around the globe regarding their use of tablets to aid in sales-related activities. The survey revealed a surprising disconnect. Currently, only 23 percent of companies have deployed tablets. Of the respondents whose companies have not deployed tablets (77 percent), 83 percent said their companies have no plans to implement them, despite the fact that 75 percent of respondents believe such devices help, or would help improve sales activities.

The majority of people in marketing and sales believe tablets either do or can improve sales enablement, but nearly the same majority of companies have no near-term plans to deploy them. Practically speaking, it seems tablets are the ideal tool for the outside sales rep who is constantly on-the-go and has a just-in-time mindset for how they access and consume sales enablement coaching and content. Being able to access the important messaging and materials they need when and where they need it, and then effectively delivering those messages during a sales conversation – which can happen anytime and anywhere – makes a perfect case for these mobile devices.

For more information and analysis of the survey findings, watch this video.

d2d sales Companies in Pune

d2d sales Companies in mumbai

Interactive marketing , Corporate advertisement, bikers rally Activation, ppc advertising,

Business To Business Marketing, one 2 one sales, Industrial Market Research

Face to Face Marketing and Door to Door Marketing 

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

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

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

What I saw that day changed my life forever.

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

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

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

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

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

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

Inviting
Informative
Enjoyable

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

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

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

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

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

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

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

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

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Broadcast Advertising

Generally speaking, broadcast advertising is radio, television, and Internet advertising. The commercials aired on radio and televisions are an essential part of broadcast advertising.

The broadcast media like radio and television reaches a wider audience as opposed to the print media. The radio and television commercials fall under the category of mass marketing as the national as well as global audience can be reached through it.

The role of broadcast advertising is to persuade consumers about the benefits of the product. It is considered as a very effective medium of advertising. The cost of advertising on this channel depends on the time of the commercial and the specific time at which it is aired. For example, the cost of an ad in the premium slot will be greater than in any other slot.

BroadCast Advertising

A radio ad must be aired several times before it actually sinks in the minds of the consumers. Thus the frequency of the ad is important. The type of your target audience is also important. Therefore, one must do a research on which type of audience listens to which channels if they want the ads to be successful. The voice talent in the commercial should be taken keeping in mind the type of audience and the type of commercial.

The television advertising is usually considered the advertising for the corporate giant, though even the small businesses can benefit from it. A strong audio and video combination is a must for the success of the commercial. But it is also important that the audio and video should function well without each other. For example, if a person is not viewing the TV but just listening to it, s/he should get the idea and vice versa.

It is extremely important that whatever has been advertised in the commercial is true. For this reason, organizations such as Federal Trade Commission (FTC) are there to monitor the commercials on television and radio. This ensures that the advertisers are not making any false claims to lure consumers to buy their products.

Most of the radio and television advertisements are paid though there are some public service ads which can be aired for free. The advertisers usually have to pay for the spot which lasts for 30 seconds. In rare cases, this spot can increase to 60 seconds too.

These days radio and television ads are prepared by advertising agencies for their clients. They understand the need of the client and make the commercial keeping in mind the current state of affairs. Broadcast advertising has become a very essential part of marketing in recent times. Companies allocate specific budget for radio and television ads and make an estimate of how much revenue they can earn through broadcast advertising. For example, marketing consultants are hired to determine the return on investment (ROI) for spending on radio and television ads. Sometimes the marketing consultants of these businesses run sample ads to judge its popularity among the viewers.

Internet or online advertising uses the Internet or the World Wide Web for the purpose of attracting consumers to buy their product and services. Examples of such advertising include ads on search engine result pages, rich media ads, banner ads, social network advertising, and email marketing and so on. Online advertising has its benefits, one of them being immediate publishing of the commercial and the availability of the commercial to a global audience. But along with the benefits come the disadvantages too. These days, advertisers put distracting flashing banners or send across email spam messages to the people on a mass scale. This can annoy the consumers and even the real ads might get ignored in the process. Therefore, ethics in advertising is very important for it to be successful.

Whatever the mode of advertising, broadcast advertising is an inherent part of any advertising campaign these days.

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Articales from http://www.managementstudyguide.com

Sales Planning – An Overview

Sales Planning – An Overview

Selling is an art. Some people might be born salesmen. However everyone can become a salesman with sufficient training and practice. Don’t we use sales tactics in every relationship and interactions in our life?. We sell products; we sell ideas, concepts, solutions, service etc.

When we talk about conceptual selling process, we are essentially referring to a different approach to selling your product. Every customer has a need and every seller has a product. When the two meet and find the best fit, the interaction results in a sale. However, there are several types of selling processes that are adapted by different industries. When an individual salesman is selling personally to a buyer be it an individual or organization in B2B or B2C, he would need to have a definite approach to selling. Keeping the customer focus in mind, all industries have now begun to adapt the consultative mode of selling. Some experts call it as Concept selling too. In consultative mode of selling, you look at the customer’s business; understand his needs from his perspective. The salesman takes time to study the needs and define the details, before using the information to design the solution. The selling process further involves presenting the solution design to the customer, obtaining his approval after detailing, discussions and finally going on to negotiations and closing the sales call with a commitment from the buyer.

The success of consultative selling process lies on the shoulders of the salesman and his capabilities. The skill with which he cultivates the situation and leads it to its logical conclusion will effect the sales deal in a major way. Managing to cultivate sales lead and managing the entire sales process calls for a disciplined approach to selling. Planning and reviewing of the case status is essential as well as crucial at every stage.

There are several IT applications and systems that help you manage your sales activity. Multi national companies who have sales networks across various countries depend upon the IT applications to gain visibility over sales development and monitor the activities. Such applications are exhaustive and become an important source of information to the Organization for knowledge management purposes. If in case you do not have access to a readymade application, one can easily develop a format using spreadsheets and maintain the same for use as a planner.

The sales planner would ideally contain information with regard to the prospective customer, his business, organization, estimated business potential, his buying behavior, previous history of buying as well as the key contacts and any other information relevant to the customer’s business. It helps to pen down the strategy that you plan to adapt to build on this sales lead.

With every meeting that you hold or attend with this customer, you will need to make detailed notes of the meeting, your observations, and your next plan of action as well as attach the minutes of the meeting. Review of this planner will help you identify your current status with reference to the sales process and help you plan your approach for the next stage.

When you are busy making sales calls all through the month, such planning tools will be of great advantage. At a glance you will be able to identify which way the particular prospective lead is moving and help you plan your strategies to move forward. Besides, the data comes in useful at different times for your sales planning and marketing purposes too.

Speak to Your Buyer’s Situation—Not Their Disposition

Or, why your persona-based approach could mean your customer conversations are missing the mark

The great persona crackup continues.

Even two years ago, when the average buying group size in B2B deals was said to be more than five, B2B organizations high on a persona-based messaging approach had a lot of message tailoring to do. And, if you’ve held fast to persona-based messaging, you now have even more. That’s because the average of number of decision-makers involved in B2B purchasing decisions has crept up to almost seven, by some counts.

As complex sales get ever more complex, the risk of relying on hyper-segmented messaging becomes that much more pronounced. Why? Because the reality of having more decision-makers involved in B2B deals only complicates the job of any marketer or sales pro trying to disrupt their prospects’ current situation and drive consensus among disparate stakeholders. In this case, multiple personas and other forms of hyper-segmented messaging won’t relieve the complexity—they will aggravate it.

Fundamental Attribution Error

Here’s the risk associated with focusing on a wider set of persona-based needs: Stakeholders within the buying committee ultimately need to unite, but will struggle because they are receiving drastically different tracks of information throughout the buying process. Far from binding these decision-makers together, this splintered messaging approach might actually drive them apart by underscoring where and how their needs bifurcate.

That’s not a prescription for consensus. It’s a prescription for a standstill, and deals sputtering out into “no decision”—which is the biggest threat to your marketing and success. One major analyst firm actually identified a negative impact on deals when you over-tailor your messages to individual personas.

The problem also has a scientifically proven cause called the Fundamental Attribution Error.

Behavioral economics researchers have proven that we tend to attribute human behaviors and decisions, good or bad, to someone’s personality or disposition, when they’re far more likely to be shaped by situational factors.

In fact, tests prove that you overestimate the effect of a person’s personality on their behaviors and decisions while underestimating the influence of their situation on those same actions.

There’s a parallel between this concept and persona-based messaging.

By segmenting your messaging based on decision makers’ titles, roles, and responsibilities, you run the risk of committing the Fundamental Attribution Error by assuming their “disposition-based needs” are more influential in the buying process than the “situational challenges” they share with the other decision team members.

Here’s an example of what I mean: Let’s say you’re responsible for selling marketing automation software to help manage a company’s marketing campaigns, social presence, and demand generation programs. You build messages for all the typical buying influencers within the deal, starting with the company’s marketing executive, and you identify key performance indicators such as increasing lead generation volume, expanding marketing-sourced pipeline impact and improving the quality and conversion of leads to closed business.

Your background research doesn’t stop there. Because this is a big-ticket martech item, you also need to consider the financial decision maker and the IT decision maker, not to mention the marketing operations user. So you build three more “talk tracks” for these individuals.

Keep in mind: This requires a major lift in terms of messaging and content creation. The expectation is that you’ll become fluent enough to toggle between your stories and conversations depending on which person you’re meeting with.

Problem is, none of this messaging has anything to do with the situation. It’s all about the disposition of individuals—and that’s not what affects behavior change. A more compelling “why change” story will create uncertainty about the company’s flawed current approach—which all influencers feel—instead of appealing to individuals’ professional dispositions. For example, if you build a generic, KPI-based story around “improving marketing-generated pipeline,” you might spark your prospect’s excitement, but you won’t drive action unless you can show how their established approach puts them at risk relative to the outcomes they want.

For example, when it comes to “situations” buying committees might share, it could be that your prospects are using 10-year-old automation technology. If so, there are specific gaps and deficiencies associated with this aging automation situation that are completely different from the circumstances if your prospect is, say, still using database files and spreadsheets to manage the company’s marketing efforts. And this is different still if your prospects just purchased your competitor’s solution within the last 18 months.

The point is, these sorts of situation are different enough that they will drastically alter your core message, based on what your prospects are experiencing. These situations are also what trigger your prospects’ survival instinct, making them see that the need to change is based more on the situation they’re in than on anything to do with their job title. By messaging to these shared situations, you will build consensus and compel buyers to act.

To persuade buyers to rally together and embrace change, you need to identify the higher order business challenges that stem from their shared situation they are trying to improve, rather than messaging to individual sets of needs tied to each of their unique roles or dispositions.

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