Face to Face Marketing and Door to Door Marketing 

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

We convert potential customers to sustainable clients in the shortest space of time( door to door sales, door2door Marketing agencies ). Our professional teams interact with customers, educating them on our clients’ products/services, as well as generating immediate sales or leads with interested customers.

Marketing and advertising budgets have come under increasing pressure. door2door Marketing agencies and Door-to-door sales is a low cost distribution channel, and is an effective way to gain more return on investment. It secures increased value with minimum spend, allowing access to a customer base which is not always reached by existing marketing strategies.

Through Door to Door sales, customers can choose the most suitable deals, especially because they have a chance to ask questions and have the offering clarified by our qualified sales experts in mumbai

Door to Door Sales Agency 

We believe our experience, our sales ability and the detailed processes we have in place ensure we successfully launch new products to the market. Our sector experience and data insights ensure we are calling on the right outlets to maximise return on investment during the critical launch phase.

We have proven experience in launching challenger brands to the market along with well-established range extensions and completely new products.

We believe Fulcrum is the door-to-door-sales agency in pune best suited to owning the responsibility of launching your new product – why not give us a call to find out if we can help you?

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

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

What I saw that day changed my life forever.

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

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

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

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

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

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

Inviting
Informative
Enjoyable

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

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

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

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

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

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

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

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

Marketing agency in Deccan Gymkhana

Why the Best Story Wins

Why do customers choose you?

That’s the question we recently asked the market, hoping to get an idea about what factors actually create differentiation.

So, what is it? Products? Price? Brand reputation?

How about none of the above. Nearly two-thirds of respondents ranked sales conversations as the most important factor in creating competitive differentiation. That’s nearly 20 percentage points higher than product quality/innovation, ranked as the second most important factor.

The implication is clear: Great customer conversations come down to a great story, and the best story, told the best way, wins every time.

A great story stems from an awareness that your prospects are resistant to doing something different from what they’re doing today. In other words, your biggest enemy isn’t your other competitors, but your buyer’s status quo. That means marketers and salespeople need to develop and deliver a “why change” story that gives prospects a pathway to change that’s compelling, actionable, and—most importantly—can help them overcome the business challenges that are hurting them today.

Below are four steps to help structure a great “why change” story across your messaging, content and skills – one that guides prospects on a pathway to a new and safer alternative to their current situation.

Step One: Lead with an Insight – Tell your prospect something they don’t know about a problem or missed opportunity they didn’t know they had, revealing inconsistencies or uncertainties in the way they’re doing business today. This is the basic idea behind a messaging approach based on “unconsidered needs.” Research from Corporate Visions shows that this approach—instead of the traditional “voice of the customer” approach, where you respond only to the needs your prospects tell you they have—can give you a statistically significant advantage in the area of differentiation.

Step Two: Disrupt the status quo – Show your prospects why their status quo situation is unsafe and untenable. Highlight visually—ideally, with a whiteboard-style presentation—how sticking with the status quo could prevent prospects from realizing their most crucial business goals.

Step Three: Tie your prospect’s unsafe current situation to a “new safe” scenario – You can do this by depicting a contrasting pathway that resolves the issues you’ve identified. That resolution point is key. Research from Corporate Visions shows that creating risk around your prospect’s current situation isn’t compelling enough to incite buyers to change. To make your message actionable, you need to link the factors that make their current situation risky with a resolution alternative that can solve these business challenges. The Corporate Visions study shows that you can make a bigger impact on the factors that drive buyer action by delivering a story that resolves the risks you’ve identified.

Step Four: Prove it – Finish your story by highlighting a comparable scenario where you helped another company find a “new safe” through your solution. Once again, if you’re in the field, create a sharp visual contrast between the pain that company was experiencing in its status quo situation and the value and relief they gained by switching to yours.

For more on how to tell a “why change” story that disrupts the status quo with principles rooted in decision-making science, check out this eBook at http://cvi.to/SellWithScience

door2door Marketing agencies in Pune

door2door Marketing agencies in mumbai

Local Marketing , Bus branding, Interactive marketing, Customer Acquisition,

B 2 C selling, Outdoor advertising, Continual 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 door2door Marketing agencies , door-to-door sales technique and door2door Marketing agencies in mumbai.

We convert potential customers to sustainable clients in the shortest space of time( door to door sales, door2door Marketing agencies ). Our professional teams interact with customers, educating them on our clients’ products/services, as well as generating immediate sales or leads with interested customers.

Marketing and advertising budgets have come under increasing pressure. door2door Marketing agencies 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 agencies in kasba peth

Sales Operation

Sales Operation refers to various activities which help in the timely achievement of sales targets for the successful functioning of an organization.

Sales Operation includes various strategies and techniques employed by an individual to achieve sales goals within the stipulated time frame.

Why Sales Operation ?

• Sales Operation activities help the sales professionals to meet the sales targets in a systematic and the best possible way.
• Sales Operation activities help to devise relevant strategies and plans (both long term as well as short term) to achieve the sales goals.
• In simpler words sales operation activities help in generating revenues for the organization through meticulous planning, better budgeting and adopting a methodical approach.

Let us go through the various steps in sales operation:

1. Sales representatives should prepare their own database. Make sure you have a long list of potential customers. Mere sitting at office doesn’t help in sales. Go out in the field, meet people and gather as much information as you can. Put canopies at strategic locations. Networking helps in sales.
2. The next step is to segregate the data according to age, sex, income and so on. Classify the data under various sub heads like working/non working, middle class/upper class, employed/unemployed etc. Such classifications help you to understand the customers better and identify your target audience.
3. Sales strategies ought to be different for every segment. The needs and interests of a female would be different as compared to a male. Similar products would not excite a youngster and an individual who is 50 years old. Create relevant strategies for different segments as per their needs, interests and demands. The promotional plans must excite the customers and attract them towards the organization.
4. Speak to the customers and seek for appointment. Fix up a time as per their convenience. One should never call a customer more than twice in a single day. It irritates him and he tends to avoid you in future. Give him time to think and decide. Avoid being pushy. One can also send a soft reminder through email to the customer.
5. Once you get an appointment, make sure you reach the venue on time. Don’t expect the customer to wait for you. Remember the customer can ask you anything related to the product. Make sure you know everything about the product and its offerings.
6. Understand the needs and expectations of the customers. Try to make him understand how your product would benefit him? Make him realize how your product is better than the competitor’s. Don’t oversell.
7. Attend sales deal with an open mind. Don’t be too rigid on price and other terms and conditions. Give the best deal to the customers for them to come back again to your organization.
8. Sign a written agreement with the buyer. The agreement should have the description of the product, model no, date of purchase, warranty details and other necessary terms and conditions. Some organizations also give bills to the customers. Bills are required when the customer comes for an exchange.
9. Make sure products are delivered in good and working condition to the customers. It is the duty of the sales representatives to assist the customers in installing, using or maintaining the products.
10. Make sure you are in touch with the clients even after the deal for higher customer satisfaction, higher customer retention and eventually higher revenues.

Brand Categories

Every marketing management student would have heard the story about origin of branding, that it was initially used to identify and isolate a particular stock of cattle in the west. From the Wild West, branding as a concept has grown and changed beyond its original purpose. Today brands have become the common tool for us to differentiate and recall various products and services.

Branding in the current times is not limited to products and services alone. In fact you will find every type of organization and business stream using brand as a tool for differentiation, recall and identity. The fact that the brand identity that includes the visual logo also comprises of and represents a particular set of characteristics, values and the core culture of the brand owner. Branding is today used for a lot many purposes other than just to offer products and services to the consumers.

Of course when we think of brands, the first category that comes to our mind is that of product and service brands. These are mostly stand alone brands that are strongly product centric. Kelloggs, Coco Cola, Lays, Johnie Walker etc, are strong product brands. The immediate recall in the consumer’s mind is that of the particular product that it represents. Xerox originally became such a very successful and strong brand that people started calling photocopier machines as Xerox machine. Even today this brand name continues to be used to refer to the photocopiers.

There are also the Line brands comprising of a exclusive set of product lines under a brand name. Take a look at the computer industry, all the different types of laptops and desktops are bundled under a particular series or a particular line brand. Dell’s Studio series meant for digital and multi- media as well as animation and graphic users and Inspira series for computing are the best examples of line brands. L’oreal studio line of products is another good example of line brands.

When experts talk about brand extension and line extensions as well as product extensions, it becomes difficult to compartmentalize each category. Take the case of diet coke. Some experts call it a brand extension, while the others feel it is a product or line extension. Ultimately, the marketing professionals who have worked out the strategy for the brand know it the best.

Range brands are the next best type of branding used especially in the retail industry. Oral B is perhaps of the best known global brands comprising of several range of products related to dental care. This concept is also used exclusively in the automotive industry too. Toyota has a series of models and cars under its Range Brand Lexus.

Umbrella branding is another highly successful methods of building different product lines under single brand image that emphasizes a standard core value proposition across the products under its brand. Nivea, Sony, Virgin are possible the most visible and successful global umbrella brands with several product lines developed under the strong brand image.

Corporate brand has been adopted as a successful branding strategy by Organizations to build their Corporate identity. Global multi-national giants like GE, Phillips, Samsung, IBM, HP, P&G, Nestle, etc have successfully built a strong corporate identity. Similarly the banks and insurance companies etc like HSBC, BOA, Citi bank, AIG, etc have are strong corporate brands that represent the organization. It is another matter that they have product brands that are equally famous and well known in their product offering. P&G and Nestle deal with various products each having their own successful product labels and brands. Similarly GE has varied business interest in different fields. The corporate GE brand is perhaps the best known identity for the organization globally.

Industry academicians and experts have listed several more types of brands that are categorized exclusively as designer labels, exclusive store or boutique brands as well as family brands etc. There are also media brands as well as e brands that are the new additions to the brand wagon. In many cases the brand categories have a thin line of boundary between them and sometimes the products can also be categorized under multiple brand categories depending upon the brand and product category etc.

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

Articales from http://www.managementstudyguide.com

3 Magic Questions a Sales Manager Must Know

Three Magic Questions a Sales Manager Must Know

One of the main roles of a Sales Manager is to help train your salespeople on how to stay on track during a sales cycle. During any sales opportunity coaching sessions consider asking these three questions with any sales opportunity:

• Why do anything?
• Why now?
• Why with us?

Let’s explore these, acknowledging the answers can’t all be known at the beginning of a sales opportunity but focusing on answering them is critical to maintain focus and winning the sale.

Why do anything?

Any person and organization has a myriad of priorities. Going through a buying decision whether for marketing services, new equipment or office space, is a major commitment that may include multiple people and maybe competing with multiple priorities. So how will your prospect justify the effort and invest the time? Often, the buyer has latent pain – they know they need to do something but they may not know what they need to know or how to decide. They almost certainly don’t want to speak with a salesperson without a strong sense of what they need and whether it is affordable. This presents your first challenge – how to help the potential buyer to answer the question – Why do anything?

Therefore, marketing and sales campaigns which provide the prospect with honest content where the buyer can educate themselves is vital.   Your sales team’s prospecting activities (emails, phone calls) should leverage this content and assist in identifying the issues and required capabilities. Blogs, webinars, case studies as all examples of content that may be beneficial to the prospect as long as it is not overtly self-serving.

Once they engage with a prospect, top sales professionals know they can both help the prospect and increase their company’s potential sales success through a deeper discovery phase. Exploring unexpressed potential needs, linking the implications of the current issues with other functions within the enterprise and tying the project to corporate objectives will both help the prospect build momentum internally and differentiate your offering. This is critical to begin to build your “business case” for taking action.

Why now?

Consider again the myriad priorities within the prospect company and the limited availability for executive support and investment capital or expense. To win the business requires more than beating your competition – you need to help your prospect communicate the importance of this initiative and gain internal approval. Perhaps this project is critical to retain a key customer, or comply with upcoming regulations. It may require a formal cost justification and follow a capital approval procedure. If the prospect does not have experience or insight to elevating the importance of your sale within the company and how to navigate the approval cycle, you will either have to help them or accept the consequences. Tools to assist your prospect such as payback models, use cases and template presentations can be both valuable and appreciated.

Timing is important, as knowing when the solution to fix the “pain” must be implemented and begin operation can drive the prospect’s sense of urgency to purchase.

Why with us?

Successful salespeople develop a competitive strategy starting at prospect qualification, refining and adjusting through the Discovery stage. What are the issues and capabilities that your company has helped the prospect uncover and how do you prove the ability to deliver? Are they unique and important to the prospect? Can the competition respond?

Often the committee will meet many days or weeks after all the vendor presentations. Summarizing the issues, the capabilities you offered and how these were received by the team and communicating to all of the committee members could be your last opportunity to stand apart. Whenever possible, these documents should be personalized.

As a Sales Manager, is it important to have your team act professionally, staying aligned throughout with the prospect’s buying process and possibly added value as it has progressed? Remember, as the point of vendor selection nears, the buyer’s sense of risk rises. How you understand and respond to this state may be the deciding factor amongst the prospects choices.

Summary

During the life of any complex sales opportunity it is sometimes difficult to for a salesperson to keep their arms around the abundance of information, questions, insights and tactics. Consider these three questions as their guide. Regularly reviewing each opportunity with these questions and honestly facing the answers, will provide the salesperson and sales manager the insights to adjust the opportunity strategy. Training your sales team to crisply communicate opportunity status to executives within your company via these three questions will both be appreciated and demonstrate your team’s competence and professionalism.

door2door Marketing agencies in Pune

door2door Marketing agencies in mumbai

Local Marketing , Bus branding, Interactive marketing, Customer Acquisition,

B 2 C selling, Outdoor advertising, Continual 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 agency in Deccan Gymkhana

Why the Best Story Wins

Why do customers choose you?

That’s the question we recently asked the market, hoping to get an idea about what factors actually create differentiation.

So, what is it? Products? Price? Brand reputation?

How about none of the above. Nearly two-thirds of respondents ranked sales conversations as the most important factor in creating competitive differentiation. That’s nearly 20 percentage points higher than product quality/innovation, ranked as the second most important factor.

The implication is clear: Great customer conversations come down to a great story, and the best story, told the best way, wins every time.

A great story stems from an awareness that your prospects are resistant to doing something different from what they’re doing today. In other words, your biggest enemy isn’t your other competitors, but your buyer’s status quo. That means marketers and salespeople need to develop and deliver a “why change” story that gives prospects a pathway to change that’s compelling, actionable, and—most importantly—can help them overcome the business challenges that are hurting them today.

Below are four steps to help structure a great “why change” story across your messaging, content and skills – one that guides prospects on a pathway to a new and safer alternative to their current situation.

Step One: Lead with an Insight – Tell your prospect something they don’t know about a problem or missed opportunity they didn’t know they had, revealing inconsistencies or uncertainties in the way they’re doing business today. This is the basic idea behind a messaging approach based on “unconsidered needs.” Research from Corporate Visions shows that this approach—instead of the traditional “voice of the customer” approach, where you respond only to the needs your prospects tell you they have—can give you a statistically significant advantage in the area of differentiation.

Step Two: Disrupt the status quo – Show your prospects why their status quo situation is unsafe and untenable. Highlight visually—ideally, with a whiteboard-style presentation—how sticking with the status quo could prevent prospects from realizing their most crucial business goals.

Step Three: Tie your prospect’s unsafe current situation to a “new safe” scenario – You can do this by depicting a contrasting pathway that resolves the issues you’ve identified. That resolution point is key. Research from Corporate Visions shows that creating risk around your prospect’s current situation isn’t compelling enough to incite buyers to change. To make your message actionable, you need to link the factors that make their current situation risky with a resolution alternative that can solve these business challenges. The Corporate Visions study shows that you can make a bigger impact on the factors that drive buyer action by delivering a story that resolves the risks you’ve identified.

Step Four: Prove it – Finish your story by highlighting a comparable scenario where you helped another company find a “new safe” through your solution. Once again, if you’re in the field, create a sharp visual contrast between the pain that company was experiencing in its status quo situation and the value and relief they gained by switching to yours.

For more on how to tell a “why change” story that disrupts the status quo with principles rooted in decision-making science, check out this eBook at http://cvi.to/SellWithScience

door2door Marketing agencies in Pune

door2door Marketing agencies in mumbai

Local Marketing , Bus branding, Interactive marketing, Customer Acquisition,

B 2 C selling, Outdoor advertising, Continual 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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Sales Operation

Sales Operation refers to various activities which help in the timely achievement of sales targets for the successful functioning of an organization.

Sales Operation includes various strategies and techniques employed by an individual to achieve sales goals within the stipulated time frame.

Why Sales Operation ?

• Sales Operation activities help the sales professionals to meet the sales targets in a systematic and the best possible way.
• Sales Operation activities help to devise relevant strategies and plans (both long term as well as short term) to achieve the sales goals.
• In simpler words sales operation activities help in generating revenues for the organization through meticulous planning, better budgeting and adopting a methodical approach.

Let us go through the various steps in sales operation:

1. Sales representatives should prepare their own database. Make sure you have a long list of potential customers. Mere sitting at office doesn’t help in sales. Go out in the field, meet people and gather as much information as you can. Put canopies at strategic locations. Networking helps in sales.
2. The next step is to segregate the data according to age, sex, income and so on. Classify the data under various sub heads like working/non working, middle class/upper class, employed/unemployed etc. Such classifications help you to understand the customers better and identify your target audience.
3. Sales strategies ought to be different for every segment. The needs and interests of a female would be different as compared to a male. Similar products would not excite a youngster and an individual who is 50 years old. Create relevant strategies for different segments as per their needs, interests and demands. The promotional plans must excite the customers and attract them towards the organization.
4. Speak to the customers and seek for appointment. Fix up a time as per their convenience. One should never call a customer more than twice in a single day. It irritates him and he tends to avoid you in future. Give him time to think and decide. Avoid being pushy. One can also send a soft reminder through email to the customer.
5. Once you get an appointment, make sure you reach the venue on time. Don’t expect the customer to wait for you. Remember the customer can ask you anything related to the product. Make sure you know everything about the product and its offerings.
6. Understand the needs and expectations of the customers. Try to make him understand how your product would benefit him? Make him realize how your product is better than the competitor’s. Don’t oversell.
7. Attend sales deal with an open mind. Don’t be too rigid on price and other terms and conditions. Give the best deal to the customers for them to come back again to your organization.
8. Sign a written agreement with the buyer. The agreement should have the description of the product, model no, date of purchase, warranty details and other necessary terms and conditions. Some organizations also give bills to the customers. Bills are required when the customer comes for an exchange.
9. Make sure products are delivered in good and working condition to the customers. It is the duty of the sales representatives to assist the customers in installing, using or maintaining the products.
10. Make sure you are in touch with the clients even after the deal for higher customer satisfaction, higher customer retention and eventually higher revenues.

Brand Categories

Every marketing management student would have heard the story about origin of branding, that it was initially used to identify and isolate a particular stock of cattle in the west. From the Wild West, branding as a concept has grown and changed beyond its original purpose. Today brands have become the common tool for us to differentiate and recall various products and services.

Branding in the current times is not limited to products and services alone. In fact you will find every type of organization and business stream using brand as a tool for differentiation, recall and identity. The fact that the brand identity that includes the visual logo also comprises of and represents a particular set of characteristics, values and the core culture of the brand owner. Branding is today used for a lot many purposes other than just to offer products and services to the consumers.

Of course when we think of brands, the first category that comes to our mind is that of product and service brands. These are mostly stand alone brands that are strongly product centric. Kelloggs, Coco Cola, Lays, Johnie Walker etc, are strong product brands. The immediate recall in the consumer’s mind is that of the particular product that it represents. Xerox originally became such a very successful and strong brand that people started calling photocopier machines as Xerox machine. Even today this brand name continues to be used to refer to the photocopiers.

There are also the Line brands comprising of a exclusive set of product lines under a brand name. Take a look at the computer industry, all the different types of laptops and desktops are bundled under a particular series or a particular line brand. Dell’s Studio series meant for digital and multi- media as well as animation and graphic users and Inspira series for computing are the best examples of line brands. L’oreal studio line of products is another good example of line brands.

When experts talk about brand extension and line extensions as well as product extensions, it becomes difficult to compartmentalize each category. Take the case of diet coke. Some experts call it a brand extension, while the others feel it is a product or line extension. Ultimately, the marketing professionals who have worked out the strategy for the brand know it the best.

Range brands are the next best type of branding used especially in the retail industry. Oral B is perhaps of the best known global brands comprising of several range of products related to dental care. This concept is also used exclusively in the automotive industry too. Toyota has a series of models and cars under its Range Brand Lexus.

Umbrella branding is another highly successful methods of building different product lines under single brand image that emphasizes a standard core value proposition across the products under its brand. Nivea, Sony, Virgin are possible the most visible and successful global umbrella brands with several product lines developed under the strong brand image.

Corporate brand has been adopted as a successful branding strategy by Organizations to build their Corporate identity. Global multi-national giants like GE, Phillips, Samsung, IBM, HP, P&G, Nestle, etc have successfully built a strong corporate identity. Similarly the banks and insurance companies etc like HSBC, BOA, Citi bank, AIG, etc have are strong corporate brands that represent the organization. It is another matter that they have product brands that are equally famous and well known in their product offering. P&G and Nestle deal with various products each having their own successful product labels and brands. Similarly GE has varied business interest in different fields. The corporate GE brand is perhaps the best known identity for the organization globally.

Industry academicians and experts have listed several more types of brands that are categorized exclusively as designer labels, exclusive store or boutique brands as well as family brands etc. There are also media brands as well as e brands that are the new additions to the brand wagon. In many cases the brand categories have a thin line of boundary between them and sometimes the products can also be categorized under multiple brand categories depending upon the brand and product category etc.

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Articales from http://www.managementstudyguide.com

3 Magic Questions a Sales Manager Must Know

Three Magic Questions a Sales Manager Must Know

One of the main roles of a Sales Manager is to help train your salespeople on how to stay on track during a sales cycle. During any sales opportunity coaching sessions consider asking these three questions with any sales opportunity:

• Why do anything?
• Why now?
• Why with us?

Let’s explore these, acknowledging the answers can’t all be known at the beginning of a sales opportunity but focusing on answering them is critical to maintain focus and winning the sale.

Why do anything?

Any person and organization has a myriad of priorities. Going through a buying decision whether for marketing services, new equipment or office space, is a major commitment that may include multiple people and maybe competing with multiple priorities. So how will your prospect justify the effort and invest the time? Often, the buyer has latent pain – they know they need to do something but they may not know what they need to know or how to decide. They almost certainly don’t want to speak with a salesperson without a strong sense of what they need and whether it is affordable. This presents your first challenge – how to help the potential buyer to answer the question – Why do anything?

Therefore, marketing and sales campaigns which provide the prospect with honest content where the buyer can educate themselves is vital.   Your sales team’s prospecting activities (emails, phone calls) should leverage this content and assist in identifying the issues and required capabilities. Blogs, webinars, case studies as all examples of content that may be beneficial to the prospect as long as it is not overtly self-serving.

Once they engage with a prospect, top sales professionals know they can both help the prospect and increase their company’s potential sales success through a deeper discovery phase. Exploring unexpressed potential needs, linking the implications of the current issues with other functions within the enterprise and tying the project to corporate objectives will both help the prospect build momentum internally and differentiate your offering. This is critical to begin to build your “business case” for taking action.

Why now?

Consider again the myriad priorities within the prospect company and the limited availability for executive support and investment capital or expense. To win the business requires more than beating your competition – you need to help your prospect communicate the importance of this initiative and gain internal approval. Perhaps this project is critical to retain a key customer, or comply with upcoming regulations. It may require a formal cost justification and follow a capital approval procedure. If the prospect does not have experience or insight to elevating the importance of your sale within the company and how to navigate the approval cycle, you will either have to help them or accept the consequences. Tools to assist your prospect such as payback models, use cases and template presentations can be both valuable and appreciated.

Timing is important, as knowing when the solution to fix the “pain” must be implemented and begin operation can drive the prospect’s sense of urgency to purchase.

Why with us?

Successful salespeople develop a competitive strategy starting at prospect qualification, refining and adjusting through the Discovery stage. What are the issues and capabilities that your company has helped the prospect uncover and how do you prove the ability to deliver? Are they unique and important to the prospect? Can the competition respond?

Often the committee will meet many days or weeks after all the vendor presentations. Summarizing the issues, the capabilities you offered and how these were received by the team and communicating to all of the committee members could be your last opportunity to stand apart. Whenever possible, these documents should be personalized.

As a Sales Manager, is it important to have your team act professionally, staying aligned throughout with the prospect’s buying process and possibly added value as it has progressed? Remember, as the point of vendor selection nears, the buyer’s sense of risk rises. How you understand and respond to this state may be the deciding factor amongst the prospects choices.

Summary

During the life of any complex sales opportunity it is sometimes difficult to for a salesperson to keep their arms around the abundance of information, questions, insights and tactics. Consider these three questions as their guide. Regularly reviewing each opportunity with these questions and honestly facing the answers, will provide the salesperson and sales manager the insights to adjust the opportunity strategy. Training your sales team to crisply communicate opportunity status to executives within your company via these three questions will both be appreciated and demonstrate your team’s competence and professionalism.

door2door Marketing agencies in Pune

door2door Marketing agencies in mumbai

Local Marketing , Bus branding, Interactive marketing, Customer Acquisition,

B 2 C selling, Outdoor advertising, Continual Market Research