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 consultant , door-to-door sales technique and door2door Marketing consultant in mumbai.

We convert potential customers to sustainable clients in the shortest space of time( door to door sales, door2door Marketing consultant ). 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 consultant 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 Viman Nagar

You’re Only as Good as Your Last Idea

Have you ever sold the big deal that eventually became the big customer and is now your company’s top account? Winning the big deal is one of the rewards of a sales effort done well. Long-lasting customer relationships are rewarded with repeat revenue. You achieve your quota, get rewarded with club trips, and your quota increases, which is good because your company is growing. It’s all a wonderful thing, until it isn’t.

The nightmare begins when you get the call informing you, “We decided to make a few changes.” In that moment, the relationship seems lost without reason. Your subconscious recalls that buying and consuming doesn’t always equal value and you remember from all your sales training and business experience that business value is different than product performance. Then you break into a cold sweat. Losing a big account is never a good thing.

We work with thousands of salespeople every year and when we ask why customers buy from them, we hear answers like “we’re embedded,” or “we’ve got long-standing relationships.” The one I like the most is, “it’s just too hard to change”. Getting a customer to change their status quo is far more difficult than it seems. In fact, 60 percent of customers will choose no decision when faced with a purchase decision. Changing vendors without business value is rare. If changing is so hard, why do some companies end long-standing relationships?

You only get credit for the value you create.

When you allow a competitor the opportunity to create, or re-create, the buying vision, you open the door to lose everything. When ideas stop flowing, when the relationship becomes stale, and when the focus comes off the customer, you create the opportunity for your customer to find better solutions elsewhere. Executives don’t wake up in the morning thinking that they’d like to expend the effort, energy, and expense of bringing on a new supplier. So you have to ask yourself: How is it that companies find themselves in a situation where their customer says they have to make a change?

Think about it. Your customer knows you, your company, your products or services, and your processes. They didn’t throw you out after the first trial or even after the first couple of years. They kept buying your solutions and services for years, perhaps decades, and then something changed. Or did it? Every business is searching for new ideas. Executives create initiatives to drive change throughout their organization. Every business is striving to create an unfair competitive advantage by bringing ideas to their organization to differentiate themselves in the market. Executives are going to find those ideas from within their organization, they’re going to seek ideas from their suppliers, or they will go to the market to find the ideas. You can either be part of the solution or stand by and watch as your competitors step up to the challenge. Embrace the expanding pie theory as you bring new ideas. Become fearless and forget about protecting your entrenched revenue. Your ideas will bring growth, not only for your customer but also to your organization. Look to change the way your customer is running their business versus how you can sell more of your product. Challenge yourself to create a list of ideas about business improvements. Constantly refresh the list. Don’t get stuck with trying to find the one big idea. Small ideas executed very well and focused on a specific improvement will end up having a big impact. And no matter what you do, always have the next idea ready.

Stay tuned for my follow-up piece on keeping your most important accounts coming back to your solutions.

door2door Marketing consultant in Pune

door2door Marketing consultant in mumbai

Direct Marketing , Mobile van advertising, Brand Creation Services, Sales Force,

B To B Marketing, Product Launches, Customized

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 consultant , door-to-door sales technique and door2door Marketing consultant in mumbai.

We convert potential customers to sustainable clients in the shortest space of time( door to door sales, door2door Marketing consultant ). 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 consultant 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 magarpatta

Motivating the Sales Team

Sales Professionals play a pivotal role in generating revenues for the organization. They are the ones who are responsible for product promotion and making a particular brand popular amongst the end users. In simpler words, sales representatives are the true face of an organization.

The individuals representing the sales and marketing vertical must be satisfied with their organization. A sense of belonging at the workplace is important.

Superiors must motivate the sales team from time to time to extract the best out of them.

Let us go through various ways to motivate the sales team:

1. Regular Interaction

   • The management must interact with the sales team more often to understand their needs and expectations from the organization.
   • The sales representatives must have an easy access to the boss’s cabin at the times of queries. Transparency is essential at all levels.
   • The sales manager must sit with his team once in a week to address their grievances. No issue should be left unattended.
   • Healthy communication between the management and sales team is a good way to motivate the individuals. The sales executives must be aware of the latest developments at the workplace.
   • Take them out once in a while for picnics, outings or dinners. Such activities bind the team members together and motivate them to work as a single unit.

2. Roles and responsibilities

   • Roles and responsibilities must not be imposed on any of the members. Let them accept responsibilities on their own. It is for the superiors to understand which employee can perform which function in the best possible way. Job mismatch leads to demotivated employees.
   • They should be aware of their KRAs from the very beginning. The management should make it very clear that a sales representative is expected to go out and meet clients. No individual should have unrealistic demands. It leads to problems and confusions later on.
   • A sales professional must be aggressive, smart and a little diplomatic. They must be excellent in follow ups. Impatient individuals find it difficult to do well in sales.

3. Realistic Targets

   • Targets for the sales team must be realistic and achievable. Don’t ask for anything which you yourself know is not possible.
   • Don’t expect miracles overnight.

4. Incentives and Monetary benefits

   • Handsome incentive plans go a long way in motivating the sales professionals. Nothing works better than money. Attractive incentive schemes prompt the employees to work hard and make the maximum use of their ability.
   • Performers must be rewarded with attractive gifts, coupons, cash prizes or certificates for them to feel motivated and deliver the same performance every time.
   • Acknowledge the hard work of employees.

5. Appreciation

   • Appreciation plays an important role in motivating the employees. Praise the ones who perform exceptionally well. A pat on their back can actually do wonders. Let them feel special and indispensable for the team as well as the organization. Give them their due credit.
   • Display their names on the notice boards for everyone to get a glimpse. Give them badges to flaunt.

6. Involvement

   • Involve the team members in the company’s strategies. Let them participate in important discussions. Don’t criticize their ideas or views.

Changing Profile of Brand Managers

Walk into any super market and look at some of the shelves especially the food and groceries. You will be amazed to see not only the variety of items but the numerous brands as well as generic products that are available in each category. Decision making for a consumer is quite a problem leaving him perplexed. In many cases the number of brands on the shelf can successfully drive the consumer to choose the cheapest available brand or pick a generic product and thus get over with the decision making. This is true of all the FMCG brands in the market today. When the competition is intense and aggressive, managing the brand is definitely a challenge for the brand managers.

Unlike earlier years, the profile of the brand manager’s job has changed and evolved with the changing times. The brand managers are responsible for the total business and are required to ensure they maintain a healthy Return on Investment. The brand value and brand equity have made the Organizations as well as the share prices quite sensitive to brand image and brand management. Managing the brand, its growth, market share, profitability as well as maintaining the image as well as the value proposition in the short term as well as long term is the challenge that is faced by the Brand Managers.

Technological changes and competitive nature of open markets and globalization have altered the game of brand management and consumer behavior. The brand managers are under pressure to evolve strategies that can create product differentiation, address the consumers and provide them with increased value proposition at all times.

Today’s brand manager’s job demand a variety of skill sets needed to manage the challenging environment. Besides the changes in market environment, technology and resultant changes in the supply chain mechanisms, the consumer behavior as well as expectations are changing. Economic environment has a major impact on the brands as well as on the consumer behavior. Any impending economic crises or rise in inflation globally as well as nationally sets of a conservative move on the part of the consumers who begin to tighten their purse, postpone their purchase or move away from a particular brand to look for cheaper alternatives etc. Changes in the financial sector including consumer financing, credit card borrowing also impacts the brand movements in all markets. Technology, current social trends, urban lifestyle as well as electronic media etc can make or break the brands in the market.

The brand managers have got to be fully conversant with and aware of the developments or changes happening in the various fields and external environment as well as be able to move quickly with decisions and plans for furthering their brands amidst the challenges. Brand management is no longer a single individual function. The dynamics of brand management as well as the changes in the profile of brand management encompassing ROI and bottom line contribution of the brand to the balance sheet, calls for cross functional teams to work together to manage a brand category.

Large brand oriented FMCG organizations and global multi-national organizations have suitably changed the structure of the organization to bring in functional, multi disciplinary and matrix form of organizational structure for brand management.

?   Previous  Article

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Brand Management

Brand Management – Introduction

What is a Brand ?

Brand Name

Brand Attributes

Brand Positioning

Brand Identity

Sources of Brand Identity

Brand Image

Brand Identity vs Brand Image

Brand Personality

Brand Awareness

Brand Loyalty

Brand Promise

Building a Brand

Brand Equity

Brand Equity & Customer Equity

Brand Extension

Why Do Brands Have Extensions ?

Brand Extension – A Success or Failure ?

Co-branding

Brand Value

Brand Value Measurement

Brand Categories

Marketing Career Option

Do Brands Happen or are they Made ?

What Do Brands Do ?

Brand Management Challenges

Corporate Branding – A Discussion

Changing Profile of Brand Managers

Branding in the Age of Information and Internet

Tips for Successful Brand Management

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

Articales from http://www.managementstudyguide.com

Questions to Ask to Gain Clarity

In his book, 7 Habits of Highly Effective People, Steven Covey has a quote… “Seek first to understand. Then to be understood.”  I think that statement is especially true for sales professionals.

When we coach our clients, we try to get them to understand and remember these three tips when in conversation with their prospects and clients:

So, as your prospects talk about their main concerns, your job is to determine the following: Is this a symptom or a problem?  Problems get solved, symptoms are tolerated.  I was working with a prospect and he kept saying he needed to fix his cash flow problem.  The more we talked, the more it became clear that cash flow wasn’t the real problem. The real problem was he missed out on an opportunity to purchase one of his competitors.  The symptom was cash flow, the problem was missing opportunities to acquire market share.  We focused on fixing his true problem.

One of the ways, and really the only way, to bring clarity to the conversation is by asking or saying the following when we hear prospects make statements or ask questions:

We also need to listen to emotionally charged words such as . . .

These are emotionally driven words and emotion drives sales.  Facts and figures justify sales, but emotion drives it.  If we don’t fully understand the reason for the statement, the purpose of the question, or dig deeper to find the real problem, we will waste time and miss opportunities.  I hope this audio clip has brought some clarity to your sales process.

Now…someone needs what you do, go find them!

door2door Marketing consultant in Pune

door2door Marketing consultant in mumbai

Direct Marketing , Mobile van advertising, Brand Creation Services, Sales Force,

B To B Marketing, Product Launches, Customized

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 Viman Nagar

You’re Only as Good as Your Last Idea

Have you ever sold the big deal that eventually became the big customer and is now your company’s top account? Winning the big deal is one of the rewards of a sales effort done well. Long-lasting customer relationships are rewarded with repeat revenue. You achieve your quota, get rewarded with club trips, and your quota increases, which is good because your company is growing. It’s all a wonderful thing, until it isn’t.

The nightmare begins when you get the call informing you, “We decided to make a few changes.” In that moment, the relationship seems lost without reason. Your subconscious recalls that buying and consuming doesn’t always equal value and you remember from all your sales training and business experience that business value is different than product performance. Then you break into a cold sweat. Losing a big account is never a good thing.

We work with thousands of salespeople every year and when we ask why customers buy from them, we hear answers like “we’re embedded,” or “we’ve got long-standing relationships.” The one I like the most is, “it’s just too hard to change”. Getting a customer to change their status quo is far more difficult than it seems. In fact, 60 percent of customers will choose no decision when faced with a purchase decision. Changing vendors without business value is rare. If changing is so hard, why do some companies end long-standing relationships?

You only get credit for the value you create.

When you allow a competitor the opportunity to create, or re-create, the buying vision, you open the door to lose everything. When ideas stop flowing, when the relationship becomes stale, and when the focus comes off the customer, you create the opportunity for your customer to find better solutions elsewhere. Executives don’t wake up in the morning thinking that they’d like to expend the effort, energy, and expense of bringing on a new supplier. So you have to ask yourself: How is it that companies find themselves in a situation where their customer says they have to make a change?

Think about it. Your customer knows you, your company, your products or services, and your processes. They didn’t throw you out after the first trial or even after the first couple of years. They kept buying your solutions and services for years, perhaps decades, and then something changed. Or did it? Every business is searching for new ideas. Executives create initiatives to drive change throughout their organization. Every business is striving to create an unfair competitive advantage by bringing ideas to their organization to differentiate themselves in the market. Executives are going to find those ideas from within their organization, they’re going to seek ideas from their suppliers, or they will go to the market to find the ideas. You can either be part of the solution or stand by and watch as your competitors step up to the challenge. Embrace the expanding pie theory as you bring new ideas. Become fearless and forget about protecting your entrenched revenue. Your ideas will bring growth, not only for your customer but also to your organization. Look to change the way your customer is running their business versus how you can sell more of your product. Challenge yourself to create a list of ideas about business improvements. Constantly refresh the list. Don’t get stuck with trying to find the one big idea. Small ideas executed very well and focused on a specific improvement will end up having a big impact. And no matter what you do, always have the next idea ready.

Stay tuned for my follow-up piece on keeping your most important accounts coming back to your solutions.

door2door Marketing consultant in Pune

door2door Marketing consultant in mumbai

Direct Marketing , Mobile van advertising, Brand Creation Services, Sales Force,

B To B Marketing, Product Launches, Customized

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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Motivating the Sales Team

Sales Professionals play a pivotal role in generating revenues for the organization. They are the ones who are responsible for product promotion and making a particular brand popular amongst the end users. In simpler words, sales representatives are the true face of an organization.

The individuals representing the sales and marketing vertical must be satisfied with their organization. A sense of belonging at the workplace is important.

Superiors must motivate the sales team from time to time to extract the best out of them.

Let us go through various ways to motivate the sales team:

1. Regular Interaction

   • The management must interact with the sales team more often to understand their needs and expectations from the organization.
   • The sales representatives must have an easy access to the boss’s cabin at the times of queries. Transparency is essential at all levels.
   • The sales manager must sit with his team once in a week to address their grievances. No issue should be left unattended.
   • Healthy communication between the management and sales team is a good way to motivate the individuals. The sales executives must be aware of the latest developments at the workplace.
   • Take them out once in a while for picnics, outings or dinners. Such activities bind the team members together and motivate them to work as a single unit.

2. Roles and responsibilities

   • Roles and responsibilities must not be imposed on any of the members. Let them accept responsibilities on their own. It is for the superiors to understand which employee can perform which function in the best possible way. Job mismatch leads to demotivated employees.
   • They should be aware of their KRAs from the very beginning. The management should make it very clear that a sales representative is expected to go out and meet clients. No individual should have unrealistic demands. It leads to problems and confusions later on.
   • A sales professional must be aggressive, smart and a little diplomatic. They must be excellent in follow ups. Impatient individuals find it difficult to do well in sales.

3. Realistic Targets

   • Targets for the sales team must be realistic and achievable. Don’t ask for anything which you yourself know is not possible.
   • Don’t expect miracles overnight.

4. Incentives and Monetary benefits

   • Handsome incentive plans go a long way in motivating the sales professionals. Nothing works better than money. Attractive incentive schemes prompt the employees to work hard and make the maximum use of their ability.
   • Performers must be rewarded with attractive gifts, coupons, cash prizes or certificates for them to feel motivated and deliver the same performance every time.
   • Acknowledge the hard work of employees.

5. Appreciation

   • Appreciation plays an important role in motivating the employees. Praise the ones who perform exceptionally well. A pat on their back can actually do wonders. Let them feel special and indispensable for the team as well as the organization. Give them their due credit.
   • Display their names on the notice boards for everyone to get a glimpse. Give them badges to flaunt.

6. Involvement

   • Involve the team members in the company’s strategies. Let them participate in important discussions. Don’t criticize their ideas or views.

Changing Profile of Brand Managers

Walk into any super market and look at some of the shelves especially the food and groceries. You will be amazed to see not only the variety of items but the numerous brands as well as generic products that are available in each category. Decision making for a consumer is quite a problem leaving him perplexed. In many cases the number of brands on the shelf can successfully drive the consumer to choose the cheapest available brand or pick a generic product and thus get over with the decision making. This is true of all the FMCG brands in the market today. When the competition is intense and aggressive, managing the brand is definitely a challenge for the brand managers.

Unlike earlier years, the profile of the brand manager’s job has changed and evolved with the changing times. The brand managers are responsible for the total business and are required to ensure they maintain a healthy Return on Investment. The brand value and brand equity have made the Organizations as well as the share prices quite sensitive to brand image and brand management. Managing the brand, its growth, market share, profitability as well as maintaining the image as well as the value proposition in the short term as well as long term is the challenge that is faced by the Brand Managers.

Technological changes and competitive nature of open markets and globalization have altered the game of brand management and consumer behavior. The brand managers are under pressure to evolve strategies that can create product differentiation, address the consumers and provide them with increased value proposition at all times.

Today’s brand manager’s job demand a variety of skill sets needed to manage the challenging environment. Besides the changes in market environment, technology and resultant changes in the supply chain mechanisms, the consumer behavior as well as expectations are changing. Economic environment has a major impact on the brands as well as on the consumer behavior. Any impending economic crises or rise in inflation globally as well as nationally sets of a conservative move on the part of the consumers who begin to tighten their purse, postpone their purchase or move away from a particular brand to look for cheaper alternatives etc. Changes in the financial sector including consumer financing, credit card borrowing also impacts the brand movements in all markets. Technology, current social trends, urban lifestyle as well as electronic media etc can make or break the brands in the market.

The brand managers have got to be fully conversant with and aware of the developments or changes happening in the various fields and external environment as well as be able to move quickly with decisions and plans for furthering their brands amidst the challenges. Brand management is no longer a single individual function. The dynamics of brand management as well as the changes in the profile of brand management encompassing ROI and bottom line contribution of the brand to the balance sheet, calls for cross functional teams to work together to manage a brand category.

Large brand oriented FMCG organizations and global multi-national organizations have suitably changed the structure of the organization to bring in functional, multi disciplinary and matrix form of organizational structure for brand management.

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Brand Management

Brand Management – Introduction

What is a Brand ?

Brand Name

Brand Attributes

Brand Positioning

Brand Identity

Sources of Brand Identity

Brand Image

Brand Identity vs Brand Image

Brand Personality

Brand Awareness

Brand Loyalty

Brand Promise

Building a Brand

Brand Equity

Brand Equity & Customer Equity

Brand Extension

Why Do Brands Have Extensions ?

Brand Extension – A Success or Failure ?

Co-branding

Brand Value

Brand Value Measurement

Brand Categories

Marketing Career Option

Do Brands Happen or are they Made ?

What Do Brands Do ?

Brand Management Challenges

Corporate Branding – A Discussion

Changing Profile of Brand Managers

Branding in the Age of Information and Internet

Tips for Successful Brand Management

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

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Questions to Ask to Gain Clarity

In his book, 7 Habits of Highly Effective People, Steven Covey has a quote… “Seek first to understand. Then to be understood.”  I think that statement is especially true for sales professionals.

When we coach our clients, we try to get them to understand and remember these three tips when in conversation with their prospects and clients:

So, as your prospects talk about their main concerns, your job is to determine the following: Is this a symptom or a problem?  Problems get solved, symptoms are tolerated.  I was working with a prospect and he kept saying he needed to fix his cash flow problem.  The more we talked, the more it became clear that cash flow wasn’t the real problem. The real problem was he missed out on an opportunity to purchase one of his competitors.  The symptom was cash flow, the problem was missing opportunities to acquire market share.  We focused on fixing his true problem.

One of the ways, and really the only way, to bring clarity to the conversation is by asking or saying the following when we hear prospects make statements or ask questions:

We also need to listen to emotionally charged words such as . . .

These are emotionally driven words and emotion drives sales.  Facts and figures justify sales, but emotion drives it.  If we don’t fully understand the reason for the statement, the purpose of the question, or dig deeper to find the real problem, we will waste time and miss opportunities.  I hope this audio clip has brought some clarity to your sales process.

Now…someone needs what you do, go find them!

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