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

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

‘Chunking:’ Why Everyone is “end to end, innovative, and world-class”

In my last post, you heard about the Curse of Knowledge, and how it can lead to overly technical language that confuses the audience. There is another communication trap where you think you are using clear, easy to understand business language, but the message is as unclear to the customer as the technical-speak.

When we talk to clients about their differentiation, certain terms come up almost every time: “comprehensive (or end-to-end) solutions,” “our experience and expertise,” “focus on client’s success,” or “our people.” These are not complex or technical terms, so why are they still meaningless to the customer? Ask yourself, do any of your competitors say, “We have limited capabilities, we’re new to this business, we hire anyone with a pulse, and we don’t really care about your success”? Of course not! Everyone makes those claims, so they all sound the same to the customer. What’s interesting is how passionately most people defend those empty statements. “I know, but we really mean it!” is the typical response.

So what’s going on here? Why do people want to make these claims, even when they admit that they don’t convey any differentiation? The answer is a term called “chunking,” originally coined by the psychologist George Miller. Miller established that humans have a fixed number of slots in working memory to store information. Chunking is simply combining pieces of information, so they occupy fewer slots. Anyone who learned to remember the names of the Great Lakes with the mnemonic “HOMES” chunked five pieces of information into one.

Chunking works great in communications, but only when both parties understand what’s being chunked. The question “Can you give me a ride to the airport for my 6:00 flight?” has a lot of chunking going on. How do you get to the airport? How long does it take? Is there traffic at that time of day? How far in advance do you need to get there? Depending on who you’re talking to, the original question may be fine, but some people will need it all explained to them.

And that’s the connection to those meaningless differentiation claims. I have no doubt that the person who says “end to end solutions,” is not only sincere, but also has a very clear picture of what ‘end to end’ means, how that differs from their competition, and what value it delivers to the customer. The problem is that the customer doesn’t have that depth of knowledge, so they don’t know the underlying chunked information, and all that meaning is lost on them. Recall one of the key principles of the Curse of Knowledge: Most people will overestimate how much their customers know about them.

How do you overcome this? Just like with the Curse of Knowledge, don’t overestimate your customers’ understanding of your capabilities. Then, ‘unpack’ some of that chunked information. Even better, draw some contrast to your competitors. For example, instead of saying “end to end,” try something like, “Since A, B, C and D are so interrelated, it’s important to get them all from one place. You’ll only get in-house capabilities in all four areas, fully integrated, with successful implementations, from one place – us. Other providers have gaps, or rely on third party integrations, but that’s not the end to end solution you really need.”

It’s a little longer, but it means a lot more than just “end to end.”

door2door Marketing Services in Pune

door2door Marketing Services in mumbai

Neighbourhood Marketing , Vehicle branding, Corporate Shop Branding, Sales Support,

B To B Advertisement, Paper insertions, Customer Insights

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

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

Roles and Responsibilities of a Sales Manager

A sales manager plays a key role in the success and failure of an organization. He is the one who plays a pivotal role in achieving the sales targets and eventually generates revenue for the organization.

A sales manager must be very clear about his role in the organization. He should know what he is supposed to do at the workplace.

Let us understand the roles and responsibilities of a sales manager:

• A sales manager is responsible for meeting the sales targets of the organization through effective planning and budgeting.
• A sales manager can’t work alone. He needs the support of his sales team where each one contributes in his best possible way and works towards the goals and objectives of the organization. He is the one who sets the targets for the sales executives and other sales representatives. A sales manager must ensure the targets are realistic and achievable.
• The duties must not be imposed on anyone, instead should be delegated as per interests and specializations of the individuals. A sales manager must understand who can perform a particular task in the most effective way. It is his role to extract the best out of each employee.
• A sales manager devises strategies and techniques necessary for achieving the sales targets. He is the one who decides the future course of action for his team members.
• It is the sales manager’s duty to map potential customers and generate leads for the organization. He should look forward to generating new opportunities for the organization.
• A sales manager is also responsible for brand promotion. He must make the product popular amongst the consumers. A banner at a wrong place is of no use. Canopies must be placed at strategic locations; hoardings should be installed at important places for the best results.
• Motivating team members is one of the most important duties of a sales manager. He needs to make his team work as a single unit working towards a common objective. He must ensure team members don’t fight amongst themselves and share cordial relationship with each other. Develop lucrative incentive schemes and introduce monetary benefits to encourage them to deliver their level best. Appreciate whenever they do good work.
• It is the sales manager’s duty to ensure his team is delivering desired results. Supervision is essential. Track their performances. Make sure each one is living up to the expectations of the organization. Ask them to submit a report of what all they have done through out the week or month. The performers must be encouraged while the non performers must be dealt with utmost patience and care.
• He is the one who takes major decisions for his team. He should act as a pillar of support for them and stand by their side at the hours of crisis.
• A sales manager should set an example for his team members. He should be a source of inspiration for his team members.
• A sales manager is responsible for not only selling but also maintaining and improving relationships with the client. Client relationship management is also his KRA.
• As a sales manager, one should maintain necessary data and records for future reference.

Do Brands Happen or are they Made ?

Are brands built or do they just happen over a period of time?. Well, this is a difficult question to deal with for, both are true. One of the essential characteristics of successful brands being the fact that they withstand the test of time, we should agree that in many cases the brands actually become successful due to the customers and the achieve a cult status over a period of time.

Look around some of the most famous brands that have not only created a cult and global fan following, but have become closely associated with the lifestyle and social culture of individuals and society. Brands like Marlboro, Harley Davidson, Apple, Mont Blanc etc have become a part of the psyche and culture of communities across the world. Most often you will find that the individual pegs his success by owning a Harley Davidson or a Merc. Only when he has purchased and possessed one of these brands does he consider that he has made it in life or has arrived.

Ask the owners of these brands whether they had thought of building the successful brand at the beginning of their success story and in all probabilities, they would never have expected to do so. In the natural course off business, these Organizations have rolled out products to further their business. In order to build loyalty and deliver increased value to the customers, they would have invested in enhancing the value proposition continually and focused on promoting the brand. Over a period of time, the promotional activities and the product would have matched with the aspirations and expectations of the customers leading to intense loyalty on the part of the consumers with the particular brand. Thus the brand acquires the power and status. We must at this point of time recognize that the empowerment of the brand has happened from the customer’s end. Realizing the phenomenon of increased brand power, the Organizations would have engaged in building the brand and advertising to increase its reach and acceptance. Slowly with more and more customers enlisting their loyalty to the brand, it becomes a cult.

When a brand commands huge popularity and becomes a cult, you will note that the organization has been involved in sustaining and growing the brand. They invest into the brand interms of its utility, features, quality and promise as well as build some of the implied values or soft values that appeal to the customers and makes the brand endearing. Harley Davidson promises a certain kind of adventure, freedom and spirit, thus appealing to that adventurous streak in men who begin to identify with it and thus form communities and groups to celebrate the brand. Take the case of Mac, you will find techies being die hard apple fans across the world. The product is distinctly different from the rest of the computers in the form of its operating systems and capabilities. Customers are hooked to Macs not only for the ease of use, but for the technical capabilities, superior performance and unmatched quality. The brand comes with a guarantee and no Mac user ever thinks of comparing Mac with others or even contemplates doubting the capabilities of a Mac. You can see in this case, that the brand is backed by the superior product quality and performance as well as contains an unsaid promise from the brand owners.

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Articales from http://www.managementstudyguide.com

Benefits of a Prescriptive Sales Process

By spelling out the steps that great sales performers use intuitively, you can develop the rest of your sales staff.

By taking the time to document what each salesperson should at each step of the sales process you will ensure higher levels of performance.

In most sales organizations, the majority of salespeople are B or C performers. There are never enough A performers in any organization, and they’re generally already maximizing their productivity.

One of the best ways to help B and C performers improve is to write out a prescriptive sales process. By spelling out the steps that the A performer often uses intuitively in her sales process, you can develop the rest of your sales staff.

Recently in working with a client we spent about two hours simply documenting what a salesperson should do on each of the various steps of his sales process. Here are seven benefits from that session:

1. In forcing the process of thinking through the logical progression and the actual actions the salesperson should take at each step, we altered an early step and changed what the salesperson was supposed to say and sell during that stage. This was important because the sales team was generally inexperienced. Because of the technical aspect of the team’s offering, introducing a more mature person into the early stages allowed quicker credibility and better insights into the prospective client’s needs.
2. Additional products and services cropped up. We created one additional professional service product that could also be sold. As we stepped through each of the various stages, we kept looking at what we were doing currently and how we could add additional levels of value.
3. The sales manager began to fully understand not only what the steps in the sales process were, but why each salesperson needed to execute on them. This provided the sales manager a better platform for coaching, mentoring and monitoring opportunities in the pipeline. The 90-day sales training schedule began to include training on each step of the sales process, in which the sales manager would not only train the sales team on how to perform each step but also explain why.
4. Improved forecasting occurred, because specific definitions of each action within each stage were defined. For example, let’s assume there’s a demonstration stage in your sales cycle. When do your salespeople move the prospect to the demo stage? Is it when the demo is scheduled or after it’s completed?
5. You will separate yourself from the competition. During the sales process your company’s value proposition must be proven. It’s easy to print your messaging on brochures and your Web site, but letting your prospect feel it is critical to building “belief.” You must build a step or an action that takes place at the appropriate stage that can validate your messaging.
6. One of the most important aspects of creating a prescriptive sales process is changing the sales process. If you and your competitors use the basic sales stages in the same sequence and say and do the same things during your prospect conversations, no one will stand out and prospects will become confused. When there’s confusion, there’s no decision. Change your sales process to stand out, be different and do something to make the customer remember you.
7. We added a last step to the sales process: a customer follow-up at 90 days post-implementation to validate the customer’s satisfaction and to ask for a reference letter. These will now be hung in the office lobby and used in future sales calls.

The next step is for the sales manager to roll out the process, teach the salespeople how to execute, then inspect that the sales team is using the process as it is defined. Set a 90-day plan to implement and evaluate the results, create four or five metrics to measure its effectiveness, validate it’s being used and listen to your team. If it needs to be altered to increase effectiveness, that’s OK. But before you change, make sure you fully understand the impacts.

door2door Marketing Services in Pune

door2door Marketing Services in mumbai

Neighbourhood Marketing , Vehicle branding, Corporate Shop Branding, Sales Support,

B To B Advertisement, Paper insertions, Customer Insights

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 Budhwar Peth

‘Chunking:’ Why Everyone is “end to end, innovative, and world-class”

In my last post, you heard about the Curse of Knowledge, and how it can lead to overly technical language that confuses the audience. There is another communication trap where you think you are using clear, easy to understand business language, but the message is as unclear to the customer as the technical-speak.

When we talk to clients about their differentiation, certain terms come up almost every time: “comprehensive (or end-to-end) solutions,” “our experience and expertise,” “focus on client’s success,” or “our people.” These are not complex or technical terms, so why are they still meaningless to the customer? Ask yourself, do any of your competitors say, “We have limited capabilities, we’re new to this business, we hire anyone with a pulse, and we don’t really care about your success”? Of course not! Everyone makes those claims, so they all sound the same to the customer. What’s interesting is how passionately most people defend those empty statements. “I know, but we really mean it!” is the typical response.

So what’s going on here? Why do people want to make these claims, even when they admit that they don’t convey any differentiation? The answer is a term called “chunking,” originally coined by the psychologist George Miller. Miller established that humans have a fixed number of slots in working memory to store information. Chunking is simply combining pieces of information, so they occupy fewer slots. Anyone who learned to remember the names of the Great Lakes with the mnemonic “HOMES” chunked five pieces of information into one.

Chunking works great in communications, but only when both parties understand what’s being chunked. The question “Can you give me a ride to the airport for my 6:00 flight?” has a lot of chunking going on. How do you get to the airport? How long does it take? Is there traffic at that time of day? How far in advance do you need to get there? Depending on who you’re talking to, the original question may be fine, but some people will need it all explained to them.

And that’s the connection to those meaningless differentiation claims. I have no doubt that the person who says “end to end solutions,” is not only sincere, but also has a very clear picture of what ‘end to end’ means, how that differs from their competition, and what value it delivers to the customer. The problem is that the customer doesn’t have that depth of knowledge, so they don’t know the underlying chunked information, and all that meaning is lost on them. Recall one of the key principles of the Curse of Knowledge: Most people will overestimate how much their customers know about them.

How do you overcome this? Just like with the Curse of Knowledge, don’t overestimate your customers’ understanding of your capabilities. Then, ‘unpack’ some of that chunked information. Even better, draw some contrast to your competitors. For example, instead of saying “end to end,” try something like, “Since A, B, C and D are so interrelated, it’s important to get them all from one place. You’ll only get in-house capabilities in all four areas, fully integrated, with successful implementations, from one place – us. Other providers have gaps, or rely on third party integrations, but that’s not the end to end solution you really need.”

It’s a little longer, but it means a lot more than just “end to end.”

door2door Marketing Services in Pune

door2door Marketing Services in mumbai

Neighbourhood Marketing , Vehicle branding, Corporate Shop Branding, Sales Support,

B To B Advertisement, Paper insertions, Customer Insights

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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Roles and Responsibilities of a Sales Manager

A sales manager plays a key role in the success and failure of an organization. He is the one who plays a pivotal role in achieving the sales targets and eventually generates revenue for the organization.

A sales manager must be very clear about his role in the organization. He should know what he is supposed to do at the workplace.

Let us understand the roles and responsibilities of a sales manager:

• A sales manager is responsible for meeting the sales targets of the organization through effective planning and budgeting.
• A sales manager can’t work alone. He needs the support of his sales team where each one contributes in his best possible way and works towards the goals and objectives of the organization. He is the one who sets the targets for the sales executives and other sales representatives. A sales manager must ensure the targets are realistic and achievable.
• The duties must not be imposed on anyone, instead should be delegated as per interests and specializations of the individuals. A sales manager must understand who can perform a particular task in the most effective way. It is his role to extract the best out of each employee.
• A sales manager devises strategies and techniques necessary for achieving the sales targets. He is the one who decides the future course of action for his team members.
• It is the sales manager’s duty to map potential customers and generate leads for the organization. He should look forward to generating new opportunities for the organization.
• A sales manager is also responsible for brand promotion. He must make the product popular amongst the consumers. A banner at a wrong place is of no use. Canopies must be placed at strategic locations; hoardings should be installed at important places for the best results.
• Motivating team members is one of the most important duties of a sales manager. He needs to make his team work as a single unit working towards a common objective. He must ensure team members don’t fight amongst themselves and share cordial relationship with each other. Develop lucrative incentive schemes and introduce monetary benefits to encourage them to deliver their level best. Appreciate whenever they do good work.
• It is the sales manager’s duty to ensure his team is delivering desired results. Supervision is essential. Track their performances. Make sure each one is living up to the expectations of the organization. Ask them to submit a report of what all they have done through out the week or month. The performers must be encouraged while the non performers must be dealt with utmost patience and care.
• He is the one who takes major decisions for his team. He should act as a pillar of support for them and stand by their side at the hours of crisis.
• A sales manager should set an example for his team members. He should be a source of inspiration for his team members.
• A sales manager is responsible for not only selling but also maintaining and improving relationships with the client. Client relationship management is also his KRA.
• As a sales manager, one should maintain necessary data and records for future reference.

Do Brands Happen or are they Made ?

Are brands built or do they just happen over a period of time?. Well, this is a difficult question to deal with for, both are true. One of the essential characteristics of successful brands being the fact that they withstand the test of time, we should agree that in many cases the brands actually become successful due to the customers and the achieve a cult status over a period of time.

Look around some of the most famous brands that have not only created a cult and global fan following, but have become closely associated with the lifestyle and social culture of individuals and society. Brands like Marlboro, Harley Davidson, Apple, Mont Blanc etc have become a part of the psyche and culture of communities across the world. Most often you will find that the individual pegs his success by owning a Harley Davidson or a Merc. Only when he has purchased and possessed one of these brands does he consider that he has made it in life or has arrived.

Ask the owners of these brands whether they had thought of building the successful brand at the beginning of their success story and in all probabilities, they would never have expected to do so. In the natural course off business, these Organizations have rolled out products to further their business. In order to build loyalty and deliver increased value to the customers, they would have invested in enhancing the value proposition continually and focused on promoting the brand. Over a period of time, the promotional activities and the product would have matched with the aspirations and expectations of the customers leading to intense loyalty on the part of the consumers with the particular brand. Thus the brand acquires the power and status. We must at this point of time recognize that the empowerment of the brand has happened from the customer’s end. Realizing the phenomenon of increased brand power, the Organizations would have engaged in building the brand and advertising to increase its reach and acceptance. Slowly with more and more customers enlisting their loyalty to the brand, it becomes a cult.

When a brand commands huge popularity and becomes a cult, you will note that the organization has been involved in sustaining and growing the brand. They invest into the brand interms of its utility, features, quality and promise as well as build some of the implied values or soft values that appeal to the customers and makes the brand endearing. Harley Davidson promises a certain kind of adventure, freedom and spirit, thus appealing to that adventurous streak in men who begin to identify with it and thus form communities and groups to celebrate the brand. Take the case of Mac, you will find techies being die hard apple fans across the world. The product is distinctly different from the rest of the computers in the form of its operating systems and capabilities. Customers are hooked to Macs not only for the ease of use, but for the technical capabilities, superior performance and unmatched quality. The brand comes with a guarantee and no Mac user ever thinks of comparing Mac with others or even contemplates doubting the capabilities of a Mac. You can see in this case, that the brand is backed by the superior product quality and performance as well as contains an unsaid promise from the brand owners.

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Articales from http://www.managementstudyguide.com

Benefits of a Prescriptive Sales Process

By spelling out the steps that great sales performers use intuitively, you can develop the rest of your sales staff.

By taking the time to document what each salesperson should at each step of the sales process you will ensure higher levels of performance.

In most sales organizations, the majority of salespeople are B or C performers. There are never enough A performers in any organization, and they’re generally already maximizing their productivity.

One of the best ways to help B and C performers improve is to write out a prescriptive sales process. By spelling out the steps that the A performer often uses intuitively in her sales process, you can develop the rest of your sales staff.

Recently in working with a client we spent about two hours simply documenting what a salesperson should do on each of the various steps of his sales process. Here are seven benefits from that session:

1. In forcing the process of thinking through the logical progression and the actual actions the salesperson should take at each step, we altered an early step and changed what the salesperson was supposed to say and sell during that stage. This was important because the sales team was generally inexperienced. Because of the technical aspect of the team’s offering, introducing a more mature person into the early stages allowed quicker credibility and better insights into the prospective client’s needs.
2. Additional products and services cropped up. We created one additional professional service product that could also be sold. As we stepped through each of the various stages, we kept looking at what we were doing currently and how we could add additional levels of value.
3. The sales manager began to fully understand not only what the steps in the sales process were, but why each salesperson needed to execute on them. This provided the sales manager a better platform for coaching, mentoring and monitoring opportunities in the pipeline. The 90-day sales training schedule began to include training on each step of the sales process, in which the sales manager would not only train the sales team on how to perform each step but also explain why.
4. Improved forecasting occurred, because specific definitions of each action within each stage were defined. For example, let’s assume there’s a demonstration stage in your sales cycle. When do your salespeople move the prospect to the demo stage? Is it when the demo is scheduled or after it’s completed?
5. You will separate yourself from the competition. During the sales process your company’s value proposition must be proven. It’s easy to print your messaging on brochures and your Web site, but letting your prospect feel it is critical to building “belief.” You must build a step or an action that takes place at the appropriate stage that can validate your messaging.
6. One of the most important aspects of creating a prescriptive sales process is changing the sales process. If you and your competitors use the basic sales stages in the same sequence and say and do the same things during your prospect conversations, no one will stand out and prospects will become confused. When there’s confusion, there’s no decision. Change your sales process to stand out, be different and do something to make the customer remember you.
7. We added a last step to the sales process: a customer follow-up at 90 days post-implementation to validate the customer’s satisfaction and to ask for a reference letter. These will now be hung in the office lobby and used in future sales calls.

The next step is for the sales manager to roll out the process, teach the salespeople how to execute, then inspect that the sales team is using the process as it is defined. Set a 90-day plan to implement and evaluate the results, create four or five metrics to measure its effectiveness, validate it’s being used and listen to your team. If it needs to be altered to increase effectiveness, that’s OK. But before you change, make sure you fully understand the impacts.

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