Tag:  Market Promotion

Face to Face Marketing and Door to Door Marketing 

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

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

How To Convince Customers To Stay

Provocative messaging and insights-based approaches are all the rage as companies seek to disrupt the status quo, create the urgency to change, and get companies to choose you. Yet often people who work for companies that have significant market share ask me, “What happens when you are the status quo?”

When you’re the outsider looking to unseat an incumbent competitor, a disruptive approach is essential for overcoming the status quo bias. My company actually conducted research showing that introducing “unconsidered needs” to surprise a prospect and create uncertainty with their status quo is far and away the best approach creating the urgency to change and differentiating your offering.

But sometimes you are the insider. You have a large installed base and spend a lot of time and effort ensuring renewals and protecting existing customer relationships. So it’s natural to question whether your “why stay” messaging needs be different than your “why change” messaging.

‘Why Stay’ Test

We never like to answer these important questions with an opinion or “feelings,” so we created another test with Dr. Zakary Tormala, a social psychologist with expertise in persuasion and social influence. It was designed to compare various messaging approaches to renewal conversations. What we found was very interesting.

Turns out that to get current customers to renew requires you to actually reinforce the causes of status quo bias as opposed to new customer acquisition approaches that must deliberately disrupt those biases.

It sounds like a “no duh,” but in this era of challenging and provoking customers, our latest research shows that using this same aggressive approach on existing renewal customers will actually decrease their loyalty and increase their willingness to shop and possibly switch.

Experiment Design

The online experiment involved 402 individuals who at the outset of the study were instructed to imagine that they ran a small business and that about two years ago they had signed up with a 401(k) provider to help promote their company’s retirement plan to employees. The hope was that getting more employees signed up would boost employee satisfaction and retention.

Participants imagined that two years ago only 20% of their employees subscribed to the 401(k) plan. Their goal had been to increase participation to 80%. Now, two years later, participation had risen to 50%, which was a jump from 20% but short of the 80% target. Meanwhile, employee retention rates had improved, but it was difficult to know how much of that was attributable to promoting the 401(k) plan.

After being provided with this background information, participants were told to imagine that they were trying to decide whether to renew and continue working with their existing provider. When participants clicked to continue to the next screen, they received a message—the pitch—from their provider. What they didn’t know is that they were being put into three different pitch examples.

The opening paragraph of the pitch was identical for all participants. But then each of the pitches varied in crucial ways:

In the status quo reinforcement message condition, participants received an encouraging description of how the plan was working to date and how the company was making progress toward its goals. They then read an additional message designed to reinforce the causes of status quo bias, emphasizing how much effort went into selecting the current provider in the first place and highlighting the risks and costs associated with changing providers at this point.

In the second condition, the provocative pitch, the message documented the results to date, but switched gears and introduced a new idea that challenged their current approach. In this case, the message noted that it can be harder to move from 50% to 80% participation than it was to move from 20% to 50% and that doing so might require different tactics—in particular, switching the plan from an “opt in” approach to an “opt out” approach that defaults all employees into participating in the 401k plan. The provider would help make this change, which would push the company toward achieving its goals.

Finally, in the provocative pitch with upsell condition, the message was the same as the provocative pitch just described, with the addition of offering a series of online tools for employees that ostensibly would increase their engagement in reaching their goals. But these new tools would add 5% to 15% to overall program costs, with an anticipated payback in less than 12 months.

After hearing each message, participants answered a series of questions assessing their reactions to the message and its persuasive impact. These questions focused on participants’ intention to renew, attitudes, likeliness to switch, and credibility.

The results?

Across all of the measures of message persuasion, the status quo reinforcement messaging outperformed the provocative and upsell messages by statistically significant margins. A message that documented success and reinforced the status quo biases showed a:

13% boost in intentions to renew, relative to the two provocative messages. To measure this, participants were asked how likely they would be to renew with their current provider and how likely it was that they would stick with that provider.

9% boost in positive attitudes, compared to the two provocative messages. Participants had significantly more favorable impressions of the provider than in either of the messages that challenged the current approach with a new idea.

7% lift in credibility perceptions, relative to the provocative conditions. Participants answered three questions assessing how credible, trustworthy, and confidence-inspiring the provider seemed to be.

Participants also answered three questions assessing switching intentions, which sought to find out how likely they would be to shop around for other providers, switch companies, and try a new provider. Again, there was a statistically significant effect, but in this case it assumed the opposite form. The study found that participants in the provocative conditions were 10% more likely to switch or shop around than participants in the condition that documented success and reinforced status quo biases.

Four Causes Of Status Quo Bias—And How To Reinforce Them

To help you build a better “why stay” renewal message, I offer this brief tutorial on the four causes of status quo bias and how to address them in your story:

1. Preference stability: Deliberately remind customers of the long, hard process they went through to make their original decision to pick you. People naturally prefer to keep their previous decisions/preferences stable.

2. Perceived cost of change: Walk them through the startup costs required that have now been returned through improved performance and are now sunk and functionally part of the ongoing operating budget. People believe change costs more than staying the same, so make sure you confirm that.

3. Anticipated regret and blame: Recall for them the time and resources it’s taken to ramp up the solution, onboard all the people, manage the changes, and get the implementation running as well as it is now. Making another change just reopens all these potential failure points they could get blamed for.

4. Selection difficulty: Willingly admit that most of the other solutions on the market provide similar capabilities, that the offerings haven’t changed much since the original decision, and that you’ve kept them updated throughout. People have a hard time changing if they don’t think there’s much contrast between the alternatives.

door to door sales organizations in Pune

door to door sales organizations in mumbai

Marketing activation , Out of home advertising, Market Promotion, product placement,

Airports brand Activation, Bus branding, Campaign Analytics

Face to Face Marketing and Door to Door Marketing 

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

We convert potential customers to sustainable clients in the shortest space of time( door to door sales, door to door sales organizations ). 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. door to door sales organizations 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 outsourcing firm in pune

Selling Terms

Definition: Selling Terms

It is the length of time seller allows a buyer to pay for the goods or services sold on credit. When the sales representatives of distributors sell the products to the retailer or the company sells to the distributor, the customer need not pay the bill amount immediately. Generally they are given some time before which they have to pay back. They are given I month or 30 days mostly. This is the cycle time the customers take to pay back the bill money.

When the selling terms become longer, the cash cycle increases which results in instability of the cash for the seller. The seller then puts fine or takes some other action to rectify it.

The term can also mean the terms and conditions in the contract of sales between the purchasers and the firm selling the product. The contract generally has the cash cycle, the terms for the credit, quantity, price, margin, competitors, the distributor’s stock from other companies etc.

Brand Identity vs Brand Image

Brand Identity

Brand identity develops from the source or the company.

Brand message is tied together in terms of brand identity.

The general meaning of brand identity is “who you really are?”

It’s nature is that it is substance oriented or strategic.

Brand identity symbolizes firms’ reality.

Brand identity represents “your desire”.

It is enduring.

Identity is looking ahead.

Identity is active.

It signifies “where you want to be”.

It is total promise that a company makes to consumers.

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

Articales from http://www.managementstudyguide.com

Interface between Marketing and Sales: From a Source of Trouble to a Success Factor

Interface between Marketing and Sales: From a Source of Trouble to a Success Factor

is the free translation of a public workshop I premiered last week with ZfU International Business School in Switzerland.

Delegates from various industries involved in B2B scenarios in either Marketing and/or Sales leadership functions discovered that they all had similar problems with their Sales and Marketing silos.

An assessment of each others function revealed that Marketing complained about Sales being too short term, tactical oriented, and not giving feedback from the field, whereas Sales complained about Marketing being too remote from reality, long term oriented and not listening to the field. The product versus the customer view was another divider.

However,in the following self assessment, the Marketing Leaders initially believed product orientation and the strategic view being key to their function. Sales Leaders admitted their short term view as a a necessity and believed their customer orientation being a crucial asset they provided to their company.

We then concluded that alignment between Marketing and Sales cannot mean making them think and act alike, but entering into a continuous dialog leveraging each others views.

Some companies had delegated both their Sales and their Marketing

executives to the seminar. It became clear that they had made attempts before to narrow the gap. However they lacked a framework for a structured discussion. Their talks did therefore not produce concrete results.

The inside out view induced by the product orientation revealed itself as major roadblock. The recommendation to use the context of the customer’s buying process to discuss effective messages to the market and to agree on the split of responsibilities how to help the customer to buy, was therefore well received. Taking this view, sales leaders had to admit that there are buying scenarios where human interaction with sales people is no longer needed. On the other hand marketing leaders had to realize that the frequently observed attempt to reach further down into the sales funnel and handing over only hot qualified leads to sales is not as an ideal solution to bridge the gap between the two silos as suppliers of lead-generation, -nurturing and -scoring tools want us to believe.

Having an end to end framework to define Key Performance Indicators was welcomed as another tool helping to enhance the understanding for each other.

Marketing executives from Swisscom’s , the incumbent Swiss telecoms operator’s, Enterprise Division illustrated to the other delegates how their continuous customer centric dialog with sales had helped them to turn a product centric market approach into a customer centric problem solving approach. Marketing treating sales as a customer of their services, was another critical success factor for narrowing the divide between them and sales They are taking the idea of treating sales as a customer so far that a product manager is sent back to the drawing board if a campaign is considered ‘not feasible for the field’ by the sales people.

You can get a glimpse of Swisscom’s customer centric problem solving approach on their web site for corporate customers.

Their filed sales people have a similar application loaded on their lab tops to insure consistency of the message to the market. Whereas traditional sale collaterals had not much success with the sales force, initial reaction from sales people about this new tool are very encouraging .

door to door sales organizations in Pune

door to door sales organizations in mumbai

Marketing activation , Out of home advertising, Market Promotion, product placement,

Airports brand Activation, Bus branding, Campaign Analytics

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 agencies in Budhwar Peth

How To Convince Customers To Stay

Provocative messaging and insights-based approaches are all the rage as companies seek to disrupt the status quo, create the urgency to change, and get companies to choose you. Yet often people who work for companies that have significant market share ask me, “What happens when you are the status quo?”

When you’re the outsider looking to unseat an incumbent competitor, a disruptive approach is essential for overcoming the status quo bias. My company actually conducted research showing that introducing “unconsidered needs” to surprise a prospect and create uncertainty with their status quo is far and away the best approach creating the urgency to change and differentiating your offering.

But sometimes you are the insider. You have a large installed base and spend a lot of time and effort ensuring renewals and protecting existing customer relationships. So it’s natural to question whether your “why stay” messaging needs be different than your “why change” messaging.

‘Why Stay’ Test

We never like to answer these important questions with an opinion or “feelings,” so we created another test with Dr. Zakary Tormala, a social psychologist with expertise in persuasion and social influence. It was designed to compare various messaging approaches to renewal conversations. What we found was very interesting.

Turns out that to get current customers to renew requires you to actually reinforce the causes of status quo bias as opposed to new customer acquisition approaches that must deliberately disrupt those biases.

It sounds like a “no duh,” but in this era of challenging and provoking customers, our latest research shows that using this same aggressive approach on existing renewal customers will actually decrease their loyalty and increase their willingness to shop and possibly switch.

Experiment Design

The online experiment involved 402 individuals who at the outset of the study were instructed to imagine that they ran a small business and that about two years ago they had signed up with a 401(k) provider to help promote their company’s retirement plan to employees. The hope was that getting more employees signed up would boost employee satisfaction and retention.

Participants imagined that two years ago only 20% of their employees subscribed to the 401(k) plan. Their goal had been to increase participation to 80%. Now, two years later, participation had risen to 50%, which was a jump from 20% but short of the 80% target. Meanwhile, employee retention rates had improved, but it was difficult to know how much of that was attributable to promoting the 401(k) plan.

After being provided with this background information, participants were told to imagine that they were trying to decide whether to renew and continue working with their existing provider. When participants clicked to continue to the next screen, they received a message—the pitch—from their provider. What they didn’t know is that they were being put into three different pitch examples.

The opening paragraph of the pitch was identical for all participants. But then each of the pitches varied in crucial ways:

In the status quo reinforcement message condition, participants received an encouraging description of how the plan was working to date and how the company was making progress toward its goals. They then read an additional message designed to reinforce the causes of status quo bias, emphasizing how much effort went into selecting the current provider in the first place and highlighting the risks and costs associated with changing providers at this point.

In the second condition, the provocative pitch, the message documented the results to date, but switched gears and introduced a new idea that challenged their current approach. In this case, the message noted that it can be harder to move from 50% to 80% participation than it was to move from 20% to 50% and that doing so might require different tactics—in particular, switching the plan from an “opt in” approach to an “opt out” approach that defaults all employees into participating in the 401k plan. The provider would help make this change, which would push the company toward achieving its goals.

Finally, in the provocative pitch with upsell condition, the message was the same as the provocative pitch just described, with the addition of offering a series of online tools for employees that ostensibly would increase their engagement in reaching their goals. But these new tools would add 5% to 15% to overall program costs, with an anticipated payback in less than 12 months.

After hearing each message, participants answered a series of questions assessing their reactions to the message and its persuasive impact. These questions focused on participants’ intention to renew, attitudes, likeliness to switch, and credibility.

The results?

Across all of the measures of message persuasion, the status quo reinforcement messaging outperformed the provocative and upsell messages by statistically significant margins. A message that documented success and reinforced the status quo biases showed a:

13% boost in intentions to renew, relative to the two provocative messages. To measure this, participants were asked how likely they would be to renew with their current provider and how likely it was that they would stick with that provider.

9% boost in positive attitudes, compared to the two provocative messages. Participants had significantly more favorable impressions of the provider than in either of the messages that challenged the current approach with a new idea.

7% lift in credibility perceptions, relative to the provocative conditions. Participants answered three questions assessing how credible, trustworthy, and confidence-inspiring the provider seemed to be.

Participants also answered three questions assessing switching intentions, which sought to find out how likely they would be to shop around for other providers, switch companies, and try a new provider. Again, there was a statistically significant effect, but in this case it assumed the opposite form. The study found that participants in the provocative conditions were 10% more likely to switch or shop around than participants in the condition that documented success and reinforced status quo biases.

Four Causes Of Status Quo Bias—And How To Reinforce Them

To help you build a better “why stay” renewal message, I offer this brief tutorial on the four causes of status quo bias and how to address them in your story:

1. Preference stability: Deliberately remind customers of the long, hard process they went through to make their original decision to pick you. People naturally prefer to keep their previous decisions/preferences stable.

2. Perceived cost of change: Walk them through the startup costs required that have now been returned through improved performance and are now sunk and functionally part of the ongoing operating budget. People believe change costs more than staying the same, so make sure you confirm that.

3. Anticipated regret and blame: Recall for them the time and resources it’s taken to ramp up the solution, onboard all the people, manage the changes, and get the implementation running as well as it is now. Making another change just reopens all these potential failure points they could get blamed for.

4. Selection difficulty: Willingly admit that most of the other solutions on the market provide similar capabilities, that the offerings haven’t changed much since the original decision, and that you’ve kept them updated throughout. People have a hard time changing if they don’t think there’s much contrast between the alternatives.

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Marketing activation , Out of home advertising, Market Promotion, product placement,

Airports brand Activation, Bus branding, Campaign Analytics

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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Selling Terms

Definition: Selling Terms

It is the length of time seller allows a buyer to pay for the goods or services sold on credit. When the sales representatives of distributors sell the products to the retailer or the company sells to the distributor, the customer need not pay the bill amount immediately. Generally they are given some time before which they have to pay back. They are given I month or 30 days mostly. This is the cycle time the customers take to pay back the bill money.

When the selling terms become longer, the cash cycle increases which results in instability of the cash for the seller. The seller then puts fine or takes some other action to rectify it.

The term can also mean the terms and conditions in the contract of sales between the purchasers and the firm selling the product. The contract generally has the cash cycle, the terms for the credit, quantity, price, margin, competitors, the distributor’s stock from other companies etc.

Brand Identity vs Brand Image

Brand Identity

Brand identity develops from the source or the company.

Brand message is tied together in terms of brand identity.

The general meaning of brand identity is “who you really are?”

It’s nature is that it is substance oriented or strategic.

Brand identity symbolizes firms’ reality.

Brand identity represents “your desire”.

It is enduring.

Identity is looking ahead.

Identity is active.

It signifies “where you want to be”.

It is total promise that a company makes to consumers.

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Articales from http://www.managementstudyguide.com

Interface between Marketing and Sales: From a Source of Trouble to a Success Factor

Interface between Marketing and Sales: From a Source of Trouble to a Success Factor

is the free translation of a public workshop I premiered last week with ZfU International Business School in Switzerland.

Delegates from various industries involved in B2B scenarios in either Marketing and/or Sales leadership functions discovered that they all had similar problems with their Sales and Marketing silos.

An assessment of each others function revealed that Marketing complained about Sales being too short term, tactical oriented, and not giving feedback from the field, whereas Sales complained about Marketing being too remote from reality, long term oriented and not listening to the field. The product versus the customer view was another divider.

However,in the following self assessment, the Marketing Leaders initially believed product orientation and the strategic view being key to their function. Sales Leaders admitted their short term view as a a necessity and believed their customer orientation being a crucial asset they provided to their company.

We then concluded that alignment between Marketing and Sales cannot mean making them think and act alike, but entering into a continuous dialog leveraging each others views.

Some companies had delegated both their Sales and their Marketing

executives to the seminar. It became clear that they had made attempts before to narrow the gap. However they lacked a framework for a structured discussion. Their talks did therefore not produce concrete results.

The inside out view induced by the product orientation revealed itself as major roadblock. The recommendation to use the context of the customer’s buying process to discuss effective messages to the market and to agree on the split of responsibilities how to help the customer to buy, was therefore well received. Taking this view, sales leaders had to admit that there are buying scenarios where human interaction with sales people is no longer needed. On the other hand marketing leaders had to realize that the frequently observed attempt to reach further down into the sales funnel and handing over only hot qualified leads to sales is not as an ideal solution to bridge the gap between the two silos as suppliers of lead-generation, -nurturing and -scoring tools want us to believe.

Having an end to end framework to define Key Performance Indicators was welcomed as another tool helping to enhance the understanding for each other.

Marketing executives from Swisscom’s , the incumbent Swiss telecoms operator’s, Enterprise Division illustrated to the other delegates how their continuous customer centric dialog with sales had helped them to turn a product centric market approach into a customer centric problem solving approach. Marketing treating sales as a customer of their services, was another critical success factor for narrowing the divide between them and sales They are taking the idea of treating sales as a customer so far that a product manager is sent back to the drawing board if a campaign is considered ‘not feasible for the field’ by the sales people.

You can get a glimpse of Swisscom’s customer centric problem solving approach on their web site for corporate customers.

Their filed sales people have a similar application loaded on their lab tops to insure consistency of the message to the market. Whereas traditional sale collaterals had not much success with the sales force, initial reaction from sales people about this new tool are very encouraging .

door to door sales organizations in Pune

door to door sales organizations in mumbai

Marketing activation , Out of home advertising, Market Promotion, product placement,

Airports brand Activation, Bus branding, Campaign Analytics