Tag Archives: Sales

Delivering Customer Expectations – The Secret to Sales Accomplishment

This article explores one of the major challenges of sales and marketing – delivering customer expectation is all the more vital in the era of the social web. Customers and prospects have access to a wealth of information which enable them to come to a decision.

The Hugging Used Car Salesman

When learning about the hugging used auto salesman, at the outset I thought it was just a ploy to be successful in vehicle sales during all the bad days that the used car or truck marketplace has recently faced. However on digesting furthermore he generates much more business compared with what the average used car sales organisation in their general vicinity. It actually is more than all the hugs, it is about building a superior quality of service, which features favorably with clients. This person treats any second hand autos he sells as though they are actually brand-new cars, including providing buyers with a full gas tank.

Their business attitude is just “You will bring in more money by taking good care of people than you’ll do by just going after the almighty dollar alone”. Its an ethos that is certainly about treating any particular purchaser, like a person and doing so with respect. Certainly one of the things that either global companies and consequently government organisations have definitely each been charged with failing to remember in their dealings with individuals – you may be handled as only a number.

Sales is all about the People Involved

In the long run though sales is very relevant to the people involved in the on-going business relationships. Developing the relationship with a customer which appreciates your own principles may well in the end grow into a whole strategy related to word-of-mouth referrals. It truly is people that reach purchasing decisions, even inside of any kind of business to business deals. Human beings come up with final choice with respect to the company that they work for. During any kind of trading alliance purchasers assume that their demands will be realized, or in the very least listened to.

Purchaser testimonials are actually critical, yet at the same point in time great new practical characteristics, along the lines of social networking, really are empowering clients by providing these people an outlet for their impression of your product. They have more the ways to access details about your business; they may contact some other customers; they will round up all of the beliefs of certain people, both bad and the good and leverage them in their own decision making. Working with opinions is critical, but as is staying interested in the extended on-line discussion could be simply even more most important, this can shows a successful value added solution and additionally functions forming trust.

Activity around people no longer starts and ends with the client visit. On-line activity is vitally important too. Google has given us access to so much information, yet the social web has opened access to people’s feelings and both are of equal importance.

Walk Inside of the Customer’s Shoes

Potential consumers demand to be satisfactorily served. In this case it is always crucial for you to always be very clear about what is delivered. Remember ultimately the client will judge based on their own reasons what exactly signifies a first-class customer service, rather than the dealer. Even our hugging second hand car dealer cannot meet the needs of all the customers all of the time, this is a practical lesson of salesmanship.

Sellers do never the less will need criticism to be able to learn what they do competently and those things they begin to really perform terribly on, nevertheless only a few purchasers feel at ease offering feedback; which can certainly be of concern. Some consider that they need answers to their explicit problems not just surveys online, or mind-numbing questionnaires, which can sometimes look like a complete waste of time and energy. It is far better to talk face-to-face, or maybe on the telephone than send out a survey.

At some point you ought to walk inside of the shoes of the very customer themselves. Picture all your marketing promotions initiatives through that customer’s viewpoint. Furthermore this is regarding a holistic package, and not simply one particular kind of marketing promotions – any concept used ought to be consistent with all brand communications.

Source: business.wikinut.com

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Marketing Methods and Trends – What’s New for 2011?

We are one year into a new decade and we have all seen the shift in how we market and reach consumers. In order to be efficient in marketing, it’s important to realize what will work and what marketing methods are being left by the wayside. Now, with that being said please understand that my statement of trends is broad and may not reach your specific demographic. For example, if you serve a senior market a yellow page may very well still bring in customers for you, but if your customer is under the age of 60 it’s best to put those dollar elsewhere.

This year there are five marketing methods and trends that I’ll be watching with a close eye. We’ve seen many changes over the last few years and this year will be no different. Trends and methods that I’ll be watching closely this year include:

 

 

 

 

Mobile Marketing

In a report done by CTIA Wireless Association it was reported that 250+ million Americans carry mobile phones – that’s over 80% of the nations population. Mobile applications will continue to be developed and smartphones and tablet PCs will remain a part of our daily lives. It’s no longer just about mobile access to email, messaging, calendars and websites. We will see more location based services, mobile gaming, applications, and event-based mobile marketing. We’ve been inundated with new technology from Apple’s iPhone, iPad and Google’s Android integration. I guarantee it won’t stop there, we will continue to see mobile marketing innovations throughout 2011 and beyond. We will see new devices, faster speeds, and location based technologies integrated with one another. If you are a marketer and you’ve not explored the avenue of mobile marketing, this is your year. Get on the bus or get left behind.

Social Marketing Integration
In 2010 companies began to take social media marketing seriously and because of that we saw social media explode as a marketing tool. This year we will begin to see companies integrate social media into their overall marketing plan, which is how it should have been done in the first place, but better late than never. We will see social media expand from a tool used primarily for customer service and brand management to being used to collect customer data and enable better target marketing of products and services that those customer are interested.

Traditional Marketing Continues to Diminishes
This is always a touchy subject, because there are so many that don’t want to say goodbye to the traditional marketing. Interactive or real-time marketing is easy to measure, engage and gain real time statistics that allows us to change a marketing message quickly. Customers are continuing to go online to search for information and in return making their purchases online. It’s important that marketers move their marketing dollars to where the consumers are and right now that’s making a gigantic shift to online. Internet marketing enables us to reach targeted audiences online, advertising costs are lower and they are easier to measure. What’s not to love about interactive marketing? Overall marketing budgets will continue to shift to a higher spend online and the traditional marketing spend will continue to diminish.

Consumers Will Determine Value
In today’s economy consumers are watching their pennies and because of this they will only spend on purchases that they consider to be of value. They will continue to seek value in every dollar spent and they will determine whether it’s value, not you. Consumers no longer purchase just because an item is on sale, rather they will justify every dollar spent. This means you must marketing the value of your product or service in order to get consumers to open their wallets – if there is no value, they simply will not purchase.

Regulations Abound
This is a trend that makes many of us as marketers anxious. It’s been apparent in the last six months that the FTC is looking at regulating the online industry. We started a few years ago with disclosures for blog reviews and paid endorsements. As recent as last week we saw rules passed regarding Net Neutrality and the FTC exploring a “Do Not Track” mechanism that would regulate the tracking of consumer behavior online and the calculation of data. I’m not sure how this will play out in the next year and beyond, but I do believe we will see regulations implemented when it comes to the internet industry and many of those regulations will affect us as marketers.

Relationships will Drive Loyalty and Sales
I listed this last year, but I believe it will still hold true in 2011. Customers want to know they matter to you and your staff. They evaluate now more than ever how they are treated, whether or not your business cares about their satisfaction. Gone are the days that they just purchase out of convenience. If you can give the best customer care, you will find that you will create consumers that are loyal to you, regardless of whether or not you have the least expensive price. They realize that in tough economic times their loyalty to you could be the life or death of your business and that’s often why they will go out of their way to spend their hard-earned dollars in your place of business – if you have helped in creating loyalty by giving them extraordinary care.

Source: Marketing.about.com By 

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