Sales Funneling – A Marketers Guide

Sales FunnelingSales people often feel that all marketing needs to do is to drive loads of leads their way. If this is the approach in your organisation, then you are missing sales and lowering potential profitability. Careful management of the tone and quantity of your marketing content across a planned sales funnel can deliver pre-qualified leads to a sales person, significantly improving the chances of conversion.

Many of us will have experienced a sense of ‘information overload’ where we simply switch off, or the frustration of wanting to know more about a product or service before we commit and not being able to find it. Both happen regularly, and when they do – you’ve lost a sale.

For almost every purchase we make, we run through a broadly similar decision-making process (I say almost, as the impulse bar of chocolate at the supermarket counter is quite a different process). Typically, and particularly for more complex purchases, our thinking will go something like this: ‘My laptop is heavy – I saw that ad for really light weight ones, who was it again?’ (Latent need); ‘There’s that ad, it’s X-brand’ (Awareness); ‘I’ll just check out their site’ (Interest); ‘Hmm, well the weight certainly compares well, but can I afford it, what are the other options?’ (Evaluation); ‘I’ll pop into Y-shop to see what it feels like and ask a little more about it’ (Trial); ‘I’ve researched the best price, I’ll get it from there’ (Purchase). Kotler and others have spelt out various different versions of this process, there’s bound to have been one modelled for most markets. By understanding the way people make buying decisions, you can map your sales funnel: 1. Awareness, 2. Interest, 3. Evaluation, 4. Trial, 5. Purchase.

Against this process you should map and measure your sales funnel, you’ll steadily whittle down your audience at each step, with interested parties moving through the funnel and those who either don’t want what you offer or who are turned off by your messaging going elsewhere. To maximise the conversion at each stage, marketers should consider two key elements; tone and quantity.

What do I mean by tone? As short-hand, think emotion. Against the sales funnel, there is an appropriate tone at each step. If you imagine a continuum from emotional to rational, typically your marketing material will need to start at emotional and move to rational through the funnel. To really get noticed, you need to appeal to our most human side, our emotions. If you hit a nerve, they notice you. However rational you are, e.g. ‘we’re cheap’, if they don’t feel a need for what you’re offering they’re unlikely to notice your communications in the first place. Successful emotional appeals, in marketing terms, usually hit on a negative feeling and say that you can take it away. This is called finding the point of pain. Once you’ve established that emotional appeal, your communications need to move into more rational territory, where proof is needed. As a sanity check on the tone of your marketing materials, map out each stage of the sales funnel and look at the material (offline, online, sales person, in-store, etc.) and then judge the emotional appeal – are you delivering rational messages too soon? Is your material providing further emotional messaging, when your buyer is looking for rational proof?

Quantity, in regard to sales funnelling, is a fairly straight forward concept – start ‘short and sweet’ and then provide more information at each step. Where most organisations fall foul of this is on their websites. Home pages are often jam packed with information. In a typical sales funnel, an organisation’s website is the second or third step – this means that people typically reach you looking for an emotional appeal (what’s the benefit for me?) and they are looking for key messages. Again, map out your journey and assess the quantity of information you are serving at each stage, it should start small and increase at each step.

So, if you’re experiencing lots of web traffic, but low numbers of enquiries – or lots of footfall and low sales, think about the sales funnel. An initial assessment against tone and quantity will signpost where your blockage might be and put you on the path to a free flowing sales funnel that has a tangible link to your bottom line.

Copyright (c) 2008 Bryony Thomas

Pharma Medical Representative Jobs Career And Overview

Jobs Overview

Indian pharmaceutical industry is playing a key role in promoting and sustaining development in the vital field of medicines. With growing Indian Pharma market, demand for specialized pharma sales professionals has increased.

The pharmaceutical-sales is a lucrative career option because it offers excellent salary potential, opportunity for growth, great benefits and the field makes out a bit of glamour also.

Pharmaceutical companies will have their own marketing and sales strategies to introduce the drugs into the market. A drug company employee regularly visits Medical practitioners, hospitals, clinics, nursing homes, health centers and apart from that, they will take care of retail, distributor, and wholesale sales, provides information on the company’s products and maximize the prescribing of products in specific geographic area.

Role of Medical Representative/ Sales professional has become preponderant as with growing Indian Pharma market, with the advent of new product launches increasing demand for the specialized pharma sales professionals and market have turned towards sales professionals with rich experience in a focused sector.

Sales processional is expected to have greater skills and accurate product knowledge to face well informed individual and institutional customer.

The Allopathic formulations market is the largest segment in the India with an estimated 23,000 plus manufacturers, has approximately 70,000 plus brands. There are approximately about 20000 medical representatives in the country promoting products to over 10 lakh doctors. The number of pharmaceutical retailers is estimated to be 5 lakh in near future.

Among the top five therapeutic segments, Gastro-intestinal and cardiac are experiencing both high volume and value growth.

Opthologicals, cardiovascular, anti-diabetics and neurological drugs continue to top the growth list.

The anti-infective, neurology, cardiovascular and anti-diabetic segments have witnessed a high number of product launches in the recent years.

A medical representative who has a flair for marketing and can show extra-ordinary results has a variety of choices to advance into management roles. They can make a very promising career in pharmaceutical marketing on the basis of his sales performance and ability to manage customers. His sales performance is assessed on the basis of his ability to achieve targets fixed by the company. He can rise to the posts of:

Managing Director
Executive Director
President Sales
VP Sales
National Sales Manager
Zonal Sales Manager
Regional Sales Manager
Area Sales Manager
Medical Representative

The other opportunities for medical repsĀ  will include: Pharma Marketing and Consulting Services, Health and Clinical business development and etc. Medical reps are also highly preferred for Brand/Product Management roles. They can rise to the highest positions like Group Product Manager, Marketing Manager, GM Mktg, V.P Mktg, and etc.

Top 7 Formulas for Pinterest Marketing

Pinterest Marketing

If you own an ecommerce store, Pinterest is a golden opportunity to allure people with beautiful pictures and videos of your product. You might be missing out on a huge audience if you market only on Facebook and twitter! Now also with the addition of buy buttons, Pinterest gives consumers one-click option to buy products; making the platform even more viable. Many brands want to know how to make the most of Pinterest-based shopping. So now comes the big question, how do you use Pinterest to your advantage? Social Media Experts at Digital Marketing School bring you the top 7 awesome ways of marketing efficiently on Pinterest.
1. Pin striking photos-
We must firstly be aware that Pinterest is majorly an image-sharing platform. And images that are striking make the most popular pins. As a marketer you must make the best use of your photography and creative skills and click great pictures of your product. Or you can also hire a professional to help you.
2. Keep it simple-
Now after a person views your image, you must make it easy for them to buy your product. They must be able to find your products through a link that directs them to your website. Always include a link to the image that guides them to the website.
3. Attractive content-
“Create smart pins that will go viral among the Pinterest community with great images, attractive and useful descriptions, and intelligent tagging.”
Also, keywords are important. Caption your images with words that are attractive and connecting to the audience. If your product is food, use words like “Mouth-watering Dishes”, “Scrumptious delicacies” Or any such appealing titles.
4. Celebrity marketing-
If celebrities, even small ones can endorse your product, it will work great for you! The audience really believes when someone else has used your product, especially someone popular. You can use an image of a celebrity with your product and a 2- lined testimonial about what they think.
5. Theme it!
Categorize your each and every board with a particular theme. It makes it easily understandable for the audience. If you are a Fashion Pinner, categorize your boards as “Wonderful winter collection”, “Sunny summer collection” and so on! The colors and design you use for each board must be unique.
6. Pinterest is female populated-
You must also know that Pinterest is highly populated with women. More than half of the people on Pinterest are women. So always try making posts that appeal to the female audience majorly!

7. Pinterest analytics-
Access analytics for your Pinterest account. Know what is working the best for you and what is not. Which pins are getting you traffic to your website and various other insights. Use Google Analytics to your advantage! For more information on analytics you can also take up digital marketing training.

Watch this space for more leads on Social Media Marketing.

Small Business Marketing Environments That Affect Your Marketing

Small business marketing environments can affect your business more than by what your do and say in your marketing.

By including these marketing environments in your marketing and business plans, you open many opportunities for your business.

You need to consider the following ten small business marketing environments as you plan your small business marketing.

Small Business Marketing Environment 1: Your Business And Employees

Don’t ever forget that each of your employees have interactions with many people outside of your business. If they are happy, feel good about your business, and believe in your product, they can be one of your greatest marketing assets.

Small Business Marketing Environment 2: The Businesses That Serve You

The businesses that you purchase from determine how efficiently you make your product and conduct your business. Some even provide cooperative advertising and promotion opportunities.

Small Business Marketing Environment 3: The Businesses That Deliver Your Products

Some distributors enhance your marketing by telling others they serve about your business. Because distribution is an important part of the marketing mix, how well they deliver your products also influences your marketing, your ability to get products to customers, and even your price.

Small Business Marketing Environment 4: Retailers

The businesses that retail your product influence your marketing and sales. They can promote your product, feature it, or just stick it on a back shelf. Thus, they can help or hurt your marketing efforts.

Small Business Marketing Environment 5: Competitors

Businesses that sell competitive products, unwillingly influence your marketing. They may not want to help you, but knowing their strengths and weaknesses can be a great asset to your marketing. When competitors are weak but you are strong, you have a distinguishing characteristic that you can market.

Small Business Marketing Environment 6: Other People

Publics influence your business in other ways besides buying your product. Their support can be a great marketing boost. Their lack of support often requires public relations marketing to diminish their influence on potential buyers and other publics.

Small Business Marketing Environment 7: Customers

Many small business owners think primarily of present and potential customers when they think of marketing – marketing to them. But who your customers are and whether they are individuals or businesses influences how you market to them.

Small Business Marketing Environment 8: Factual Characteristics

Knowing factual characteristics (demographics) about your target market reveals much about their attitudes, values, concerns and buying preferences. People differ by factual characteristics such as income, type of occupation, amount of education, their race and gender. The more you know about them, the better you can design marketing that appeals to them.

Small Business Marketing Environment 9: Economics

Economic situations influence what sells and how much of those products sell. During recessionary economies, people often eliminate unnecessary expenses. During inflationary economies people spend more and on more luxury products. Thus, different economic situations call for different marketing strategies and tactics.

Small Business Marketing Environment 10: Natural Resources

Natural resources influence your product’s price because the less a resource is available, the more you have to pay for it. To continue to make a profit, you have to pass that price on to your customers. This, in turn, influences if and how much of your product will sell.

Small Business Marketing Environment: Conclusion

Each of the ten small business marketing environments influence your marketing by what is said and done within that environment. In addition, each has a direct or indirect influence on some aspect of the marketing mix which affects your business’ success.

5 Simple Internet Marketing Tips

Marketing TipsNow that you have your business website up and running, what’s your next move? You can’t just sit there and expect your website to generate all the leads by itself. You have to do your part to get things going by getting a professional internet marketing service in San Jose. Jump start your internet marketing plan by reading these San Jose SEO expert tips:

Start with something small. Are you familiar with the parable of the mustard seed? Not meaning to sound all religious but this story can help you with your web marketing. There’s a tendency to be overwhelmed at the start. Having so much expectations and not knowing how to achieve them can lead to frustration. The trick is to start small. Establish a realistic goal. For example, setting up social media profiles and then, moving on from there. Once you have them, concentrate on expanding your network. Let’s say five new “friends” per day. Use this approach and things will just grow bigger on their own.

Nitpick at your content. Aside from having the perfect layout, what your website has to say is critically important. This is what people are truly after and you have to give them what they need. Make sure that every paragraph you have on your site is unique, useful, and very easy to read. Moreover, be conscious of your text’s layout. They should be properly sized and shaped.

Optimize every time you add a new post. Don’t take small things like including keywords in title tags and headings for granted. They help in boosting your site’s performance in search engine rankings.

Spend time interpreting your website’s metrics. Numbers and graphs can say a lot about how your internet marketing plan is faring. Know the areas that need improvement and adjust your web marketing plan. Find out why people don’t stay in a web page long enough to read the content, or why they fail to respond to your call of action, or why they don’t find the other landing pages you have in your website. Knowing things like these can help you achieve success in web marketing.

And lastly, put yourself out there. Create profiles on social media websites. List your business in local directories. Join relevant online groups and communities. Be active and get in touch with people and do your best to create online friendships. Instead of just blatantly promoting your business, take time to know the people you’re interacting with. Show warmth and sincerity. They’ll like you and trust you for it

The Adaptability of Lanyards Is Just One Justification They’re a Great Advertising Product

Promotional products new zealand have to be beneficial when companies are to achieve the most benefit. Promo items new zealand can be found in many forms, however few are as adaptable as lanyards. Check around and you’ll notice a number of individuals utilizing these products, promoting a non-profit organization, a college or possibly their preferred sports group. They are often utilized to carry a number of objects, such as car keys, identity cards and much more. Even though many people probably would not consider these products fancy, they generally tend to be a wonderful marketing device, and companies find them to be very economical. A business can choose the colour, materials, devices and more when purchasing promotional products of this type plus they can be used repeatedly. Each time a client take advantage of the lanyard, the company gets free advertising. Furthermore, an organization might find the use of distinct lanyards for a variety of people really helps to identify particular classes, much in the same way numerous health care organizations have the staff members wear scrubs of specific shades to know their position in the business. Utilize the lanyard to bring awareness of your company, and you will witness great results within a short period of time. Once you discover the extremely low price of these items, you’ll make usage of them over and over to be sure all customers have a lanyard for their own use.

Syntek Global, Exposed!

Syntek Global is a pretty new network marketing company thats based out of Salt Lake City Utah (The MLM captital of the world).

You, my friend, may be looking to become a rep with this company or you just might already be one.

Analyzing the following four areas will help you make the right choice in regard to Syntek Global.

1. Product Line
2. Management Team
3. Pay Plan
4. Distribution Model

PRODUCT
Syntek Global is marketing a complete fuel treatment called Xtreme Fuel Treatment.

Syntek XFT works for all types of combustion engines. Its proven to provide 3 key benefits.

Raise Fuel Economy

Prolong Engine Life

Cut down Pollutants

When a company claims to do these things there is inherent cynicism and shouts of snake oil salesman tend to come soaring in from the bleachers.

Fortunately, this product already has an extensive background.

With the current go green craze and ever present fears of rising oil prices, this fuel treatment appears to have what the market wants.

EXECUTIVE LEADERSHIP
Now for the captain of the ship.

The Chieve Executive Officer is a man by the name of John Winterholler.

John brings extensive management and leadership experience to the Syntek Global team.

Mr. Winterholler has executive management experience with revered companies such as Goldman Sachs and American Express.

Strategic Leadership Partners lists Mr. Winterholler as one of it’s founding members. Johns background also includes the introduction and roll out of new products and services.

I’ve had the pleasure of being introduced to John on more than one occation and was very pleasedwith his abilities

Syntek Global has the right person at the helm.

COMPENSATION PLAN
Syntek Global pays its distributors through whats referred to as a next-generation binary. Binary meaning you only build 2 legs and next-generation because its actually a hybrid design that eliminates a few of the undesirable features of a traditional binary plan.

This compensation plan was formed after a plan that has produced an unprecedented amount of wealth for many distributors in the MoneVie Corporation (also a network marketing company).

In essence the plan is proven to be very lucrative.

MARKETING PLAN
Last, but most certainly not least, the marketing.

Syntek does a great job with producing eye-catching company brochures and nice looking replicated websites.

The one downside, as with all network marketing companies, is they only teach one form of marketing. Make a list of each person you’re familiar with and call the names on those lists to spread the good word on Syntek.

Pro marketers know that there are many ways to market a product/service, and some, perhaps much more effective than calling your friends and family.

In our age of worldwide connection through the internet, it’s hard to imagine not teaching some of the low cost yet very effective internet marketing techniques that are available.

Is The Hairmax Laser Comb A Scientific Answer, Technological Advancement Or A Marketing Rip-off

I want to grow my hair back naturally. I am not totally bald. I have slightly thin hair around my hair line and top of my head in that awful male pattern shape. I think it’s reasonable to see notable results from holistic hair treatments and devices. That being my point of view, and natural treatments being so desirable, a product such as the HairMax Laser Comb was especially interesting. In my initial search, the HairMax stood out as a leader among other laser devices available. However, in retrospect, that may be a result of their huge marketing engine. In case you think there’s going to be a happy ending and this is yet one more advertising piece in favor of the HairMax, it is not.

The HairMax first caught my eye while seeking an alternative hair growth treatment. I found other laser devices: The Erchonia THL-1, Nutreve 1700, Spencer Forrest X5, Sunetics Laser Brush, Hair Rejuvenator Laser Comb 7, etc. but none of them asserted the powerful assertions that they had been approved by the FDA to treat thinning hair. When I saw ‘Approved by the FDA,’ it made me think the HairMax was able to show, with convincing evidence, that it may effectively grow for hair suffering from hair loss. Based on the strength of the so-called data driven promise to treat thinning hair, coupled with my desire for a product to work, I paid about $500 to buy the HairMax Laser Comb. I know, that’s a significant investment; yet, if the Laser Comb was able to encourage hair growth and reduce thinning hair, as it claims, I would pay $500 every year without question.

I bought the Hairmax and followed the directions: 3 uses each week for twenty minutes each time. I monitored my hair changes with photographs. My expectation was that my growth would be similar to the growth HairMax shows on their website presenting a man’s head at point A then 12 weeks later the same head with denser hair. I hoped to see measurable growth, so I kept my hair cut short. After two months, I saw no new hair growth. Perplexed, I started searching for legitimate consumer reviews about the HairMax. The reviews were tough to substantiate. A few people asserted that they had improvement, while others bad mouthed the HairMax as a in effective piece of trash. In my search, I discovered something more – the report from the FDA about LLLT, produced for HairMax.

If you are considering the HairMax, you shouldn’t rely on my word, you should read the FDA report yourself. It is my belief that, the HairMax is using deceptive advertising strategies to convince men, who just want to grow hair, that the product has the backing of the FDA to grow hair. The truth is that the HairMax is permitted to be advertised as a product intended to grow hair. However, the FDA made this approval based on the fact that the HairMax is similar to a product sold in the 1970’s for a similar goal. As such, the HairMax has not produced research that a government agency, like the FDA analyzed and passed as a result of the accuracy of the results. Rather, the HairMax is approved as a product that may be promoted to treat thinning hair but any other device on the internet could apply for the same ‘approval’ and the FDA would undoubtedly offer the same rights.

Having said all this, I believe Low Level Laser Therapy is able to to stimulate hair growth. My investigation makes me trust that there is an ideal amount of energy required for cellular regeneration. According to laser advocates the required amount is 3-6 joules per/ cm2. This amount of energy cannot be achieved during a twenty min. use of using the HairMax. This amount of laser energy could only be achieved with current technology by having the lasers targeted on a specific space for twenty minutes. Therefore a product that offered more coverage for a sustained period would have the capacity to encourage hair re-growth. The HairMax Laser Comb does not have the capacity to achieve that, meaning its capacity to stimulate hair growth is restricted.

Ways to Help Kids Move to a New Residence

Occasionally it is actually very easy to forget that children are usually people, just like them. Grownups accept a task, such as transferring to a brand new dwelling, utilizing all the emphasis that often goes alongside maturity. They are responsible for working with a strong real estate broker (details found at this weblink) to locate the perfect house, marketing or even putting to let their current house, contacting an organization to enable them to switch dwelling, supplying personal belongings, giving disconnect announcements and exchanges and also about a thousand other things. Nearly any one of these kind of tasks, if quit undone, can easily get serious results, which suggests that the tension upon grown ups at shifting time is definitely extreme.

Nonetheless, children encounter stress, as well. They are going to have to bid farewell to what often is the only home they’ve ever experienced, together with their buddies and just about all that’s recognizable in their eyes. They sometimes must change schools. Parents definitely need to be sensitive to children when getting ready for the move and also accomplish exactly what they are able to to make certain that the kids are aware, truly feel involved, and also, have a sensation of power. Something that may be beneficial is always to offer the young people the chance to view the home. Maybe they are able to observe the space that’ll be theirs, and also plan just how to decorate it. Knowing what to expect assists in easing the actual uncertainness from the unknown for little ones.
For a list of further tips, check over here.

Send Your Enterprise to New Heights with Effective Advertising for a Digital World

In years past effective marketing engaged in contests wherever average women supplied cute little jingles about a particular item. That worked very well in a time period in which television remained a new idea. Today a catchy jingle will not accomplish much to get the eye pertaining to people globally. Advertising has come a very long way from flashy billboards to personalities demonstrating a product through commercial breaks or cracks. A knowledgeable business proprietor currently is aware it truly is exactly about digital marketing when considering acquiring his or her product or service to the world. The average joe features several forms of advertising at their disposal now. They will use mobile phones as computers, computer tablets as opposed to journals and also portable laptops get taken everywhere – like the nearby coffeehouse.

In case you have a business, whether on the internet or perhaps an genuine retail store, you no doubt know the importance of creating a site to be able to attract clients into the planet. For a site to be successful, chances are they’ll must have fantastic search engine optimization in spot. Several companies will not have time for it to continually oversee their particular on-line content. The good news is, you will find organizations intended for that precise goal. If you need to be a wise small business owner, take a look at a firm who will go ahead and take organization into the electronic digital age.