Sales Funneling – A Marketers Guide

09 Jun

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

04 Jun

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

01 Jun

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

30 May

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

19 May

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 Advantages Of Leaflet Distribution Over Other Methods Of Marketing

26 Apr

Leaflet distribution can be a very important method in marketing your products and services. You can not only know who your potential customers are but you can also reach out to them through these flyers. The flyers are nothing but leaflets folded in a particular manner. You can hire a good distribution company to get the flyers into the hands of people who can make a difference to your business. It is important that the leaflets reach the niche you want to target as the method will never be profitable otherwise. It might be a new business that you want to launch or enhance your product line to include a new range; you need the people to know about it for your business to prosper.


Compared to advertising on the Billboards, on TVs and on magazines, leaflet distribution can be much more cost effective. It wont cost you much to hire a distribution company to distribute your flyers to people who matter. You can start on a small scale and see how the strategy is working out. For all you know, the distribution company may not be competent enough to deliver the leaflets in the right places. If you dont get a good response, then you should try targeting another set of people or change your distribution company to see if there is any improvement in the turnout of customers. On the other hand, advertising on the TV can be very expensive as it involves getting the best models and artists to work on the project.

Targets Niche Customers

Through leaflet distribution, you can make sure that the flyers are given to the people who matter. If you give instructions to the distribution company to give out the flyers to people belonging to a particular locality, or to people belonging to a particular group, then you may see good results. For example, if you are opening a sportswear boutique, then you might give out the leaflets in gyms, in health clubs and anywhere where sportsmen are bound to frequent. You might also target the clubs and bars so that young people can see the leaflets and feel inclined to buy the sportswear. You can reach the people who can be your potential customers and thus you will get value for the money spent on this.


The leaflet distribution companies can keep an account of the leaflets they give out. They keep proof of the houses they go to and the people they give the flyers to. In this way, you can know if the company is actually giving the leaflets to the required category of people or just distributing them in bunches to anyone it feels like. In other forms of marketing, it is not so easy to check for accountability. This will help you to understand the market well and also calculate the amount of response that you might get for every flyer distributed. In fact, leaflet distribution can lead to the success of your business in many ways. You just need to understand the advantages and use this method to help you.

Enhance Your Corporate Awards With Attractive Plaques And Trophies To Make An Impression

20 Apr

All organizations and companies have their ways of rewarding deserving employees. Some of the more common awards are the Annual awards and awards that are handed out when an exceptional job is done and even when an employee exceeds their expected performance that then benefits the company. Some of the more unusual awards are those that are handed out for an act of bravery or even for promoting the use of greener methods to save the environment while being cost effective as well. Awards are ways to motivate employees and these can take the form of plaques, trophies, letters of appreciation etc. Many companies also have sporting events that are held or sponsor these events and the trophies or gifts that are handed out are usually marked with the company colors or the logo for a touch of marketing as well.

Promotional corporate items are also a great way to market ones product or service. With the handing out of these promotional corporate items the logo or the brand will have a wider visual recall. Most companies prefer these promotional items to be items that are used regularly in the office like coffee mugs or promotional mugs, promotional keyrings etc. These are also handed out to employees as small corporate awards. These corporate awards can also be fancy events with large budgets and well known faces to grace the event. In these cases it is important to have promotional products that have a great finish and are exclusive. Promotional mugs and promotional keyring are not for these events. There are many professional companies that manufacture products that are used at these corporate awards and these have catalogues for clients to view and to choose from along with samples of their best products.

Finding such a professional company is not difficult with the help of the Internet. There are many sites online promoting their product ranges that can be used for corporate awards. The sites are usually detailed and have pictures of each product as well. Using the INTERNET is a good way to decide on the company to choose for ones promotional corporate items. Professional companies will have their representatives contact interested browsers to discuss the potential of the order and the rates etc. These items are usually customized and professional companies will have a design team as well to help clients to decide on the final look of the product.

Among the many companies available online, is among the best known. Browse through the site and get ideas for your next marketing campaign.

The Google Adsense Ppc , Ppa ,ppm , & Ppv!

18 Apr

Ever since the Google grand slam on affiliate marketing which basically paralyzes a lot of landing pages and their subsequent “commitment” to ensure that surfers and adwords advertisers have “good” experience using google by forcing up to 10x times the cost of per click, a lot of marketers is forced to relook at their marketing channel. In addition, there is this big sue against google for click fraud which google paid a small token somewhat in millions as settlement and after which they have been banning websites that are close to earning their first $100 which includes me. Google have been stringent in their position as attested by the number of complaints in adsense help forum.

Further verified by the latest book titled the death of adsense, it is time to relook at the method of revenue generation of websites. For newbies, the common terms are,
Impressions – The number of impressions is the number of times an ad is displayed.
CTR – Clickthrough rate (CTR) is the number of clicks your ad receives divided by the number of times your ad is shown (impressions).
PPC – The pay-per-click is the amount you pay each time a user clicks on your ad
PPA – Pay per Acquisition or Cost per sales
PPM – Pay per thousand impression
PPV – Pay per Visitor

Yahoo Publisher Network (YPN)
PPC. Saying is that YPN earning per click is up to 4x times that of Google Adsense but YPN click-through rate is much lower. It is still its better stage and is only available in US. But will certainly be my on A * list soon. (For US residents only now.)

PPA. Since 2000, online marketers have depended on the AzoogleAds? Network to deliver targeted and un-targeted customers from a variety of websites, search portals and newsletters. Ranked #1 by 30,000 media experts for 2004 and 2005 and looks promising. Percentage rate varies. Recommended.

Amazon Omakase
PPA. As an Amazon associate, you can now serve ads to your site based on the content on your pages. What’s more, this service is totally compatible with AdSense. Unlike other ad program, amazon only pays you when some one buys usually at a percent between 4 to 8.5 which means rather huge if the user buys a thousand dollar plasma tv screen.

PPC or Flat-Rate. 2 type of ads avilable. Text Ads and Interstitial ads and is based on bidders getting your website. Free form text ads that give you more control over their appearance than AdSense. Also displayed with no “Ads by xxxxx” text. Excellent service. No exlusivity required.

Affiliate Sensor
PPA. This service automatically allows you to display ads from Clickbank’s large member network. ClickBank is the Internet’s largest digital marketplace, where thousands of the web’s most popular products are sold every day. Some formatting issues when selecting certain ad sizes but overall cool. Recommended. Usually one sales is a minimum of $20.

PPC – Definitely one of the major players which will allows you to set your own price and advertisers or have everything automated, just like AdSense. $10 minimum payouts through PayPal. Recommended.

PPC, PPM, PPV. – Fixed rate for Advertisers. 70% profit share from displaying our contextual ads and able to earn up to 85% ad revenues for displaying your own ads under the affiliate programs. Additional 10% from the daily earning of Publishers referred. Check (min. payout: $50), or Paypal (min. payout: $20).Only seems to accept sites with a large amount of traffic, at least 50% of which must come from Canada, USA and UK. However, a search in google (ironic, isnt’t it) shows Clicksor being called as fraud, much like Google itself.

Commission Junction
PPA. Using CJ’s smartzones you can display rotating advertisements. Generally used for image ads rather than text ads and sells both physical and electronic products.

Trying to be a competitor to Text Link Ads but is very confusing, not very user friendly and don’t really explain what they do or how they do it.

Another big player in this field but only accepts sites with a good number of incoming links (they tell you its traffic that’s important officially but unofficially incoming links are more important!) Rumors however is that it Google is trying to ban it.

Tupperware Business Opportunity Real Or Scam Expert Reveals All

17 Apr

Tupperware Review: How Can You Prosper?

The Company

Publicly traded as NYSE (TUP), this company has reported ending the year 2008 with total sales amounting to $2.2 billion. Initially the company was founded in 1946 by Earl Tupper, who invented food storage containers made of polyethylene. In the 50s Tupperware sales exploded by the introduction of Tupperware Parties, during which independent distributors sold their products. It was recorded that sales slowed down between the 80s and 90s, but afterwards recovered through the launch of new products.

The company name Tupperware Company was changed to Tupperware Brands in 2005, when it acquired Beauty Group after BeautiControl acquisition in 2001. This allowed Tupperware to broaden its product spectrum.

The Products

Through the Tupperware Brand, the company provides food preparation products, storage and serving products. In addition, it also sells personal care and beauty products under another seven different brands.

Compensation Plan

This is not clearly shown on the companys website, however, through information gathered from various marketing brochures and websites, it shows that to start as a Tupperware consultant you need to purchase a Business Kit for $79.99 or an Executive Business Kit for $119.99. You are also required to make personal sales of $250 within the first four months of joining.

A consultants commission is calculated at 25% of retail sales, with an additional bonus of 5% if monthly sales reach $1,200, or 10% if sales reach $3,200.

When you reach Manager or Director level, you get additional commissions called royalties on all sales volume of your team.

In order to reach Manager level, you need to have three active recruits, $500 personal monthly sales volume and $2,000 in group sales volume. At Director level you get Director Development Bonus and commissions on the sales volume in your team. In order to be eligible you must have nine personal recruits and $10,000 sales volume in your team.

The number of personal recruits for the month determine team commission range, which is 4% to 8% in the case of Manager level, and 6% to 12% for Director level.


Training is provided by Executive Directors. Training includes traditional marketing strategies, such as home parties, sales and recruiting training, online catalogue parties, bridal parties and fund raising.

Can You Really Be a Successful Tupperware Representative?

As weve seen above, Tupperware provides a wide range of products which carry the Tupperware brand. Products are also considered to be reasonably priced as well.


Tupperware are competing against a lot of other companies offering similar products. This means that direct selling may seem easy at first, but in fact is tough. Organising parties and similar events may create results, yes, but doing so requires huge time consumption and expenses.

So How Can You Prosper With Tupperware?

In order to be successful you have to stop thinking traditional techniques and start implementing attraction marketing strategies. In other words, you have to learn how to attract people from all over the world to join you, and no other Tupperware representative. You have to stand out from the Tupperware representatives crowd by being a shining star.

That way you wont have to worry about where and when will you be organising your next Tupperware party as you will have more than enough people calling you every single day, emailing you, asking you to sign them up as Tupperware representatives, credit card in hand.

Why? Because if youre a successful leader everybody will want to join you and follow your footsteps in order to attain the same success height youve achieved.

97% of Network Marketers Fail and QuitOnly 3% Thrive and Profit

What do the 3% of successful network marketers do differently? They promote themselves and not their business. People join people, not businesses. People yearn to learn, to know the secret to success. Thats what these successful people provide. So thats what you need to do if you really want to profit with Tupperwarethats the only way to being successful in any network marketing business.

So be successful

Be the Leading Tupperware Star!

How To Promote Music Online With Mondotunes

17 Apr

Gone are the days when mere music promotion parties were organized or for that matter publishing a content in a print media to showcase your latest creation was enough. In the present complex world of web, internet can be your mantra of success if you really want to make a difference and stand out of the league where millions of young music composers are lined up to showcase their talent.
Here are some useful tips that you can follow to be a virtual rockstar:
1.Promoting via social network
In recent years social networking have really ignited a revolution and the world seems to have become a smaller place where people interact and share their thoughts and views at will. This medium can be great boon to promote ones music by creating a fan page and sharing the updates, latest developments and all the know-hows of your music content.

2.Set up a website
Setting up your own website may not be a bad idea, at a time when hosting the same have become user friendly and cheap. Although one thing to be remembered is to update your profile as early as it can be. Add new photos frequently and generally keep your profile dynamic for regular website updates also keeps things interesting for the fans.

3.Be a blogger
Blog is another useful tool to attract the attention of the audience who frequently visit and read interesting blogs on the web. However, mark the word interesting for dull or outdating blogs explaining the history of the members or using the text book content can drive away the readers and the whole idea may backfire Sell Albums

4.Offer free downloads at the start
Although at a first point to get recognized and make your identity all you want to do is let your music be spread and get heard. And for doing so you may have to offer it for free initially to gather and build a fan club. Uploading video clips for streaming may also be a good idea to get popular among the youths.

5.Keep your fans happy
After youve built your fan club one important thing to keep in mind is to stay in touch with them and reply to their posts and comments occasionally for this would not only keep your fan base intact but also jack up more followers who likes to get noticed and being replied.

6.Be a Good Planner and use latest marketing tools
Being a good planner and market your product not always requires you to be a MBA from a good university or like. All you need to keep in your mind is to explore new horizons and device such mechanism which gets your music market going like publishing ads on social networking sites or some other important websites.