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

How To Go From Broke To Billionaire, Step By Step

09 Dec

Your going to learn how to build unlimited wealth within this article, including the secrets of leverage which make all the difference in your wealth building plan.

Ok, so how can you start?

Learning to leverage a small savings into a large fortune begins with your ability to save money. This includes finding a 2nd job to have excess income to use to begin a savings program, which creates the seed capital to begin building enourmous wealth!

Finding Your Second Income..

Adding a secondary income is what will get your wealth building plan in motion. IOt doesnt matter how much extra income it is. It all matters that your starting a savings plan which begins to build seep capital to use to build wealth. Your then going to use this seed capital to invest into knowledge of the methods out there that are inexpensive to start that can begin to create a “passive income” for yourself. Things like direct marketing, affiliate marketing, article marketing, resl estate, etc

Now with your seed capital saved, you can start to research out market places that are low cost to begin, such as network marketing, or affiliate marketing online. Depending on what part of the country or world you live in, you could possibly start with a real estate investment. Your first income producing asset, such as a residual income from man affiliate program, or a real estate invesment is now one of your armed forces in your wealth plan. You will then leverage from there to the next level.

This process, if followed carefully, can lead you down the road to unlimited wealth. The ability to leverage yourself to becoming a billionaire, will require the knowledge of speficic wealth methods available which have the ability to produce Billionaire status.

In the step by step book: Pennies to billions, you will learn how to leverage with a small savings right up to becoming a billionaire, in a step by step “textbook” fashion. No fluff, just pure instruction. You will learn the 14 methods of building wealth, the 4 stages of wealth and how to leverage your way right through to unlimited wealth, all in a step by step process.

Easy Ways To Make A Killer Marketing Flyer

02 Dec

A flyer is inexpensive to make, highly effective and crippling to your competition!
It will grab the attention of many people. Some will be in the market for your service too.
How do you make your flyer stand out amongst all the others? Its got to be done right!
Professional flyer designers like myself, make flyers “pop.” Heres how
1. Write a Blazing Hot headline.
Make it memorable, unusual or provocative using a few carefully chosen powerful words. Popular titles contain one or more of these words: I Promise You You Get Easy – The Secrets to Unlock Finally A Way To Insider Tips – Time Sensitive – How to – Free Bonuses – Now You Can Discover Proven Can You Believe..
2. Use colorful vivid graphics.
One large image will have more impact than many smaller images. An eye vivid photo grabs attention, creates a mood, and supports your story.
This image is your “center piece” and will draw your readers in.
You can purchase inexpensive – quality stock photos on the Internet.
Download individual photos or purchase a CD with many images.
3. Focus on the benefits of your product or service.
Your prospects will ask the question, “What’s in it for me?” Write from their perspective using the words “you” and “your.” Avoid using the following words: we, us, I and our. Be sure to keep your text short and to the point. Some of the most powerful words to use are: free, save, love, new, results, and guarantee.
Break up long paragraphs with bullet points and place them in a separate box or space paragraphs as needed to avoid too much reading and mind clutter.
4. Use your clients testimonials.
Nothing builds legitimacy like an endorsement from a happy customer, especially if it demonstrates how happy they are with your product or service. Be sure to include the first and last name, company name and location of the person providing the testimonial.
5. Organize your page with boxes and borders.
You don’t need to jam your flyer with a billion words and/or graphics. Incorporate some space to make certain elements stand out and to make the flyer easy on the eye to read.
6. Make for easy reading.
Highlight titles and subtitles in bold, but avoid using ALL CAPS because they can be an annoying turn off and difficult to read.
7. Keep It Simple Silly.
Dont use complicated words or phrases.
Youre not here to impress anyone with your grammar you are here to sell your product or service and make some serious income.
Make it simple with two typefaces, and keep everything even.
Be aware of printing margins so your sentences dont print off the edge of the page.
8. Don’t forget to proofread.
Have someone else proofread your work.
Missing mistakes is very easy to do. A second set of eyes usually reveals hidden mistakes. Grammatical errors lessen your credibility.
There is a mindset certain individuals have.. If they cant spell it right maybe they cant do it right. Can you find the one word in this sentence purposley spelled wrong?
My point? – Proofread every time!
9. If you are on a tight budget, you do have options.
Select bright-colored paper, and print with black ink.
Instead of mailing them just spend 1 afternoon sticking them inside doors in your neighborhood. I did that when I first started out and my business grew to the point where I was mailing 3000 flyers at a time.
It takes time remember: New York City WAS NOT built in 1 day.
Keep going – Consistency is key!
10. Offer a discount or special limited-time price.
Design a coupon on the bottom quarter of the flyer. Be sure to clearly state the deadlines and limitations of the offer. If it is a mail-in coupon, dont forget your mailing address.
It happens pay attention.
11. Dont give up after 1 mailing or 1 hand delivery.
If getting business was that easy, EVERYONE would be business millionaires!
With that said its really not all that hard either.
The golden key to success is consistency and a never give up attitude.
Remember the Colonel Sanders KFC story? He went to hundreds of investors, trying to convince them to help open up the first Kentucky Fried Chicken restaurant.
If he had given up right away the world would have never experienced the Colonels 11 herbs and spices, famous fried chicken. I realize this is an extreme example
but the point is – a little effort will pay you HUGE rewards. Never Ever Give Up!
Use these proven techniques and you will see BIG results in the growth of your business.
If you are too busy to make your own flyer and want my original Magic Yellow Flyer the one I used to build a by referral only service business, just log on to: MagicYellowFlyer

Fire Your Boss Next Week When You Make Money On The Internet!

30 Nov

Tired of the corporate grind? Well, you can fire your boss next week if you really put a focused effort into it. I’m talking about you making money on the internet. Many people are now refocusing their attention to internet marketing as an alternative source of passive income. Heck, some online marketers have even made millions just by spending a few hours in front of their computers!

But how do we really make money on the internet? Unfortunately, online success doesn’t happen overnight. You need to learn the basic stuff in order to start with your internet marketing quest. Here are some online marketing methods that you need to learn to at least make money online. Just choose and master one of them and you’ll do good earning online money from internet marketing. Read on.

Do freelance writing and ghost writing

Many people are always searching for original contents on the internet for their websites and for other related subjects. You can make income from this need by offering your writing services to these people. Freelance writing on the internet is a lucrative business, as a matter of fact.

Sell stuff on eBay

So you think that selling on eBay is child’s play? Well, think again. Many people have since fired their bosses by focusing their time and effort in selling stuff on eBay. eBay is a platform where you can sell unused stuff online.

Blogging to make money on the internet

Blogging is becoming really popular these days. People are interested about reading what is happening in other people’s lives. Amusing as it may seem, it’s a fact. If you feel like writing everyday and expressing your thoughts through written words, then blogging is right for you. You can place affiliate product links and advertisement ads within your blog pages when the number of your blogging followers increases.

Make money with affiliate marketing

One of the most popular methods of making money on the internet is by doing affiliate marketing. There are thousands upon thousands of products which are available for you to promote and sell online for a commission. Affiliate marketing has made millions for some serious internet marketers.

Do online surveys

Big companies like to know what the public consumers like. That’s why they spend millions of dollars just to get this information. A lot of them offer online surveys for a fee. You can earn from a dismal $5 to a huge $100 per survey.

Some people have become internet millionaires because they leveraged on the power of these marketing methods to make money on the internet. You can too.

Is Herbalife A Scam

16 Nov

You are here because you are by now a Herbalife distributor and you want to start producing result like you should. Or you want to join a Network Marketing business and Herbalife is one of the companies that you are considering. Well, I will dispatch few of your concerns.

Obviously, Herbalife sells wellness goods. They advertise health connected products. They market weight management products. Herbalife also promote what they named targeted nutrition. They also promote personal care products like lotion, shampoos, cleansers etc. Talking from the Product stand point, you cannot go wrong with this company.

Understand this though; selling the products alone will not earn you substantial money. In other words, if you spend all your energy on advertising the Herbalife products, you are nothing but a sales associate (like sears sales associate).

Herbalife compensation plan;
The only approach that you can take that you will generate a substantial amount of money with the Herbalife is by recruiting people into your organizations. Herbalife will pay you on the commission of the products that you and your teams sell. Just like many MLM companies, Herbalife has recurring bonuses that they will give to you based on the volume of your sales and depending on the number of prospect that you sign up into your team.

Here is information for you
Herbalife paid $2.4 billion in commissions, discounts, royalties and bonuses to their distributors in 2007. This is unheard of in any MLM company.

Herbalife Review: Why I wont join Herbalife

Reason 1.
As previously said, I am not a representative for Herbalife and I have my reasons for not joining them. I am personally not into advertising juice, lotion, vitamins or any of these products. In my opinion, Network Marketing companies ought to market products and services that people can not do without it. The fact it; we are in a tough economy. Your energy must be spent on bringing people in to your enterprise and not worrying about how to meet a sales figure. This is the reason why I personally recommend service based MLM Company because folks will pay for those services (Like television bill) nevertheless.

Reason 2: Herbalife training system:

This Company still promotes the conventional method of building MLM business. Here is how it goes: write down one hundred names of warm market, have a Private Business reception (house party), the 3ft rule, etc. The belief that you will build a multimillion dollar business with just your family and friends does not make sense to me. Actually, from my experience, your family and acquaintances are your nastiest critique. Do not misunderstand me here. These methods are helpful. But they are effective for only 1% of MLM professionals. The Average MLM professional makes ten dollars per week. Here is another sad part. This is the same problem for majority of the Network Marketing Companies out there.

How to be Top Income Earner with Herbalife

You have to brand yourself as a head first. The major problem is that we spend a great deal of our time pitching our business to people. folks do not like to be sold. They sure like to buy. So how do you have prospect beg you to sign up with your business opportunity? Offer them value.
This is so easy that you start to question why everybody is not making 6figure earnings with Herbalife.
You have to become skilled at the art of Marketing. But do not go around with a Herbalife catalog or something advertising the products. That is not the marketing that I am referring to. Every person has the finest antioxidant, best juice and best vitamins.
Promote yourself. People will do business with People.

A Review Of Diamond Holiday Travel Is It A Scam

13 Nov

Diamond Holiday Is an innovative travel service that is an the network marketing industry, Diamond Holiday headquarter is locate at suite 1200. 1000 N west street Wilmington.Delaware. They are also building an office in Hong Kong that will open on January 25 2010. Diamond Holiday Travel Inc is an affiliated firm of American Asian Science Foundation (AASF), AASF is a private corporation which established in 1969 at Washington DC.

Diamond Holiday is on a mission to make a positive change and improve lives of there member, by introducing unique concept, offering an awesome business opportunity for there members can succeed and achieve amazing wealth. Diamond Holiday has an empowerment management team that is led by visionary Roger Friedan, Mr.Roger received his master degree in business administration from the crummer school of business at rollins college. Roger name has been associated with some of the most significant companies in our industry.Roger cross functional knowledge and well-developed business acumen provides him with the global perspective to further accelerate Diamond Holiday business development.

Diamond Holiday management team has a combined of 45 years of travel,internet and professional experience with a core concept to provide a cheaper travel rate then other travel companies. There a lot you may need to know if your looking to make a lot of money with this awesome business. So if you are involve and you want success with this awesome business here are a few things you must know in order to be on the right track for success

1. You must be Willing to do what ever it takes~ Success is a journey not a destination and if your looking to have success in this business you must be willing to do what ever it takes to succeed. On the path to success you may run into some brick walls but you must be willing to stay focus and do not fall down. By this company being inside the travel industry it makes it a lot better to have success.

2. Do Not Spam Your Company~ What I mean by that is you do not want to seem like an average network marketer that do not know what they are doing, you do not want to pitch your business opportunity to any and everyone, If you really want the success inside your business you must identify who is your target market, This is serious to know because not everyone want to join your business and in order to find the real red hot prospect you must identify your target market. Once you realize who your target market it will be able to build your business at rapid speed. You do not want to pitch your business opportunity because you must understand that people join people not business opportunity so if you are pitching your business then you are on a path to failure because no ones cares about your business reason why is because people join people. so in order to have major success with Diamond Holiday Travel you must not pitch your business but understand that people join people