Pitching Tips!

1. Attention:The prospect should have your undivided attention. We dont even give our undivided attention to our kids/parents/spouse. Hence, to secure the attention, you need to have a convincing one liner/idea which is of interest to the prospect.

2. Time: Mentally prepare the prospect and clearly outline the time that you seek for your pitch. Prospect should be ready to give 10 mins/20 mins/1 day/1 year to you.

3. Environment: Good lights and music are the key enablers for affecting positive thoughts and good mood.  Retail industry uses this to the core- Garment stores/Botiques have extremely good lights and music.

4. Testimonials: Having a few calls closed would increase the confidence of the prospect.

Master tip to skip all the above and close a sale effortlessly.  Have a wonderful Product.

Whatsapp never had to do any marketing. It is such a wonderful product that the world consumes it, without there being any push from the companys’ side.

Executing a Sale!

Me: Maam, I sell this makeup kit for Rs. 50/-.  It is very good.

Prospect: Hangs up!


Me: Maam, this make up kit has been used by  Mrs. Shetty for the movie #SuperStar.

Prospect: I am not Mrs. Shetty, I am not a #SuperStar


Me: Maam, this make up kit used by Mrs. Shetty in #SuperStar comes @ 50% off for a limited time. Your neighbour Mrs. Sharma bought 3 packs.

Prospect: Give me 4 packs.

 

Freemium, Freakonomy- Attention!!

Freemium-

It rules the business models today…You charge certain segments of customers ie premium and utilise their funds to offer free services to others. The premium segment comes after the free segment has risen to substantially high numbers.

Freakonomy-

My modified definition:-

You offer services a dirt cheap rates (almost free) and freak out the competition. eg Jio. Terribly low rates, freaked out every one major player in the telecom space in India. Today Jio=Voda+Idea+Airtel

 

Attention

The word “free” rings bells across caste, creed, educated/uneducated, intellectual/dumb, child/adult.

Recently BigBazaar launched a shrewd campaign called FreeShopping. I too got swayed by it. In the store, i hear a 10 year old child telling his father, “Dad, we need to buy for 456 more to get things for free”

Freakoloy

The psychology behind free- I am not a psychologist. But just as we all breathe oxygen, we all drink water, all of us- fall in for free!!  What goes behind it? I call upon my anthropology and psychology friends to share their views.

 

 

Google takes on Amazon with product searches

Google takes on Amazon in the US with the launch of product search.

Giants like Walmart, Home Depot can use Google listings to gain a better position in Google search.

In turn, google will take a fee for every product sold.

This is going to turn the heat on for the dominant player Amazon.

It would be interesting to see who wins the battle.

Google too feels threatened by the might of Amazon and hence taking them heads on?

Faceook Algorithm Changes..It’s greedy, shrewd. Burn more advertising dollars.

Facebook changed their newsfeed algorithm in 2018.

The major changes are:

1. Brands appearance in the time line of followers would be reduced leading to considerably lower reach.

2. Only content that engages users (comments, sharing, reactions) would be gain higher reach.

Is facebook being Ethically Evil? May be yes…A lot has been said about it being a dominant player and ruling the market.  In India, FB, Whatsapp and Instagram take up probably 80% of mobile time(no research to back it up, however have it is too evident to put that effort)

Facebook gave brands great value by giving them opportunity to communicate to their audience. It habituated brands varying levels reach for its posts. Come 2018 and brands realize that their posts have considerably lower reach due to a change in algorithm.

Consumers follow a brand for need and greed:

  1. Typically, the need is to vent out the frustration/dis-satisfaction regarding a product or service.

  2. Greed being some offers, coupons, discounts, emotional elevation, recognition factors.

80% of brands fail to be relevant to the consumers in their communication on FB.  Facebook knows that- it takes really good amount of time and money to generate relevant content for your audience.

To give brands a feeling of being relevant, FB gave us the option of boosting our posts. Here comes the greed from Facebook.  The change in algorithm will see brands making more use of the boost post feature leading to higher revenues for FB.

It is like getting willing trapped in a maze and then paying the maze organizer to make the maze more complex.

Disclaimer- The views expressed do not represent the views of my organisation.

Why you should be in Sales atleast once !!

Infact, every one of us is into sales- every day….

We try to sell our ideas to our boss, our spouse….We try to convince our kids that we are correct…We try to convince ourselves that we are doing good…All these are some acts of selling….persuading….
However, not everyone has been into hard Core Sales…Do you have the guts to knock the doors? Do you feel low about it? Are you comfortable with asking for what you want?
Majority of times, we do not ask for what we want? We are afraid of being rejected!! Nothing is a big deal, until you make it one!! Nothing is rocket science, except rocket science itself!!
Here are the benefits of being into hard core sales:
1. Humility: You cant be arrogant when you wish to sell something…However, we do not beg. We sell it with pride.
2. Respect: You know how it feels that when 8 on 10 people do not respect you when you knock on their doors. Next time you see some one pitching something to you, you will give them the due respect, if not the due time.
3. Failure: Single biggest learning. You would fail probably a 100 times.
4. Ego buster: You cant sell and have ego at the same time. You do not loose self respect in the process. However, the line between ego and self respect is like optical fibre.  What may be self-respect for me, may be ego for you.
Franklin Roosevelt once said ” Failure is not fatal, success is not permanent, it is the courage that matters”
Go out and ask for what you want-today, right now!