Push and pull relationship strategy in selling

How push & pull marketing strategies work for small businesses | Giersch Group Milwaukee, WI

push and pull relationship strategy in selling

Push and pull strategies are promotional strategies used to get the product to its Pull strategies include mass media advertising, referrals, customer relationship retailers have limited store space and need to stock items they know will sell. If you're using push pull marketing strategies, then you're using a Get them into your store or onto your website and sell to them directly. marketing strategy to be effective, you've got to manage the relationships with your. The main aim of the Push strategy is to get the product into the hands of buyers with little or no advertising. This strategy involves personal selling to acquire a.

I need to get this order now! It has to be about the customer. It has to be focused on them and what they can achieve. Customers are sometimes buried in the day to day, losing perspective about opportunities to grow their businesses.

They create a vision and engage their customers in owning the vision. Great sales people help the customer keep focused on the goals they are trying to achieve. As the buying decision stretches out—as it often does, the great sales person pushes the customer—helping them realize the lost opportunities and opportunity costs of delaying the decision and implementation. The objective is not the order, but helping the customer achieve their goals on as aggressive a schedule as possible.

Push is critical, push is important—but only if it is focused on the customer and pushing them to achieve their goals. But Pull plays an important role in supporting Push. If the sales person has done the right job in Pushing, all of a sudden the customer starts to Pull.

Customers already have a desire for your product or service. Therefore they pull it off the shelf, creating a pull market. Another advantage of a pull market is repeat business. Because of the market need, you can count on a level of activity.

A disadvantage of pull markets is competition. Because the demand is known, competitors develop. The marketing strategy for a pull market is a offer products and services that meet the market demand and customer needs, b make the pricing fair to the customer and you, c inform the customers that your products and services are available, and d make the transaction sufficiently convenient that the customer will buy from you. Level of demand is affected by a competition, b knowledge that your company exists, and c available resources to buy.

This means the overall demand is down and business will be down.

push and pull relationship strategy in selling

Competition can be another factor. In effect competition absorbs demand. A new fresh bakery department in the supermarket will take business from the existing independent bakeries. The level of demand did not change. In this case, marketing efforts will be directed to taking customers away from competition or keeping customers from the competition.

Finally, just keeping the market place aware that you exist can be a real part of marketing.

10 Good Push Pull Marketing Strategies - salonjardin.info

Here we see regular contact, such as mail. In retail we describe it as a location. Location allows for traffic that passes by and sees our store, prompting the stopping to satisfy the demand. Some key observations for pull marketing are: Level of demand in the market will drive the volume of business. Since you do not create demand, you can only steer it to you. Therefore, spending great amounts on marketing will not move the level of sales and will be a waste of money.

Many ads such as radio and even newspaper are a waste of money because they do not move demand levels.

Keeping your market aware of your offerings requires a steady low cost approach. Generally, this is best done via direct customer contact. Public relations is another cost effective way to keep the market aware of your presence. Media appearances, articles written for publication, and speaking engagements are all ways to provide information that your target segment values and thus will engage through this initial interaction.

Added to the traditional methods are now online social networking, which especially permits an increase in relationship building which leads to word of mouth marketing and referrals. On the internet this might be white papers or information provided on your website which encourages the reader to contact your company for more information or sign up for an e-newsletter.

push and pull relationship strategy in selling

Where competition exists, your distinctive qualities are essential and the market needs to understand them. The temptation is to over spend in communicating these areas of differentiation. Pricing in most pull markets should not be the distinctive. Because the market demand is relatively static, price does not change demand enough to increase the profits.

push and pull relationship strategy in selling

Therefore, price wars in pull markets generally only benefit the consumer. If the business has focused on a, b and c above, they will often avoid the price wars even with competition. In short, avoid coupons! In push markets, the demand is being created. As noted in the introduction, all businesses are involved in some level of push marketing. The key difference between push and pull is that the pull is responding to existing demand, whereas in pull the business is actively creating new demand.

Therefore push marketing requires the business to actively sell its product. Push marketing strategies typically include Salesmen to pursue consumers. Strategies to increase purchasing activities.

Many industries call this building the ticket. In an auto repair shop the offering of a free car check is a push marketing technique to create needs for repairs. Ads in radio, TV and news papers are often push marketing strategies, because they are creating demand.

Coupons and discounts are useful in push marketing, because they get the customer to try the product. Other push marketing techniques are found in such methods as trade shows, direct mail, and cold calls. The manufacturing brand of the fragrance will often offer sales incentives to the department stores for pushing its products onto customers.

Push & Pull Marketing

This tactic can be especially beneficial for new brands that aren't well-established or for new lines within a given brand that need additional promotion. After all, for many consumers, being introduced to the fragrance at the store is their first experience with the product, and they wouldn't know to ask for it if they didn't know it existed.

Pull Marketing Pull marketing, on the other hand, takes the opposite approach. The goal of pull marketing is to get the customers to come to you, hence the term pull, where marketers are attempting to pull customers in. Common sales tactics used for pull marketing include mass media promotions, word-of-mouth referrals and advertised sales promotions. From a business perspective, pull marketing attempts to create brand loyalty and keep customers coming back, whereas push marketing is more concerned with short-term sales.