Post on 13-Jan-2015
description
www.flickr.com/photos/thewendyhouse/2791542225
How can I get them to buy?
www.flickr.com/photos/thewendyhouse/2791542225
By adapting to
TREND #1
Applications moving
to Mobile Devices
www.flickr.com/photos/laughingsquid/2322814575
There’s a battle going on
www.flickr.com/photos/csaila/3648816968
OS Shoot out
www.flickr.com/photos/coyotecreek/4031903388
The web is quickly moving from a web of content toa web of applications. And the market for mobileapplications is growing at a frenetic rate.
Analyst firm Gartner is predicting that revenue fromapplications will grow from $4.2 billion in 2009 to$29.5 billion in 2013.
And this proliferation of widgets, gadgets and appslooks to dramatically change the way we accesscontent as we bypass more and more search engineson our way to reaching our choice of content.
Apps Store
Users are drowning in a sea
of uncertainty and confusion
TREND #2
Generation Y
Generation Y users
Social media
Social expression
www.flickr.com/photos/laughingsquid/3033724807
Collaboration
www.flickr.com/photos/laughingsquid/1362973234
Generation Z customers
www.flickr.com/photos/pittcaleb/2326866820
Baby Boomers
Survey: What is the one thing you would not give up?• 50+ year olds: my car• 18-49 year olds: my cell phone
www.flickr.com/photos/jurvetson/3637023872
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things to remember
Implications for customers1
24
What are they
looking for?
www.flickr.com/photos/route79/449379976
What are they
really looking for?
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A typical customer
feels like this. . .
They are doing this
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They are stuck in the mud
www.flickr.com/photos/duncan/1438508437
Guide them to
what they want
www.flickr.com/photos/wills/144413211
Help them choose
Guide them in their decision
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Get them to consider buying
Implications for you 2
How do you decide
what to sell them?
www.flickr.com/photos/bigtallguy/103369743
by asking Diagnostic Questions
Understand their usage profiles
www.flickr.com/photos/yourdon/3670843002
www.flickr.com/photos/giarose/2867395511
Candidate for
a Smartphone?
Understand what is
important to them
www.flickr.com/photos/17657816@N05/1972633986
Find out what they
have today and….
www.flickr.com/photos/maisonbisson/89704297
Don’t talk technical
www.flickr.com/photos/eschipul/3343979709
Help them to see
the full potential
www.flickr.com/photos/luc/3341512986
Test Drive
www.flickr.com/photos/benmcleod/421262372
Get them excited by great technology
Overcome barriers to sale
www.flickr.com/photos/johnseb/3085987163
Focus on
simplicity and
ease of use
www.flickr.com/photos/morberg/3773135830
www.flickr.com/photos/1suisse/2762240726
Freedom: quality of life
The Buyer’s Journey 3
The Buyer’s Journey
www.flickr.com/photos/clam_jam/2218650854
Guide them through
the purchase decision
www.flickr.com/photos/duncan/3596382202
Create a choice
of 3 possibilities
www.flickr.com/photos/zigazou76/3630917071
www.flickr.com/photos/1suisse/3504595493
Get them to follow
A choice of 3
www.flickr.com/photos/sundazed/2976653570
Choice preference: WHY buy?
Procedure preference: HOW to buy
Get them excited by the possibilities
www.flickr.com/photos/sundazed/2976653570
Get them to decide
to buy NOW!
Reality check
A better reality check
Life just got a whole lot easier!
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things to remember
David EdniePresident & CEO
SalesChannel Europe SARLPh: +33 676 600 925
Email: david@saleschannel-europe.comwebsite: www.saleschannel-europe.com