Creating Buyer Engagement
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Transcript of Creating Buyer Engagement
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How can I get them to buy?
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By adapting to
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TREND #1
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Applications moving
to Mobile Devices
www.flickr.com/photos/laughingsquid/2322814575
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There’s a battle going on
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OS Shoot out
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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.
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Apps Store
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Users are drowning in a sea
of uncertainty and confusion
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TREND #2
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Generation Y
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Generation Y users
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Social media
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Social expression
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Collaboration
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Generation Z customers
www.flickr.com/photos/pittcaleb/2326866820
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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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1 2
things to remember
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Implications for customers1
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24
What are they
looking for?
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What are they
really looking for?
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A typical customer
feels like this. . .
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They are doing this
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They are stuck in the mud
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Guide them to
what they want
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Help them choose
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Guide them in their decision
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Get them to consider buying
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Implications for you 2
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How do you decide
what to sell them?
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by asking Diagnostic Questions
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Understand their usage profiles
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www.flickr.com/photos/giarose/2867395511
Candidate for
a Smartphone?
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Understand what is
important to them
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Find out what they
have today and….
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Don’t talk technical
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Help them to see
the full potential
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Test Drive
www.flickr.com/photos/benmcleod/421262372
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Get them excited by great technology
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Overcome barriers to sale
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Focus on
simplicity and
ease of use
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Freedom: quality of life
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The Buyer’s Journey 3
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The Buyer’s Journey
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Guide them through
the purchase decision
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Create a choice
of 3 possibilities
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Get them to follow
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A choice of 3
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Choice preference: WHY buy?
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Procedure preference: HOW to buy
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Get them excited by the possibilities
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Get them to decide
to buy NOW!
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Reality check
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A better reality check
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Life just got a whole lot easier!
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1 2
things to remember
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David EdniePresident & CEO
SalesChannel Europe SARLPh: +33 676 600 925
Email: [email protected]: www.saleschannel-europe.com