Creating Buyer Engagement

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Help customers navigate the Buyer's Journey in the rapidly evolving and highly competitive mobile SMARTphone market.

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Creating Buyer Engagement

  1. 1. www.flickr.com/photos/thewendyhouse/2791542225
  2. 2. How can I get them to buy? www.flickr.com/photos/thewendyhouse/2791542225
  3. 3. By adapting to
  4. 4. TREND #1
  5. 5. Applications moving to Mobile Devices www.flickr.com/photos/laughingsquid/2322814575
  6. 6. There’s a battle going on www.flickr.com/photos/csaila/3648816968
  7. 7. OS Shoot out www.flickr.com/photos/coyotecreek/4031903388
  8. 8. The web is quickly moving from a web of content to a web of applications. And the market for mobile applications is growing at a frenetic rate. Analyst firm Gartner is predicting that revenue from applications will grow from $4.2 billion in 2009 to $29.5 billion in 2013. And this proliferation of widgets, gadgets and apps looks to dramatically change the way we access content as we bypass more and more search engines on our way to reaching our choice of content.
  9. 9. Apps Store
  10. 10. Users are drowning in a sea of uncertainty and confusion
  11. 11. TREND #2
  12. 12. Generation Y
  13. 13. Generation Y users
  14. 14. Social media
  15. 15. Social expression www.flickr.com/photos/laughingsquid/3033724807
  16. 16. Collaboration www.flickr.com/photos/laughingsquid/1362973234
  17. 17. Generation Z customers www.flickr.com/photos/pittcaleb/2326866820
  18. 18. 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
  19. 19. 1 2 things to remember
  20. 20. Implications for customers 1
  21. 21. What are they looking for? 24 www.flickr.com/photos/route79/449379976
  22. 22. What are they really looking for? www.flickr.com/photos/orinrobertjohn/114430223
  23. 23. A typical customer feels like this. . .
  24. 24. They are doing this www.flickr.com/photos/eliogarcia/3150106317
  25. 25. They are stuck in the mud www.flickr.com/photos/duncan/1438508437
  26. 26. Guide them to what they want www.flickr.com/photos/wills/144413211
  27. 27. Help them choose
  28. 28. Guide them in their decision www.flickr.com/photos/articnomad/183719678
  29. 29. Get them to consider buying
  30. 30. Implications for you 2
  31. 31. How do you decide what to sell them? www.flickr.com/photos/bigtallguy/103369743
  32. 32. by asking Diagnostic Questions
  33. 33. Understand their usage profiles www.flickr.com/photos/yourdon/3670843002
  34. 34. Candidate for a Smartphone? www.flickr.com/photos/giarose/2867395511
  35. 35. Understand what is important to them www.flickr.com/photos/17657816@N05/1972633986
  36. 36. Find out what they have today and…. www.flickr.com/photos/maisonbisson/89704297
  37. 37. Don’t talk technical www.flickr.com/photos/eschipul/3343979709
  38. 38. Help them to see the full potential www.flickr.com/photos/luc/3341512986
  39. 39. Test Drive www.flickr.com/photos/benmcleod/421262372
  40. 40. Get them excited by great technology
  41. 41. Overcome barriers to sale www.flickr.com/photos/johnseb/3085987163
  42. 42. Focus on simplicity and ease of use www.flickr.com/photos/morberg/3773135830
  43. 43. Freedom: quality of life www.flickr.com/photos/1suisse/2762240726
  44. 44. The Buyer’s Journey 3
  45. 45. The Buyer’s Journey www.flickr.com/photos/clam_jam/2218650854
  46. 46. Guide them through the purchase decision www.flickr.com/photos/duncan/3596382202
  47. 47. Create a choice of 3 possibilities www.flickr.com/photos/zigazou76/3630917071
  48. 48. Get them to follow www.flickr.com/photos/1suisse/3504595493
  49. 49. A choice of 3 www.flickr.com/photos/sundazed/2976653570
  50. 50. Choice preference: WHY buy?
  51. 51. Procedure preference: HOW to buy
  52. 52. Get them excited by the possibilities www.flickr.com/photos/sundazed/2976653570
  53. 53. Get them to decide to buy NOW!
  54. 54. Reality check
  55. 55. A better reality check
  56. 56. Life just got a whole lot easier!
  57. 57. 1 2 things to remember
  58. 58. David Ednie President & CEO SalesChannel Europe SARL Ph: +33 676 600 925 Email: david@saleschannel-europe.com website: www.saleschannel-europe.com

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