Creating Buyer Engagement
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Creating Buyer Engagement

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

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

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