Creating Buyer Engagement

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How can I get them to buy?

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By adapting to

TREND #1

Applications moving

to Mobile Devices

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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.

Apps Store

Users are drowning in a sea

of uncertainty and confusion

TREND #2

Generation Y

Generation Y users

Social media

Social expression

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Collaboration

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Generation Z customers

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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

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things to remember

Implications for customers1

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. . .

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

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?

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by asking Diagnostic Questions

Understand their usage profiles

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Candidate for

a Smartphone?

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

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Get them excited by great technology

Overcome barriers to sale

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Focus on

simplicity and

ease of use

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Freedom: quality of life

The Buyer’s Journey 3

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

A choice of 3

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Choice preference: WHY buy?

Procedure preference: HOW to buy

Get them excited by the possibilities

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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