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?

www.flickr.com/photos/orinrobertjohn/114430223

A typical customer

feels like this. . .

They are doing this

www.flickr.com/photos/eliogarcia/3150106317

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

www.flickr.com/photos/articnomad/183719678

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