Digital Selling

David Crimmins

@crimmo

Shrinking Market!

Winning in a

2013

Over 250,000 Leave Market in 5 Years

Shrinking Market

Digital Selling

Know Your Customer

USP

Communicate Clearly

Sales is a Process

Challenger Brand

Demographics are Switchers

Test, Learn & Adapt

Spend

Change the Narrative

Conversion of Web Chat Sales

4 times the normThe

customer decides at all

times the place of interaction

Sales Funnel

Integrate Offline & Online Channels

Sales Funnel

The customer

decides at all times the place of interaction

Conversion of Web Chat Sales

4 times the norm

Path to Sale

Buy Online or Call Centre

Research & Decide Online

Multi-Screening60% of people

use Twitter while

watching TV

1.9m Facebook !

1m Tweets daily !

More Smartphones

than Toothbrushes

Share Experience

The customer

decides at all times the place of interaction

Over 175,000

views of the TV

advert online

60% of adults

now consume

VOD

46% people

more likely to

seek info after

seeing VOD

Retarget

49% of

Purchasers

Need

2-4 Visits

70% Abandon

Shopping Cart

96% New

Visitors Leave

Website Without

Purchasing

Goal is to increase conversions

Google: Remarketing Delivers up to

450% increase in CTR

Retarget

Winning

July  2012 Jan  2014July  2013Jan  2013 May  2014

50,000

0

100,000

Summary

Use Digital to Level the Field

Selling Fundamentals as Important in Digital

Integrate Offline & Online

Retarget

My cover. My way.