catching a lead in mid-air
DESCRIPTION
A roundup of my thoughts so far on the role of social media in the consumer decision journey.Presented at the first 140 characters conference in Brussels.TRANSCRIPT
Clo Willaerts17 March 2010140 Characters Conference Brussels (#140conf
Catching a lead in mid-airSocial Media vs Lead Generation
Classic Sales Funnel
Looks an awful lot like this
Advertiser vs customers
Branding
Targeting
Sales lead
I am customer, hear me roar! Kryptonite blog
storm Dell Hell United Breaks
Guitars Kinepolis Gaat
Erover Juwelier
Timmermans vs @kodel
McKinsey: Customer Decision Journey
Social media vs social sales Since web 2.0 the
full cycle is visible customer
experiences drive reviews and conversations
Challenge: realtime
Opportunity: catching a lead in
mid-air
1/6 Initial consideration set habit, tradition,
trust mainly consumer-
driven information sources
visible: fan on Facebook wishlists bio
1/6 Initial consideration set
2/6 Trigger: new or improved product
2/6 Trigger: fashion, seasons
2/6 Trigger: promotions
2/6 Trigger: promotions
(Sex is a bad trigger, too)
2/6 Trigger: unexpected
e.g. the old one broke, accidents, retail therapy, health issues, death.
Challenges: pain, loss, taboos.
Opportunity: time rapid social sales
response
2/6 Trigger: life stage
New baby, new job, new boyfriend, new house, ...
target not on demographics but on phase in life
online communities
3/6 Active evaluation
information gathering
window shopping facts (about how to
use this product): content marketing
testimonials/reviews (what it is like to use this product)
4/6 Moment of purchase
trust convenience service
2212.04.23 © Sanoma MagazinesMarketing to women online - Clo Willaerts 2212.04.23 © Sanoma Magazines
Boeken
CD/DVD/Blu-ray
Muziek in digital formaat (MP3-nummers, albums, etc.)
Computer, hardware en software
Kleine electronica (bv. digitale camera, iPod, GSM, etc.)
Telecom product (internetverbinding, GSM-
abonnement, etc.)
Erotische producten
Financiéle producten (bv. fondsen, aandelen, etc.)
Vakantie, tickets voor vliegtuig of trein
Huishoudelijke toestellen Juwelen / accessoires
Kledij / schoenen
Meubilair
Gezondheidsproducten (bv. dieet, etc.)
Decoratie
Tickets voor evenementen
Films of TV-series in digitaal formaat (geen DVD)
Ander product, nl.
0%
10%
20%
30%
40%
50%
0% 10% 20% 30% 40% 50% 60% 70%
Offline Purchases
On
lin
e P
urc
hases
Representative Sample
(N = 1010)
Online purchases
5/6 Postpurchase experience two possibilities:
happy customer ▪ loyalty
unhappy customer▪ customer care▪ rapid social response
6/6 Loyalty loop
happy customer
WoM fans evangelist
But it’s not just a cycle
It’s a dance
Do you know the moves?
Plus: you’re naked
Know your customers well Social CRM
Transparancy terror