internet marketing strategies: psychology of buying, iran, january 2012
DESCRIPTION
Global business expert Erik Vermeulen presented on the Psychology of buying and how to attraTRANSCRIPT
Psychology of Buying
Presented by Erik Vermeulen.
Internet Marketing Strategies, Tehran 2012
1. Feel free to be YOU – it’s YOUR CHOICE
2. Go Big or Go Home!!
3. If it is to be, it’s up to me!
Mind Space
1970’s
Commodity Economy
People = Tools to get job done
Repetition
Focus on Consumers
1980’s
Financial Economy
Money = Power
“Yuppies”
People used to create wealth for others
Power Dressing
1990’s
Knowledge Economy
Knowledge = Power
Hoard it
Sell it
Consumers develop conscience
2000’s
Experience Economy
Relationships = Power
Different & Unique
High Tech = High TouchMore
Ever-changing
Explain in 3 minutes to a 10 year-old why your business is so exciting, and why your company makes all the difference to people’s daily living.
What?StrapColourShapeNumbers
Why?
Reasons For Losing Customers
• 1% Die• 3% Move• 5% Buy from friends• 9% Prefer a different product• 14% Unresolved service problems• 68% Because they feel that
employees are disinterested in giving service
Top 7 Customer Expectations
• Be Accessible• Treat me courteously• Be responsive to what I need and want• Do what I ask promptly• Don’t make me deal with poorly trained
employees• Meet your commitments• Do it right the first time
Service = Experience - Expect
The Service Equation
The Service EquationPeople expect only two things1. That you know they are there2. That they made the right choice by coming to you to satisfy their need
Lesson #1
Service aboveeverything else
There are many ways to skin a cat…..
Lesson #2
Advocacy beatsSelling
Lesson #3Understand that
consumers areirrational
X9 Factor
Trinitron
Lesson #4
Create Mystery
Lesson #5
Ruthlessly give away free
information
Lesson #6
Be authentic and congruent
Follow me on Facebook: Erik VermeulenFollow me on Twitter: ErikMVermeulenE-mail: [email protected]: www.erikvermeulen.com
Psychology of Buying