sales technology - augmented reality and the sales process

SALES TECHNOLOGY : SELLING WITH AUGMENTED REALITY

12 Hilton Street, Manchester, M1 1JF www.hiddenltd.com +44 (0)161 236 8181

Copyright © Hidden Creative Ltd

One of the most powerful aspects of the selling process is the affinity customers develop with a product the moment they touch and engage with it.

Augmented reality allows sales people to put a virtually enhanced, interactive version of a production directly into the hands of customers and prospects.

SALES TECHNOLOGY : SELLING WITH AUGMENTED REALITY Copyright © Hidden Creative Ltd

We recreated the famous Pepsi challenge, but this time comparing traditional display advertising versus augmented reality marketing.

100 parents were shown a display advert for a child’s toy, while another 100 parents were shown the child’s toy as an interactive augmented reality experience.

Each person was then asked two questions: 1. Would you consider buying this toy for a child? 2. How much would you consider paying for the toy?


After viewing the 2D printed display advert, out of 100 parents, would consider buying the toy for a child.

45%


Out of those who viewed the augmented reality experience,

of the parents would consider buying the toy for a child.74%


Out of those parents that viewed the printed advert, the average price of was attributed as the estimated retail value of the product.

Of those parents that engaged with the augmented reality experience, they estimated a higher average price of

£5.99


Attitude to price

£7.99

Research into the power of touch* show people are more willing to buy, and to pay more for an objective if they have engaged with a product through the sense of touch.* by Joann Peck and Suzanne B. Shu, called, “The Effect of Mere Touch on Perceived Ownership.”


The psychologies

Touch

Storytelling

Neuro-linguistics

Risk management

Augmented reality supports sales professionals who use neuro-linguistic programming techniques. By showing a client a product augmentation, sales people can communicate more easily with visual and kinaesthetic audiences.

These two audiences prefer non-verbal communication as a way to understand and connect, for example by looking at graphics or touching a product with their own hands as a means to explore its functionality and use.


Augmented reality and the psychology of NLP

Storytelling is one of the longest standing and most relied upon sales techniques in the world. Augmented reality once again enables this to be done on a massive and viral scale.

AR can be employed to connect with customers in a storytelling way that doesn’t feel like a sales pitch.


Augmented reality and storytelling

Risks are evident in every scenario but the benefit of augmented reality is how it provides insight to the customer’s thought process.

This allows the sales professional to address the fundamental barriers directly and overcome the objections.


Augmented reality and the psychology of risk

Augmented reality and sales strategy

Augmented reality can influence several aspects of the sales process, and by allowing the technology to do its job, budgetary justification for investing in AR is straight-forward.

SalesStrategy

Demandgeneration

Leadqualification

Propositioning

Delivery


A customer, from a basic perspective, has a need, a problem or is looking to exploit an opportunity. The salesperson is there to ensure the potential client reaches the conclusion that your product or service is fit for their purpose.

When used in conjunction with traditional marketing material, augmented reality can guide potential customers to the answers they are seeking.


Demand generation

By furthering a customer’s engagement with a product, beyond traditional methods, and through the enhancement of technology, you can gather what we refer to as ‘mass intelligence’.

Simply put, mass intelligence is the activity of the user that is recorded during their engagement with the product augmentation. This data can be analysed to determine what’s hot and what’s not with regard to your offering.


Lead qualification

With a B2B organisation, the journey only begins once a customer has been attained. The acquisition stage is the start of what is intended as a long term relationship that often includes several phases of delivery, punctuated by numerous milestones.

Many of the visualisations that may be necessary to support ongoing project efforts could be realised through the use of augmented reality.

Delivery


If you have enjoyed this presentation you can read the full length report here: http://www.hiddenltd.com/sales-marketing-augmented-reality-guide

Or for more information call Matt Trubow, on +44 (0)161 236 8181 or email [email protected]


sales technology - augmented reality and the sales process

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