6. P E O P L E A R E S I M P L E
Innovation ConsultantRakhi Rajani |
• Need to
• feel welcome
• feel safe
• be greeted
• be noticed
• be listened to
• Retailers need to
• welcome
• re-assure
• greet
• notice
• listen
8. 1 . S E L L T O T H E S E N S E S
Innovation ConsultantRakhi Rajani |
http://hungryformore.org/wp-content/uploads/2013/07/Senses.jpg
• Demonstrate tangible features
• Allow consumers to interact
• Differentiate with display material
• Use device features
• Generate want-ability
9. P S Y C H O L O G Y O F T O U C H
https://www.iconfinder.com/
Innovation ConsultantRakhi Rajani |
• Sensory interaction (touch & smell especially) cultivate ownership
• Interaction = 10 sec to irrational want-ability
• No interaction = rational want-ability (based on features etc)
• (+ Hours of reasoning to talk yourself into (or out of) the purchase)
14. 2 . P R O V E I T
https://www.iconfinder.com/
Innovation ConsultantRakhi Rajani |
• Reveal the science/craftsmanship
• Establish certainty
• Differentiate on skill
• Provide answers to questions
• Generate curiosity
15. P R O D U C T B E L I E F
Innovation ConsultantRakhi Rajani |
• Dilution effect - Irrelevant information leads to extreme judgement &
makes you question validity
• But - Contextualised information leads to confidence
22. 3 . S I M P L I F Y T H E PAT H T O P U R C H A S E
Innovation ConsultantRakhi Rajani |
• Remove obstacles
• Create more H2H moments
• Create moments of delight
• Rethink the P-to-P in tech
• Make it short haul vs long haul
23. M E N TA L & P H Y S I C A L J O U R N E Y
Innovation ConsultantRakhi Rajani |
AdvocacyAwareness
24. M E D I U M S A R E O V E R W H E L M I N G
Innovation ConsultantRakhi Rajani |
http://blog.freespee.com/wordpress/wp-content/uploads/2014/04/path-to-purchase.png
Google Data Images
26. 4 . K I L L T H E PA R A D O X O F C H O I C E
Innovation ConsultantRakhi Rajani |
• Choice can be crippling
• Curate collections
• Demonstrate applicability
• Showcase other peoples decisions
• Provide context
27. C U R AT O R I A L R E TA I L
Innovation ConsultantRakhi Rajani |
• Product + placement
• 35% more likely to buy something if it’s at eye level
• Showcase products and services in context
• Guide decision making
• Build trust to eliminate choice conflict
32. 5 . ’ S T U M B L E U P O N ’ M O M E N T S
Innovation ConsultantRakhi Rajani |
• Discovery vs Search
• Provide the story
• Offer alternatives to interrupt
confusing purchase paths
• Connect See and Buy moments
• Purchase maybe delayed but will
likely happen
https://www.iconfinder.com/