Selling With Augmented Reality

hidden 2011 SELLING WITH AUGMENTED REALITY INFOGRAPHIC There is more to sales than just selling: ALL fall under the sales and marketing remit. Lead generation Qualification Propositioning Delivery of projects 64% 124% Lead generation up 64% in 2011 from 2009 Field sales up 124% in 2011 from 2009 SALES ACTIVITY IS GROWING Source: www.csoinsights.ocom/publications/shop/telemarketingsales AUGMENTED REALITY The new business pipeline in most businesses follows a similar AND SALES STRATEGY process and conversation rate: Augmented reality can increase demand generation and improve conversation rates by: Delivery 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. Lead generation 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. Lead generation 38% 39% Sales Strategy Lead qualification Delivery Enquiries that become sales ready leads Sales ready leads that become prospects Propositioning Propositioning Creating an appealing proposal, particularly in the B2B space, is essential to capturing the attention and beginning a prosperous relationship with a new potential client. Bringing products to life through augmented reality allows businesses to clearly demonstrate an offering far better than a PowerPoint deck. 'Death by PowerPoint is a familiar term and understood by most professionals. AR eliminates the boredom that typically denotes many presentation methods. Lead qualification 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. 29% qualified prospects that convert to sales Source: marketingSherpa 828 Benchmarking study 2010 SALES PSYCHOLOGIES Augmented reality can support each of these stages of the sales cycle by tapping into key psychological techniques. Touch Storytelling Neuro-linguistics Risk management The psychologies 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." Augmented reality and storytelling 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 the psychology of NLP 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 risk 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. RESEARCH We put these principles to the test.. We tested how people react when exposed to traditional and augmented reality sales messages. Likelihood to buy Would you consider buying this toy for a child? 5+ KNGX 74% REVVING RACERS 45% 10 After viewing the 2D printed display advert, out of 100 parents, 45% would consider buying the toy for a child. Out of those who viewed the augmented reality experience, 74% of the parents would consider buying the toy for a child. 4tage 158 pe K'nex augmentation What we found even more intriguing was the price point at which the parents were prepared to make the purchase. Attitude to price How much would you consider paying for the toy? Out of those parents that viewed the printed advert, the average price of £5.99 was attributed as the estimated retail value of Of those parents that engaged with the augmented reality experience, they estimated a higher average price of £7.99. £5.99 £7.99 the product. Advertising engagement For advertisers there were other relevant findings with regard to the depth of engagement with the audience. We calculated that the parents spent an average of 12 seconds actively engaged with the print advert. Those parents using the augmented reality experience did so for an average of 1 minute 23 seconds. http://www.hiddenltd.com/sales-technology-selling-with-augmented-reality Contact Details: MATTHEW TRUBOW / CEO T. +44 (0)161 236 8181 [email protected] www.hiddenltd.com hidden Copyright © Hidden Creative Ltd hidden 2011 SELLING WITH AUGMENTED REALITY INFOGRAPHIC There is more to sales than just selling: ALL fall under the sales and marketing remit. Lead generation Qualification Propositioning Delivery of projects 64% 124% Lead generation up 64% in 2011 from 2009 Field sales up 124% in 2011 from 2009 SALES ACTIVITY IS GROWING Source: www.csoinsights.ocom/publications/shop/telemarketingsales AUGMENTED REALITY The new business pipeline in most businesses follows a similar AND SALES STRATEGY process and conversation rate: Augmented reality can increase demand generation and improve conversation rates by: Delivery 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. Lead generation 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. Lead generation 38% 39% Sales Strategy Lead qualification Delivery Enquiries that become sales ready leads Sales ready leads that become prospects Propositioning Propositioning Creating an appealing proposal, particularly in the B2B space, is essential to capturing the attention and beginning a prosperous relationship with a new potential client. Bringing products to life through augmented reality allows businesses to clearly demonstrate an offering far better than a PowerPoint deck. 'Death by PowerPoint is a familiar term and understood by most professionals. AR eliminates the boredom that typically denotes many presentation methods. Lead qualification 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. 29% qualified prospects that convert to sales Source: marketingSherpa 828 Benchmarking study 2010 SALES PSYCHOLOGIES Augmented reality can support each of these stages of the sales cycle by tapping into key psychological techniques. Touch Storytelling Neuro-linguistics Risk management The psychologies 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." Augmented reality and storytelling 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 the psychology of NLP 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 risk 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. RESEARCH We put these principles to the test.. We tested how people react when exposed to traditional and augmented reality sales messages. Likelihood to buy Would you consider buying this toy for a child? 5+ KNGX 74% REVVING RACERS 45% 10 After viewing the 2D printed display advert, out of 100 parents, 45% would consider buying the toy for a child. Out of those who viewed the augmented reality experience, 74% of the parents would consider buying the toy for a child. 4tage 158 pe K'nex augmentation What we found even more intriguing was the price point at which the parents were prepared to make the purchase. Attitude to price How much would you consider paying for the toy? Out of those parents that viewed the printed advert, the average price of £5.99 was attributed as the estimated retail value of Of those parents that engaged with the augmented reality experience, they estimated a higher average price of £7.99. £5.99 £7.99 the product. Advertising engagement For advertisers there were other relevant findings with regard to the depth of engagement with the audience. We calculated that the parents spent an average of 12 seconds actively engaged with the print advert. Those parents using the augmented reality experience did so for an average of 1 minute 23 seconds. http://www.hiddenltd.com/sales-technology-selling-with-augmented-reality Contact Details: MATTHEW TRUBOW / CEO T. +44 (0)161 236 8181 [email protected] www.hiddenltd.com hidden Copyright © Hidden Creative Ltd hidden 2011 SELLING WITH AUGMENTED REALITY INFOGRAPHIC There is more to sales than just selling: ALL fall under the sales and marketing remit. Lead generation Qualification Propositioning Delivery of projects 64% 124% Lead generation up 64% in 2011 from 2009 Field sales up 124% in 2011 from 2009 SALES ACTIVITY IS GROWING Source: www.csoinsights.ocom/publications/shop/telemarketingsales AUGMENTED REALITY The new business pipeline in most businesses follows a similar AND SALES STRATEGY process and conversation rate: Augmented reality can increase demand generation and improve conversation rates by: Delivery 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. Lead generation 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. Lead generation 38% 39% Sales Strategy Lead qualification Delivery Enquiries that become sales ready leads Sales ready leads that become prospects Propositioning Propositioning Creating an appealing proposal, particularly in the B2B space, is essential to capturing the attention and beginning a prosperous relationship with a new potential client. Bringing products to life through augmented reality allows businesses to clearly demonstrate an offering far better than a PowerPoint deck. 'Death by PowerPoint is a familiar term and understood by most professionals. AR eliminates the boredom that typically denotes many presentation methods. Lead qualification 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. 29% qualified prospects that convert to sales Source: marketingSherpa 828 Benchmarking study 2010 SALES PSYCHOLOGIES Augmented reality can support each of these stages of the sales cycle by tapping into key psychological techniques. Touch Storytelling Neuro-linguistics Risk management The psychologies 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." Augmented reality and storytelling 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 the psychology of NLP 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 risk 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. RESEARCH We put these principles to the test.. We tested how people react when exposed to traditional and augmented reality sales messages. Likelihood to buy Would you consider buying this toy for a child? 5+ KNGX 74% REVVING RACERS 45% 10 After viewing the 2D printed display advert, out of 100 parents, 45% would consider buying the toy for a child. Out of those who viewed the augmented reality experience, 74% of the parents would consider buying the toy for a child. 4tage 158 pe K'nex augmentation What we found even more intriguing was the price point at which the parents were prepared to make the purchase. Attitude to price How much would you consider paying for the toy? Out of those parents that viewed the printed advert, the average price of £5.99 was attributed as the estimated retail value of Of those parents that engaged with the augmented reality experience, they estimated a higher average price of £7.99. £5.99 £7.99 the product. Advertising engagement For advertisers there were other relevant findings with regard to the depth of engagement with the audience. We calculated that the parents spent an average of 12 seconds actively engaged with the print advert. Those parents using the augmented reality experience did so for an average of 1 minute 23 seconds. http://www.hiddenltd.com/sales-technology-selling-with-augmented-reality Contact Details: MATTHEW TRUBOW / CEO T. +44 (0)161 236 8181 [email protected] www.hiddenltd.com hidden Copyright © Hidden Creative Ltd hidden 2011 SELLING WITH AUGMENTED REALITY INFOGRAPHIC There is more to sales than just selling: ALL fall under the sales and marketing remit. Lead generation Qualification Propositioning Delivery of projects 64% 124% Lead generation up 64% in 2011 from 2009 Field sales up 124% in 2011 from 2009 SALES ACTIVITY IS GROWING Source: www.csoinsights.ocom/publications/shop/telemarketingsales AUGMENTED REALITY The new business pipeline in most businesses follows a similar AND SALES STRATEGY process and conversation rate: Augmented reality can increase demand generation and improve conversation rates by: Delivery 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. Lead generation 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. Lead generation 38% 39% Sales Strategy Lead qualification Delivery Enquiries that become sales ready leads Sales ready leads that become prospects Propositioning Propositioning Creating an appealing proposal, particularly in the B2B space, is essential to capturing the attention and beginning a prosperous relationship with a new potential client. Bringing products to life through augmented reality allows businesses to clearly demonstrate an offering far better than a PowerPoint deck. 'Death by PowerPoint is a familiar term and understood by most professionals. AR eliminates the boredom that typically denotes many presentation methods. Lead qualification 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. 29% qualified prospects that convert to sales Source: marketingSherpa 828 Benchmarking study 2010 SALES PSYCHOLOGIES Augmented reality can support each of these stages of the sales cycle by tapping into key psychological techniques. Touch Storytelling Neuro-linguistics Risk management The psychologies 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." Augmented reality and storytelling 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 the psychology of NLP 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 risk 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. RESEARCH We put these principles to the test.. We tested how people react when exposed to traditional and augmented reality sales messages. Likelihood to buy Would you consider buying this toy for a child? 5+ KNGX 74% REVVING RACERS 45% 10 After viewing the 2D printed display advert, out of 100 parents, 45% would consider buying the toy for a child. Out of those who viewed the augmented reality experience, 74% of the parents would consider buying the toy for a child. 4tage 158 pe K'nex augmentation What we found even more intriguing was the price point at which the parents were prepared to make the purchase. Attitude to price How much would you consider paying for the toy? Out of those parents that viewed the printed advert, the average price of £5.99 was attributed as the estimated retail value of Of those parents that engaged with the augmented reality experience, they estimated a higher average price of £7.99. £5.99 £7.99 the product. Advertising engagement For advertisers there were other relevant findings with regard to the depth of engagement with the audience. We calculated that the parents spent an average of 12 seconds actively engaged with the print advert. Those parents using the augmented reality experience did so for an average of 1 minute 23 seconds. http://www.hiddenltd.com/sales-technology-selling-with-augmented-reality Contact Details: MATTHEW TRUBOW / CEO T. +44 (0)161 236 8181 [email protected] www.hiddenltd.com hidden Copyright © Hidden Creative Ltd hidden 2011 SELLING WITH AUGMENTED REALITY INFOGRAPHIC There is more to sales than just selling: ALL fall under the sales and marketing remit. Lead generation Qualification Propositioning Delivery of projects 64% 124% Lead generation up 64% in 2011 from 2009 Field sales up 124% in 2011 from 2009 SALES ACTIVITY IS GROWING Source: www.csoinsights.ocom/publications/shop/telemarketingsales AUGMENTED REALITY The new business pipeline in most businesses follows a similar AND SALES STRATEGY process and conversation rate: Augmented reality can increase demand generation and improve conversation rates by: Delivery 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. Lead generation 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. Lead generation 38% 39% Sales Strategy Lead qualification Delivery Enquiries that become sales ready leads Sales ready leads that become prospects Propositioning Propositioning Creating an appealing proposal, particularly in the B2B space, is essential to capturing the attention and beginning a prosperous relationship with a new potential client. Bringing products to life through augmented reality allows businesses to clearly demonstrate an offering far better than a PowerPoint deck. 'Death by PowerPoint is a familiar term and understood by most professionals. AR eliminates the boredom that typically denotes many presentation methods. Lead qualification 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. 29% qualified prospects that convert to sales Source: marketingSherpa 828 Benchmarking study 2010 SALES PSYCHOLOGIES Augmented reality can support each of these stages of the sales cycle by tapping into key psychological techniques. Touch Storytelling Neuro-linguistics Risk management The psychologies 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." Augmented reality and storytelling 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 the psychology of NLP 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 risk 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. RESEARCH We put these principles to the test.. We tested how people react when exposed to traditional and augmented reality sales messages. Likelihood to buy Would you consider buying this toy for a child? 5+ KNGX 74% REVVING RACERS 45% 10 After viewing the 2D printed display advert, out of 100 parents, 45% would consider buying the toy for a child. Out of those who viewed the augmented reality experience, 74% of the parents would consider buying the toy for a child. 4tage 158 pe K'nex augmentation What we found even more intriguing was the price point at which the parents were prepared to make the purchase. Attitude to price How much would you consider paying for the toy? Out of those parents that viewed the printed advert, the average price of £5.99 was attributed as the estimated retail value of Of those parents that engaged with the augmented reality experience, they estimated a higher average price of £7.99. £5.99 £7.99 the product. Advertising engagement For advertisers there were other relevant findings with regard to the depth of engagement with the audience. We calculated that the parents spent an average of 12 seconds actively engaged with the print advert. Those parents using the augmented reality experience did so for an average of 1 minute 23 seconds. http://www.hiddenltd.com/sales-technology-selling-with-augmented-reality Contact Details: MATTHEW TRUBOW / CEO T. +44 (0)161 236 8181 [email protected] www.hiddenltd.com hidden Copyright © Hidden Creative Ltd