Challenge: Tis the season for customers to think “sale.” However, while customers are concentrating on transactions, companies need to think beyond the holidays. We hope the following 4 tips will help you move beyond “quickie transactions” for the 2013 holiday season to creating relationships for 2014 and beyond.
Know what each customer segment requires and deliver on your brand promise at every stage of their customer journey.
Consumers will be receiving hundreds, if not thousands, of sales offers. By asking them to tell you about their needs and then helping with personalized solutions, you will cut through the clutter and create a competitively differentiating shopping experience.
Showrooming is not a threat, it is a reality. Showrooming occurs when shoppers are at a retail location and use their mobile devices to research prices or terms at competitive online merchants. More than three quarters of shoppers have examined merchandise in a brick-and-mortar store and ultimately purchased that merchandise at a lower price, online, according to new data from CFI Group’s Holiday Retail Spending Survey.
Additionally, a recent survey conducted by Deloitte found that two-thirds of smartphone owners planned to use their phones during holiday shopping, to find store locations, compare prices and look for product information.
Therefore, make it easy for customers to interact with your company effortlessly, via the media of their choice.
During holiday shopping season customers and prospects are doing a lot of research. Make sure you are providing a consistent multichannel experience, not multichannel frustration. A frictionless experience is key for customers who will give up on your company when information is different across media, or difficult to find;
Looking for more information on sales practices and sales software? Check out our side-by-side comparison of leading platforms in the Top 10 Sales Force Automation report. You can also browse exclusive Business-Software.com resources on sales team news and tips by visiting the sales research page.