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Rescooped by Martin (Marty) Smith from Marketing Automation, Marketing, Sales and Lead Generation
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How To Sell Without Selling via @mfacchinetti (Infographic w/ Curagami Add Ons)

How To Sell Without Selling via @mfacchinetti (Infographic w/ Curagami Add Ons) | Must Market | Scoop.it

Marty Note
Love "Selling Without Selling" and experienced its power as a Director of Ecommerce when our Buzz Team picked up the baton and helped create trust and conversion from new shoppers to our site.

We liked this @massimo facchinetti Scoop so much we couldn't help but add a few ideas in. We added a section to why people buy to represent the emotional signals Stride's excellent work missed. 

Team Curagami (http://www.curagami.com) also felt strongly that buying personas should be included so we added a pie with a "general" distribution (of site visitors) that may vary depending on business and business category. 

Finding ways to help new, those learning about your site's content and experts find what they want, feel free to contribute and encourage  User Generated Content and community formation is where "buying personas" come in.

We don't stop with such simple personas as New, Learning and Expert for long. We like to tell a buyer's story dipping into psychographics, family, and UCA (Unique Customer Aspirations). Connecting buyers with LOVE and DREAMS are powerful emotional ideas under represented in this otherwise excellent infographic.  


Via Stefano Principato, Marco Favero, massimo facchinetti
malek's curator insight, July 9, 2014 3:51 PM

90% of people say that positive reviews influence their decision to buy 

Scooped by Martin (Marty) Smith
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Is Your Website Creating Information Parity or Disparity

Is Your Website Creating Information Parity or Disparity | Must Market | Scoop.it

Conversion Go Up When

Visitors arriving on your website have expectations and not all visitors are equal. Some may be "new" to your content. Others may be learning your content and a small group may be as expert about your site's content as you.



Feed "newbie" content to experts is a sure way to frustrate two people - the expert and the new to your content person who didn't get the content they needed. This post is about MAPPING your content to your visitors needs and expectations.



Why map? Meeting and exceeding your visitors' expectations builds trust and community. Conversions don't happen without TRUST and COMMUNITY.


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