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,

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.


Attitude to price
Out of those parents that viewed the printed advert, the average price of

£5.99
was attributed as the estimated retail value of
the product.

Of those parents that engaged with the augmented reality experience,

£7.99
they estimated a higher average price of


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.”

Touch
Storytelling

Neuro-linguistics

Risk management


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 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 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.


Augmented reality and sales strategy

Delivery

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


Demand 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 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.


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.


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 matt@hiddenltd.com


Sales Technology - Augmented Reality and the Sales Process

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