Interactive Touchscreens: All About Consumer Engagement

Consumer engagement is a very broad topic but... it's considered the lifeblood of an organization's marketing strategy.

SalesTouch: Making the Shift to Decision Simplicity!

How would you define it?  We suggest it is the interaction between a brand and its customers.  

When consumers make purchase decisions -- especially large dollar purchases like a new home -- they are doing more than buying a product; they are making a statement as to how the product resonates with their identity and lifestyle. 

How does your marketing collateral engage home shoppers and move beyond just product?

A Harvard Business Review article, To Keep Your Customers, Keep It Simple, suggests using a "decision simplicity index" to ask how easy is it for consumers to gather and understand information. The easier a brand makes the purchase decision journey, the higher the decision-simplicity score.  

Shifting the orientation toward decision simplicity, it is argued, is a significant change requiring marketing teams to rethink how and what to communicate.  Too much (information, product samples, views, floor plans....you name it!) can produce an excess of input leading to indecision.  Too much choice, in other words, often paralyzes decision-making.

Take a look at the Tehaleh SalesTouch interactive presentation image, above.  Can you see how it would resonate with identity and lifestyle -- as it defines what you will see as you engage: active lifestyle, family, outdoors, shopping/dining and homes.  Aren't you encouraged to jump in and explore?  Hasn't this SalesTouch interactive system simplified and personalized the journey toward purchasing at Tehaleh?

Take advantage of CPS' experience in developing engaging interactive presentations focused on presenting information simply, yet powerfully.  We can help your home shoppers get more engaged!

Perspective on the Buyer's Journey

Most sales agents know, when talking to a potential customer, they should be interacting from the perspective of the "buyer's journey," rather than a "by the rules" sales process.

Not everyone, however, has an understanding of how purchase decisions are made durin that "journey" and how creative sales/marketing tools are available to facilitate that decision making process.

CPS SalesTouch: an interactive, visual sales tool

To better understand the psychology behind why people buy, Gareth Goh at Insight Squared suggests several ideas that we related to CPS sales/marketing products:

• Buyers respond psychologically to visual elements and stories: We've talked about it previously; buyers (particularly women involved in new home purchases) are drawn by stories as they picture themselves experiencing similar events. And, while facts and figures are important, the buyer's purchase process is facilitated by images. Take a look at the SalesTouch system displayed above; can't you imagine being part of that cheering Rodeo crowd or taking a walk along the trail?

• Buyers crave value: Buyers are motivated by the thought that they are receiving as much value as possible.  Value isn't a fixed dollar amount, however -- it is a relative assessment. Why not highlight community amenities, neighborhood "hot spots", schools in the area through an interactive exploration to increase your community's value?  Your buyers will keep peeling the onion to find out more and, as a result of their exploration, obtain additional value.

Selling skills and processes are key to being a successful sales agent -- but so is having an understanding of what motivates buyers and having tools on hand to develop that process.

Interested in learning more about adding visual elements, stories and a value proposition to your sales office experience? Contact CPS for SalesTouch details.