winning & losing by design: web & mobile app design to make or break your business | fresh...
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fresh tilled soil
WINNING
LOSINGAND
How website and mobile app design can make or break your business.
BY DESIGN
My dad is obsessed with cars
You might be thinking...
“I would never let my emotions overrule my overeducated brain”
Same enginesSame features
Same performance
So, why the 25% price difference?
INFORMATION
EMOTION
Emotions are problematic for
businesses
Emotions drive brand adoption
and loyalty
Good data=
Good design
So, how do we design for emotions?
Let’s start with how people behave...
Meets or goals; Meets our expectations and is easy to use
“Persuasion models require three
things...”
BJ Fogg
Meets or goals; Meets our expectations and is easy to use“...motivation, ability
and a trigger.”
BJ Fogg
Meets or goals; Meets our expectations and is easy to use
pleasure/painhope/fear
acceptance/rejection
BJ Fogg
High Motivation
Low Motivation
Low Ability High Ability
Make it easy
Make it rewarding
BJ Fogg
Get off your butt!
Success web experiences...
• meet our goals,• meet our expectations,• and are easy to use.
“Successful UX leads to delight. Delight isn't a bunch of cool features,
it's having the user reach their goals.”
Richard Banfield
Repeat after me...
“I am not my customer”
Case Study: Fitness Product
How designing around emotions lead to a 300% increase in
customer signups.
BaselineExisting site and apps
Some analyticsCustomer feedback
Baseline$30/m
($360/yr)65 customers/day
80%Abandon
Step 1:
Who, why and where?
Fitness training
General diet and health
Event based
Where they use product / service
Office on a desktop/laptop
Stay-a
t-hom
e mom
s
How they use product / service
Home on a desktop/laptop
In the gym with smartphone
Single
“but
not fo
r long
” wom
an
Perso
nal tr
ainer
s
Who uses product / service
(where is it applied to the real world?)
(how are the users segmented into roles?)
(what is the location of where this is used?)
Soon
-to-b
e brid
es
Step 2:
What emotional drivers trigger action in the
target market?
High Motivation
Low Motivation
Low Ability High Ability
Make it easy
Make it rewarding
Get off your butt!
High Motivation
Low Motivation
Low Ability High Ability
Different funnels for different
confidence levels
Gamification tools to
encourage progress
“No risk, free trial”
“You’re not alone”
“This could be you”
High Motivation
Low Motivation
Low Ability High Ability
“No risk, free trial”
“You’re not alone”
“This could be you”
Start Finish
Big breakthrough!
Different people want different experiences
$100,000300%
195 customers/day
ROI in less than 1 month
That was only half their problem
20% churn25,0005,000
= $1.8M
Start New Finish
Old Finish
Engage and delight Re-engage and encourage
$100,00050%
= $900,000
...But wait, there’s more...
Call center costsDirect sales costsMarketing costs
Product(Tech and UI)
Sales & Marketing
High-touchSupport
Long sales cycles, High CAC
High cost ofcustomer and tech
support
Customer experienceoverlooked
- Typical Approach-
- User Centric Approach -
Product(Tech and UI)
Sales & Marketing
High-touchSupport
Short sales cycles & CAC
Reduced costs tosupport client
requests & contentdevelopment
Improved clientloyalty & LTV
How do you get there?
“...remove administrative
debris...”
Edward Tufte
B B C
SCIENCE & ENVIRONMENT
Herschel telescope revisits cosmic classic
NEWSReturn to Front Page
Other Stories
Wikipedia in anti-Sopa 'blackout'Republican debaters target RomneyRadical cleric cannot be deportedEU in legal move against Hungary
B B C
SCIENCE & ENVIRONMENT
Herschel telescope revisits cosmic classic
NEWS
Other Stories
Wikipedia in anti-Sopa 'blackout'Republican debaters target RomneyRadical cleric cannot be deportedEU in legal move against Hungary
Return to Front PageUS & CanadaAsiaAfricaSouth AmericaMiddle EastAustralia & NZ
Back down to earth
12
4 53
6
7 8
12
45
3
6 7
8
How does this help you today?
Go create beautiful things.
alluring, appealing, exquisite
You’ll know it’s beautiful...
because it feels beautiful
EMOTIONAL
intellectualAND
Data is importantbut
it can’t solve the problem
Data highlights the problem and
design solves the problem
Data highlights the problem and
design solves the problem
Questions?
- Thank You -
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