winning hearts by sri sharma
DESCRIPTION
At Net Media Planet's "The Personalised Path to Purchase" seminar, Sri Sharma explores the importance of marketing towards the heart instead of the rational mind. The rational mind is far easier for competitors to copy including marketing features such as, price, availability, delivery and support. Marketing to the heart is far harder to duplicate and requires three steps: (1) Know your customer, (2) Reach them, and (3) Be personal. (1) Know Your Customer - Gather Valuable Data - Understand Customer Preferences - Learn How They Buy - Learn From All Channels - Listen To Their Language (2) Reach Them - Turn signals into targeting (3) Be PersonalTRANSCRIPT
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Winning Hearts…
Sri Sharma, Founder & CEO, Net Media Planet
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“15% more profit is derived from
emotional campaigns versus
rational based campaigns”
IPA study
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Price SupportAvailable Delivery
Images sourced from: images.jagran.com/six_picbd.jpg, inktechlondon.co.uk/Images/delivery_Man_Large_New.jpg, api3.clubtix.com/images/layout/pages/customer_support_banner.jpeg, www.odmguide.com/wp-content/uploads/2013/10/Choice-overload.jpg
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Image Sourced from: wallpoper.com/wallpaper/nba-basketball-417955
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Image sourced from: uptownmagazine.com/2011/02/magic-johnson-invests-in-vibe-media/
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Images sourced from: 2.bp.blogspot.com/-d9LvyiSnncU/UMn9kbKUAhI/AAAAAAAADz4/6oEL4Ihk-ro/s1600/IMG_7853.JPG, www.soulofamerica.com/soagalleries/atl/cult-sites/Atl_Magic_Theatres.jpg
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Images sourced from: www.undermatic.com/wp-content/uploads/2008/02/historia-del-hip-hop.png, nextravelguide.com/wp-content/uploads/2012/12/barcelona-break-dance-04.jpg
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Images sourced from: http://www.yelp.com/biz_photos/starbucks-birmingham-21#G7UIxphj4DCMzim3heJzgw, nextravelguide.com/wp-content/uploads/2012/12/barcelona-break-dance-04.jpg
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Know Your
Customer
Reach
Them
Be
Personal
www.planweb.co.uk/changing-trends-and-the-great-gender-divide/ localbuzzmarketing.co.uk/tools-for-location-based-online-marketing/ ticketspy.nl/travel-tips/1880/
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Know Your Customer
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Search
History
On-site
browsing
Off-site
browsing
Demographic
Location
Interests
Time
Device1. Gather Valuable Data
freestockphotos.name/tag/business-people
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1. Gather Valuable Data
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How they behave
Gender Household Income
Age Education Level
1. Gather Valuable Data
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0.00%
50.00%
100.00%Female
Male
Younger Older
Sekonda
Michael Kors
Accurist
2. Understand Customer Preferences
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0%
10%
20%
30%
40%
% o
f S
ale
s
Time
Seasonal Event
3. Learn How They Buy
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3. Learn How They Buy
4-6
months
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4. Learn From All Channels
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Delivery
Size
Returns
Colour
Features
4. Learn From All Channels
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5. Listen To Their Language
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2. Reach Them
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Location
Demographic
Language
Off-site behaviour
On-site behaviour
Contextual
Time
Device
3rd party data
1st party data
Pages
Life Event
Email address
Channels
Mosaic groups
Locations
Turning signals into targeting
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CyclistMotherBoyfriend Studentcache3.asset-cache.net/gc/185427003-smiling-girl-in-the-street-gettyimages.jpg?v=1&c=IWSAsset&k=2&d=OdTGhgTmN6bRi%2BzpVzZEEE5bQ3132jwHHjw%2BuYqMOes%3D, www.downhillnews.com/storage/thumbnails/12253722-18015263-thumbnail.jpg?__SQUARESPACE_CACHEVERSION=1336083366709,
www.catholicchapterhouse.com/blog/wp-content/uploads/2013/04/Young-girl-purple-leaning-on-brick-wall.jpg
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CyclistMotherBoyfriend Student
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0%
10%
20%
30%
40%
% o
f S
ale
s
Seasonal Event
+55%
+40%
+25%
+15%
Perfume For Her
ThePerfumeShop.com/Gifts_For_Her
Treat The Lady In Your Life. 2 Days
Left For Free Xmas Delivery - Buy Now!
Free Standard Delivery Gift Wrapping Available
2 days For Xmas Delivery Perfect Gift Sets
Free Gift Offers Fragrance Finder
Christmas gifts
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fragrance
0.00%
50.00%
100.00%
30 40 50 60 70Time after purchase
Pu
rch
as
e P
ote
nti
al
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Increase
bids
Designer PerfumesRunning Out Of Your Perfume? Don’tWait Until The Last Drop - Buy Now!ThePerfumeShop.com/Designer_Perfumes
4 to 6 months later...
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CyclistMotherBoyfriend Student
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3. Be Personal
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CyclistMotherBoyfriend Student
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Dresses
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Audience list : Mother with Daughter
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Party Dresses
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Experian>>Models>>Mums>> With Infant Children
Nielsen>>Lifestyle>>Affluent Families
Experian UK>>2 parent working full time, time poor
MasterCard>>In the market>>Retail>>Children's Apparel
Customer Segment
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CyclistMotherBoyfriend Student
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Cyclist
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First Party Data Richness
Ad tag
parameters
Ecommerce
platform
customer
segmentation
DMP and CRM
integration
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Cyclist
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Know Your
Customer
Reach
Them
Be
Personal