5 SPICE
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Spice provides an end-to-end digital sales solution from lead generation to conversion. It identifies sales prospects based on consumer online habits and trends. It then sorts customers into categories of hot, warm and cold based on interest in products. For each category, Spice applies targeted actions like offering deals to entice sales or keeping customers informed. Spice also analyzes campaign performance to improve strategies around online sources, mediums, offers and communications that are most effective.
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5 SPICE
- 1. SPICE SALES THROUGH PROSPECT IDENTIFICATION AND CONSTANT ENGAGEMENT
- 2. There are around 164 million internet users in India Source : Economic Times and TRAI
- 3. How internet is affecting New Product Purchase Decisions Top 10 new product categories ranked by % of claimed internet importance in decision making process Electronics- 81% Appliances- 77% Books- 70% Music- 69% Clothing- 69% Cars- 68% Food/Beverages - 62% Personal Hygiene- 62% Personal Health/OTC- 61% Hair Care- 60% Source: Nielsen Global Survey of New product Purchase Sentiment. Q3 2012 Global
- 4. Role of Spice • Most digital agencies only generate leads and do nothing further • There is an opportunity to provide end to end solution from lead generation to final conversion DIGITAL SPICE CRM
- 5. Spice: The concept Sale Analysis and improvement Constant engagement Sales prospect identification
- 6. i. Sales prospect identification Based on • • Current trends Consumer surfing habits & Media consumption
- 7. ii. Constant Engagement :Bucketing the customers and applying action accordingly Hot Warm Cold •Interested in the product and will buy in specified time frame •Action :Close sales in coordination with sales team •Interested, but not now or undecided •Action: Offers to entice sales •Not interested •Action: Keep informed and wait to move to warm/hot
- 8. iii. Analysis and improvement • What are the online sources that work in the category • Which medium works? • What are the offers that work in the category? • What kind of communication works • • • • Scripts Emailers Landing page SMS
Editor's Notes
- #2: Direct marketing targets individual members of defined consumer groups.The message is based upon a clear “call to action” delivered directly to predisposed consumers.Direct marketing provides valuable and reliable consumer and sales data, as well as clear, quantifiable success metrics for analysis.