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The Impact of #SocialMedia
      on the Consumer Journey:
                          @




      @KarlHavard



                                   @KarlHavard

Saturday, 4 February 12
What is “Social Media”?
    It’s people interacting with
    each other, online and on
    the move

    It’s people choosing to get
    closer to things that interest
    them...
                                     @
     •Hobbies
     •Sports
     •Brands
     •Celebrities
     •Other people




                                         @KarlHavard

Saturday, 4 February 12
@




                              @KarlHavard

Saturday, 4 February 12
“Customers who engage with companies over
           social media are more loyal”

 “they spend up to 40 percent more with those
         companies than other customers.”




                                 @




                                                @KarlHavard

Saturday, 4 February 12
“Customers who engage with companies over
           social media are more loyal”

 “they spend up to 40 percent more with those
         companies than other customers.”




                                    @




      iPad conversions are 3.82% compared to 1.9% for desktop

                                                                @KarlHavard

Saturday, 4 February 12
The World Wide Web is changing fast...




                           @




                                            @KarlHavard

Saturday, 4 February 12
The World Wide Web is changing fast...




                           @




                                            @KarlHavard

Saturday, 4 February 12
The World Wide Web is changing fast...




                           @




                                            @KarlHavard

Saturday, 4 February 12
The World Wide Web is changing fast...




                           @




                                            @KarlHavard

Saturday, 4 February 12
The World Wide Web is changing fast...




                           @




                                            @KarlHavard

Saturday, 4 February 12
Technology is changing behaviour




                          @




                                      @KarlHavard

Saturday, 4 February 12
Technology is changing behaviour




                          @




                                      @KarlHavard

Saturday, 4 February 12
The “Digital Native”has high expectations
   § He/She is a “normal” human being...not a “geek”
         – Facebook is 8 years old
         – Google is 14 years old
         – People leaving university have grown up using the “social web”


                                         @




                                                                      @KarlHavard

Saturday, 4 February 12
The “Digital Native”has high expectations
   § He/She is a “normal” human being...not a “geek”
         – Facebook is 8 years old
         – Google is 14 years old
         – People leaving university have grown up using the “social web”

                            Accessibility
                                         @       Mobility
              Immediacy

                                                  “Influence”
               Make it Easy

                          Identity        Connectivity
                                                                      @KarlHavard

Saturday, 4 February 12
Traditional Journey: Moments of Truth




                            @




                                           @KarlHavard

Saturday, 4 February 12
Traditional Journey: Moments of Truth




                            @




                                           @KarlHavard

Saturday, 4 February 12
Traditional Journey: Moments of Truth




                            @




                                           @KarlHavard

Saturday, 4 February 12
Traditional Journey: Moments of Truth




                            @




                                           @KarlHavard

Saturday, 4 February 12
Traditional Journey: Moments of Truth

                          Influence Line




                                       @




                                           @KarlHavard

Saturday, 4 February 12
Influences: Putting people into the consumer
    journey




                            @




                                                   @KarlHavard

Saturday, 4 February 12
Influences: Putting people into the consumer
    journey




                            @




                                                   @KarlHavard

Saturday, 4 February 12
The Paradox of Choice:
    Where, When, What & Who




                          @




                              @KarlHavard

Saturday, 4 February 12
The Paradox of Choice:
    Where, When, What & Who




                          @




                              @KarlHavard

Saturday, 4 February 12
New Journey: The Zero Moment of truth




                          @




                                           @KarlHavard

Saturday, 4 February 12
New Journey: The Zero Moment of truth




                          @




                                           @KarlHavard

Saturday, 4 February 12
Most Common ZMOT Behaviour




                          @




                                @KarlHavard

Saturday, 4 February 12
Different Perspectives


                   Brand View                      Consumer View

                      Awareness
                                                       Awareness

                          Interest
                                                        Interest
                                           @
                   Consideration
                                                     Consideration
                     Conversion
                                                      Conversion
                                      Experience

                                Food Service      bienc
                                                        e
                                              Am
                            Wait    Valu
                                        e   Clientele                @KarlHavard

Saturday, 4 February 12
Saturday, 4 February 12
v Paid Search




                          @




                                      @KarlHavard

Saturday, 4 February 12
v Paid Search




                          @


                                 Activity      YouTube   Paid Search

                              Bounce Rate       31%         28%

                               New Visits       61%         60%

                              Av’ Pages per     5.89        3.83
                                   Visit
                               Dwell Time       6:06        3:49

                              Configurator      27%          2%
                              Completions
                                                           @KarlHavard

Saturday, 4 February 12
Summary




                          @




                              @KarlHavard

Saturday, 4 February 12
Summary
   § Really understand your clientele
         – Who they are
         – What they do
         – Why they do it




                                     @




                                         @KarlHavard

Saturday, 4 February 12
Summary
   § Really understand your clientele
         – Who they are
         – What they do
         – Why they do it
   § People will choose their own “journeys”
         – But don’t confuse them!

                                     @




                                                @KarlHavard

Saturday, 4 February 12
Summary
   § Really understand your clientele
         – Who they are
         – What they do
         – Why they do it
   § People will choose their own “journeys”
         – But don’t confuse them!
   § You need to be visible at the key points of influence
                                            @
         – Right people, right time, right place, right message




                                                                  @KarlHavard

Saturday, 4 February 12
Summary
   § Really understand your clientele
         – Who they are
         – What they do
         – Why they do it
   § People will choose their own “journeys”
         – But don’t confuse them!
   § You need to be visible at the key points of influence
                                            @
         – Right people, right time, right place, right message
   § That doesn’t necessarily mean “marketing”
         – Amplify Advocacy to create awareness, consideration and
           conversion




                                                                     @KarlHavard

Saturday, 4 February 12
Summary
   § Really understand your clientele
         – Who they are
         – What they do
         – Why they do it
   § People will choose their own “journeys”
         – But don’t confuse them!
   § You need to be visible at the key points of influence
                                            @
         – Right people, right time, right place, right message
   § That doesn’t necessarily mean “marketing”
         – Amplify Advocacy to create awareness, consideration and
           conversion
   § Practically...start by socially profiling your email database
         – Understand the mix
         – Listen
         – Keep an eye on influence

                                                                      @KarlHavard

Saturday, 4 February 12
Thank You
  Karl Havard
  Chief Strategy Officer
  Wunderman, WPP
  http://wunderman.co.uk
                                    @


                          : http://twitter.com/karlhavard

                          : http://uk.linkedin.com/in/karlhavard

                          : http://gplus.to/karlhavard

                                                            @KarlHavard

Saturday, 4 February 12