Social Selling: etouches Expands Sales Model
Most event technology is sold through business-to-business (B2B) channels. However, B2B sales processes can take more time than some planners have for smaller events.
To help ease the process, etouches is selling its LOOPD Smart Tags and mobile event apps on a new online store and also on Facebook, Instagram and Pinterest. This new low-touch sales model presents a unique way for event professionals to buy enterprise event technology.
The LOOPD Smart Tag enables attendees to network at an event without worrying about lead scanners, business cards, or session check-ins. Acting as a digital business card, LOOPD is a small passive wearable device that connects to others via Bluetooth LE. The Smart Tag allows attendees to exchange contact information electronically, using their own mobile device.
The Smart Tag also records contextual insights such as the time and location for every new connection. Event managers have the ability to track attendee locations, session attendance and interactions to change and enhance programming for future based on patterns and trends.
“Smaller enterprise transactions should provide the same ease and transparency as the consumer shopping experience,” said Brian Friedman, vice president, Digital Innovation, etouches.
He added, “When we shop online as consumers, we have all the product information we need at our fingertips along with pricing and customer reviews. But in the world of enterprise solutions, sales take much more time. Smaller enterprise transactions should be controlled easily by the consumer on his or her own timeline.”
etouches’ new sales model gives event professionals easy access to LOOPD and helps them become proficient with the technology faster. The approach is ideal for customers who already know what they want and don’t want to wait to procure it.
Pricing starts at $10 for a LOOPD Smart Tag and scales to $6,500 for the LOOPD Pro App. Users can make purchases seamlessly through an automated payment process.
“Social and online selling helps customers connect with our solutions in a way that’s in tune with consumer buying habits today,” explained Chalva Tchkotoua, chief marketing officer, etouches.
He added, “Some customers want to call a salesperson. Others prefer to find answers themselves online. Our new approach puts more control in the buyers’ hands. It guides them efficiently to solutions. And it focuses on continual innovation to drive customer success.”
The company is relying on word of mouth to help gain traction. It also offered LOOPD Smart Tags to hosted buyers at the 2018 Meeting Professionals International (MPI) World Education Conference (WEC) to help give a pre-qualified audience a taste of how the technology operates.
Event professionals can purchase entry-level LOOPD solutions on the etouches online store, Facebook Store, Pinterest Product Page, Instagram, and Buzzfeed. These solutions as well as LOOPD Goals and LOOPD Session Tracking are also available through the etouches sales department.