Early Jan ‘09 the Wall Street Journal wrote a piece about the ‘New Info Shopper’, those consumers that pour over information before making any purchase, from a £20,000 car (as you’d expect) all the way down to a tube of toothpaste.
With the internet close to hand at all times these shoppers can research from their desk at work, on their commute from mobile or from their laptop at home – my phone has a bar code scanner so I can compare where I can get the best price for that product. This easily accessible information makes the consumer very powerful and has the potential to create a shift in consumers purchasing on brand name alone to purchasing based on facts.
With the economic climate as it is these consider purchases highlight the need for brands to explain the stories behind their brand and why their product is a better choice over their competitor.
The WSJ showed that these consumers have become highly suspicious of TV ads, with 78% of this consumer group feeling that TV ads no longer had enough information in them. With the internet the new place to window shop, the WSJ has coined the phrase ‘Windows Shoppers’, the success of Net-a-Porter definitely demonstrates this.
The findings also showed that 92% of respondents said they had more confidence in information they seek out online, than that of a salesclerk or other source.
The WSJ also showed that 70% of Americans now say they consult product reviews or consumer ratings before they make their buying decisions. Sixty-two percent say they spend at least 30 minutes online every week to help them decide what and whether to buy, in the under 45s this audience made up 73%.
I believe that this research has shown that as part of a brands digital communication it must make available all information about that brands products, heritage or news. Consumers will find it, whether it’s on an unofficial fan page in Facebook or the blog of a brand advocate. With this in mind it is imperative that brands provide the most detailed assets for these social media PR engines e.g. Product shots in the highest resolution or detailed insight to the product designer’s inspiration behind the new launch, so as to provide these unofficial brand pages or blogs with the tools to create the most detailed review of the brands product/history/news, minimising conjecture.
Within the luxury and premium sector this type of collateral is easily available, with great heritage and contemporary information that is always news worthy. If you then ad to this the emotive connection that these brands have with their consumers, it is possible to leverage these brand advocates within social media to provide detailed touch points for those ‘New Info Shoppers’.