Mobile:   Why your company needs a Mobile Website

How does mobile change the value proposition?
How does mobile impact digital destinations?
Is your organization adapting to mobile?
How should your marketing adapt to mobile?
How can you connect with your tablet audience?

Companies defining their value Proposition—
Question one, Tim Reis (Mgr. for mobile and social solutions for Google) explained that marketers have to define their value proposition by figuring out what customers actually want to do with their business in mobile and delivering those services. As an example, he highlighted a TV spot showing a man using the site to book a room while in the act of skydiving. It vividly illustrates’s core proposition: the ability to book rooms quickly and easily.

Destinations & Local Marketing—
Reis also pointed to various factoids that underscore how mobile is well-suited to local marketing efforts. For instance, 95% of smartphone users have searched for local info and 90% of those people have acted on the search results they received. Google’s own data shows that about a third (1/3) of all searches have local intent.

Smartphones have also ushered in the era of “price transparency,” where 45% are using their devices in-store to search for product information. And about the same proportion compare prices. Google estimates that almost 4 in 10 shoppers who leave without making a purchase are influenced by their Smartphones usage.

Marketing & QR Code Bars—
[Point-Click-Info-on-your-Mobile!] All the information at a mobile shopper’s fingertips makes it crucial for retailers to respond by providing strong in-store service and offering unique products or bundles of products that make apples-to-apples price comparisons difficult. Retailers should also embrace mobile themselves by offering things like free Wi-Fi, equipping sales staff with mobile devices, and using QR bar codes to provide product information.

When it comes to the mobile destination, the bottom line is creating a mobile-optimized website. Although almost 60% of mobile users say they will not recommend a business with a poorly designed mobile site, the majority of sites still don’t have a mobile-tailored presence. “Do not neglect your mobile website,” said Reis — pointing out that while apps may be sexy, their shelf life can be short. To create a sense of accountability for mobile within an organization, Google says, "Companies should appoint a 'mobile champion' to create a mobile task force with people from different departments. More broadly, companies should look at how customers use mobile through focus groups and surveys, set aside budget, talk to agency partners and brainstorm internally."

Tablet Audience—
In adapting marketing to mobile, Reis keyed on mobile search. Google has seen mobile searches grow fivefold in the last two years, with 30% of all restaurant searches and 25% of movie searches now conducted on mobile devices. To help develop a mobile search strategy, Reis suggested that executives take five minutes to search for your brand in mobile as a consumer would. Then follow up with your agency about the results.

Reis also emphasized the ad opportunity in mobile emerging from the growing amount of usage in popular apps and sites. Note, only 1% of ad budgets are going to mobile. (The IAB estimated $1.6 billion, or about 5% of the $31 billion in 2011 U.S. Internet ad spending, went to mobile.) Bussinesses benefit from going Mobile.

Reis also advised marketers to treat tablets — which he called “the lovechild of the laptop computer and the phone” — as a separate market within mobile. He noted that in (2013), more than 200 million tablets will be sold globally, making it a sizeable audience in its own right. In addition, nearly three-quarters of tablet owners are using them to buy things on a weekly basis.

With that in mind, brands should create campaigns and content geared specifically to tablets. Kraft, for instance, designed its Fork & Spoon app for the iPad, providing more in-depth content and games, compared to its popular iFood Assistant app for smartphones. Since tablets are mostly used at home, campaigns can feature stronger calls to action, like “Shop now from your tablet.”

Because of the larger screen size, tablets also lend themselves well to rich media advertising and video. Such efforts can also dovetail with so-called two-screen viewing in the living room, as people access content on tablets, that is related to what they are watching on TV.



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