Experience Selling 14#
The value of a product or service is increased with the customer experience offered with it. This opens the door for higher customer demand and commensurate increase in prices charged. This means that the customer experience must be adapted accordingly, e.g., by attuning promotion or shop fittings.
Examples: Iconic Cases
How they do it: Through both their online store as well as physical brand stores, Freitag controls the whole product presentation. Due to the unique selling proposition of using only recycled materials, the manufacturing and sourcing process plays a great role for the customer experience and enables customers a high identification with the products and the brand.
Learn more about Freitag lab.ag →
How they do it: Rolls-Royce, sold via luxury dealerships, legitimizes their high sticker-prices – the average vehicle price is over $600,000 – with the image and positive associations of the brand. Promotion activities are similarly aligned with this highly exclusive approach.
Learn more about Rolls-Royce →
How they do it: IKEA’s stores and products are all designed around the theme ”Nordic living”. Products are named with Swedish words and the food offered in the IKEA restaurants and grocery stores is mainly Swedish as well. Hence IKEA products and product names have a high recognition value.
Learn more about IKEA →
How they do it: Products displayed on Pinterest (e.g. organic posts by users or ”Promoted Pins”, paid for by brand advertisers) are a form of experience selling. The popularity of a product (often based on its visual appeal) is voted on by the community, and feedback on the product’s experience is provided below the user. A sponsored post is often surrounded by similar posts of the same category or brand, which fosters the unique discovery appeal of Pinterest.
Learn more about Pinterest →
How they do it: Dollar Shave Club has a distinct brand image focusing on the bearded man. By focusing on the manliness also in its advertising campaigns it allows the customers to identify themselves with the brand.
Learn more about Dollar Shave Club →
Below, the top industries for the pattern "Experience Selling" are displayed, in order to get insights into how this pattern is applied across different industries. We've collected data from 5 firms using this pattern.
Top Industries
36% of firms using pattern
24% of firms using pattern
19% of firms using pattern
All Industries
Below, the pattern "Experience Selling" is analyzed based on co-occurrence, in order to get insights into how this business model pattern is applied in combination with other patterns within the firms we studied.
Top Co-Occurrences
6 pattern co-occurrences
4 pattern co-occurrences
3 pattern co-occurrences