For today’s constantly connected consumers, shopping never sleeps. Whether making an everyday purchase or researching a big-ticket item, we reflexively turn to mobile. These I-want-to-buy moments are important for consumers, and they’re critical for brands. Are you winning these micro-moments?
- Written by
- Allison Mooney , Brad Johnsmeyer
Giana was in her local drugstore, trying to understand why two brands of the same type of treatment differed in price by $15. (The more expensive option coming in a smaller tube, no less.) “I thought there had to be a difference,” she recalls. So she pulled out her smartphone and searched for product reviews, right there in the store aisle. She ended up going with the higher-rated, yet higher-priced product. Looking back, Giana realizes that had she not had her smartphone, she probably would have bought the cheaper one.
Erica was at the airport, killing time before a flight, when she searched for a mortgage calculator. She wanted to figure out whether she and her husband could really afford a new home. That first smartphone search led to many more in stolen moments throughout her day as she researched the purchase step by step. “Being able to do it in the moment makes it more fun and less daunting,” says Erica. “I can space it out throughout my day.”
Micro-moments are the new digital reflexes that have ended the act of “going online.”
For today’s constantly connected consumers, shopping never sleeps. Whether we need to make an everyday purchase or research a big-ticket item, we reflexively turn to our devices. This happens in hundreds of micro-moments throughout the day when we’re making purchase decisions. (What’s the best choice? Can I afford to buy this? Is it worth it?) These I-want-to-buy moments are important moments for consumers, and they’re critical for brands. They’re opportunities to connect, especially on mobile: 93% of people who use a mobile device for research go on to make a purchase.1