Pop-up window from ADP website while surfing on Chrome:
"Please make your New Password different"!
SESSION #1: MARKETING AT TRADE-SHOWS
Kim Allen, Sudden Impact Marketing
Pre-show Message:
Build the whole presentation around the message
Make it easy to understand
Concise
Help people get to the show - send them tickets, tell them where your booth is located,
Buy a database or use your current list. If you are exhibiting you might have access to attendee names.
Promote your booth well in advance via multiple channels (online, direct mail, print, radio, email, etc.)
A phone campaign can go a long way.
Consider sponsoring the show, your name can then be more visible
At the show
Explore opportunities for having your name to be more than just at your booth.
The large hotels near the show might have sponsor options
get a list of attendees that are staying at the hotel
hang a banner in the hotel
sponsor doorknob hang tags
closed circuit ads
Follow-up
phone/email/visits
take notes during your conversations so when you follow-up the conversation can continue
Nurture the leads with visits and a planned follow-up schedule
Put your company name right in the subject line
SESSION #2: LEAD MANAGEMENT
Fred Tuzzi, TriComB2B
You need a system that allows leads to come in, qualify, follow-ups
Paying for a badge scanner is a good idea
Suggested timeline:
Show
post-show email with link to micro site with mini survey.
*call them, identify if hot, cold, or non-lead
hot leads go to sales
cold leads get email a month later
Repeat*
hot to sales
cold to trash
BOOTH DESIGNAnd to top it off, I won the raffle prize of a lunch bag from TriComB2B
Kyle Hickman, Cult Marketing
Discover- ethnography quality trumps quantity
Develop- take info from D1 and create a brand strategy (operations, products, marketing)
Deliver- brand roadmap
Plan of attack - Establish your goals
why are you there?
what results do you want?
a plan that leads your audience towards your goal
goal options- traffic and leads, awareness, show/demo product
Message
know your audience
persuade through emotion
convince them rationally
Attract from a distance
even before they are at your booth they should want to find your booth
create visual interest
Get them inside your booth
popcorn
consider the traffic flow - there needs to be an in/out and a pit stop
Show them the way to your goal
[Christine - painting girls on hillside barn, sun in sky]
Dominant, subdominant, subordinate
Deliver the goods
Staff appropriately
make an impression
hand out efficient materials
Research
hire a third party to call your target clients and ask them who they plan to see and why
ask your clients what they liked about your booth and adjust
Psychological Egoism - there is no deed that is unselfish (selfless)I wonder, is there a group hierarchy of needs framework?
I am ok with this theory. If everyone did this and realized it was beneficial, it would happen a lot more often.
Steve Geyer, Founder Shadowbox
The people who know you denots the currency of your success (quality and quantity, ex: 1M pesos vs 10USD)
Dont put all your emotional eggs in one basket. If you spread things out when something fails all is not lost.
Guard your reputation with you life.
What struggles have you overcome?
What struggles are you working to overcome?
Consider helping others out. A good way to decide how you want to help is by reviewing the needs of persons. Maslow's hierarchy is a framework of an individuals needs.
BUCKLEY: The Hispanic audience in LA is greater than the population of Chicago. We have to consider building entertainment beyond Univision or Telemundo. So we took the concept of "Pedro and Maria" to MTV.
But there are problems with who gets the international rights. The network wants rights to produce the concept or shows in order to develop varaiations abroad.
FERRERA: The content has to be good first and foremost. I didn't have choice of having a digital image or not, it was more so deciding to manage it or not. For example: my friends would text and say, "I'm following you [on Twitter]" and I didn't even know what they meant at the time.
Digital media has really helped me stay in touch with the fan base. For example: on my birthday I would say to my fans, "for my bday donate a few bucks to this fund to build schools."
Pedro and Maria is a great example to develop mainstream shows. Growing up I was a Latina, but at the same time I was a Latina-teen in a USA surrounding.What impact do you see digital involvement impacting success of brands?
BUCKLEY: Fred was successful on YouTube so execs took him and developed his work into traditional media. It was a risk to take digital to television, but the reality is, is that he brought the viewers.
A big question is, how do you get the two connected? Fantasy football has what it takes, since guys are interested to watch on TV and track on-line.
BLACKSHAW: The trifecta of paid media was this year: olympics, soccer, super bowl
BUCKLEY: Fan clubs don't have presidents (or leadership) it is self-lead and evolves all on it's own.
FERRERA: I recently did the first FaceBook talk show about the Dry Land and thousands of people now know about an independent film which otherwise they may not have learned of it since there was no marketing dollars available.
Having the status updates come from the source as opposed to a fan club president garners a much better response.What do you see the role of brands in future entertainment?
BUCKLEY: It will be hard for brands to reach consumers via broadcast. Keep in mind Twitter was not part of our lexicon 2008. The goal then is to identify the solid story so branding can be built upon it.
BLACKSHAW: Brands will evolve into more of an experience.AUDIENCE QUESTIONS:
BUCKLEY: The Biggest Loser started working with Subway and 24/7 Fitness and other sponsors and help them get media buys.How do you balance authenticity of a personal brand versus a "faceless" brand?
BLACKSHAW: How to stay authentic? I make sure I believe in the content and It will be good. If you compromise the show with poor brand content it will for sure get you.How do address the negative things in social media?
BLACKSHAW: I don't address them, rather I move toward the things that are popular. It was scary to put myself out there since there were not boundaries. When something bad does happen usually the other fans attack the villan
BUCKLEY: Sometimes the best approach for monitoring social media is to let it float (whether good or bad), and see where it goes.How will the social-media interactions play out on Pedro and Maria?
BUCKLEY: We are just getting into the planning and development and writing, butt it will cover things like advising/deciding what music will play when they first kiss. Just like The Hills decision of LC going to France vs staying with boy friend.Population of Hispanic in LA is equal to the population of Chicago. How will you balance the need for local markets (ex Midwest, east cost)?
BUCKLEY: It doesn't mean that it is just in south west. It has to be about content, the fact that they are Latino is nonessential.
BLACKSHAW: Most people have an latent desire to be Latino.--