| The Marketing Imprint August 2010 |
Greetings!
The Marketing Imprint provides concise, relevant and timely business development ideas. |
When You Participate In a Trade Show, Manage it Like a Campaign
Don't Just Hope That People Stop By Your Booth
What's Your Goal?
How many new leads must be generated in order to achieve your campaign's ROI objective?
Market the Campaign
- Use an Online Event Marketing system
- Pre-schedule 15-minute booth calendar time slots with customers and prospects
- Use pURL based postcards to invite people outside your CRM database
- Write an article and advertise in your industry journal one issue before the show
- Participate in the day-one media session
- Give a presentation on a new topic during the show
- Team up with a complementary partner
- Free running presentations and demos enable suspects to self-qualify prior to requesting a 1on1 meeting
- Booth staff should enter important real time information into your CRM system
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StorySelling Appeals to Emotional Needs
Stories enable people to visualize their own situation, which helps them understand, believe and remember your message. Energized emotion will drive their next steps.
"In the factory we make cosmetics. In the store we sell hope"
Charles Revson
Your company is a compilation of intriguing stories not sales pitches.
Every sales person should be armed with a portfolio of compelling stories fit for the moment.
 INTAgLIO Authors Success Stories
We'll write a story whose message is suited for a target audience and will also build confidence in other employees who are searching for new ways to help their customers. |
 Is Your Fan Base Telling Compelling Stories About Your Company?
Your fan base is a key member of your marketing team because of its power to influence referrals. [Do you track this lead source in your CRM system?] Make it rewarding for fans to make a connection with your business through drip marketing messages that teach them about your company in bite size lessons. |
