10 attendee recruitment tips in 20 minutes
DESCRIPTION
Part of an ongoing series of webinars with The Pulse Network, this presentation features 10 great tips to bring more attendees into your exhibitions and conferences.TRANSCRIPT
The Pulse Network The Pulse Network WebinarWebinar
10 Attendee Marketing Tips in 20 minutes10 Attendee Marketing Tips in 20 minutes
March, 2012March, 2012
By Stephanie Selesnick, ITIBy Stephanie Selesnick, ITI
& Rick Quinn, The Pulse Network& Rick Quinn, The Pulse Network
Tip 1Tip 1 Hold attendee focus Hold attendee focus
groups in the cities groups in the cities where they are where they are headquartered well headquartered well before your show.before your show. Buy them breakfast or Buy them breakfast or
lunchlunch Ask what exhibitors Ask what exhibitors
and/or products they and/or products they want to see that they want to see that they havenhaven’’t seen before.t seen before.
Tip 2Tip 2 Visit your top 10% attendee Visit your top 10% attendee
prospects in their prospects in their offices/stores/factories. How can you offices/stores/factories. How can you solve their problems if you donsolve their problems if you don’’t know t know what they are?what they are?
Tip 3Tip 3 Visit the top 5% of Visit the top 5% of
prospects who prospects who DO DO NOTNOT come to your come to your show.show. Directly ask them why Directly ask them why
they donthey don’’t attend.t attend. Ask them what your Ask them what your
show could do to show could do to change their minds.change their minds.
ListenListen to their to their answers!answers!
Thank them for their Thank them for their time.time.
Tip 4Tip 4 Community build 24/7 using social Community build 24/7 using social
media.media. Hang out where your clients and prospective Hang out where your clients and prospective
clients hang out.clients hang out. DonDon’’t sell. t sell. Offer CONTENT across multiple channels.Offer CONTENT across multiple channels.
Offer solutions to their pain.Offer solutions to their pain.
Tip 5Tip 5 Effectively Effectively
leverage your leverage your media and media and association association partnershipspartnerships Hold them Hold them
accountableaccountable Make them feel Make them feel
specialspecial Say THANKS!Say THANKS! Debrief within 2 Debrief within 2
weeks post showweeks post show
Tip 6Tip 6
Use old school marketing to reach Use old school marketing to reach attendeesattendees
Tip 7Tip 7 Find inspiration from other smart Find inspiration from other smart
marketersmarketers WhatWhat’’s the coolest thing yous the coolest thing you’’ve seen recently?ve seen recently? How can you adapt it for your business?How can you adapt it for your business?
Tip 8Tip 8 Use Bloggers. Use Bloggers. Discuss realistic goals and expectations Discuss realistic goals and expectations Feed them good intel before the showFeed them good intel before the show
Tip 9Tip 9 Highlight whatHighlight what’’s in it for attendees to s in it for attendees to
come your show. Not what you think is come your show. Not what you think is cool. What they think is cool.cool. What they think is cool.
Features vs BenefitsFeatures vs Benefits Call a spade a spade.Call a spade a spade.
Tip 10Tip 10 Partner with your exhibitors for a multiplier effect.Partner with your exhibitors for a multiplier effect. Make them stakeholders in the collective success Make them stakeholders in the collective success
of the show - and make the process EASY.of the show - and make the process EASY.