10 Beer Budget Event Marketing TipsWritten by Sharron Senter
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Event Marketing Tactic #6 -- Some of your most qualified event leads come from networking with other exhibitors. Therefore, secure exhibitors' list several days before your event. At minimum, you want to know what competitors will be there so you can mystery shop. What's more, you want a plan outlining what exhibitors you intend to approach to either pitch your services, or secure an informal partnership. Prepare your plan and your sales-spin before big day! Event Marketing Tactic #7 -- Would you like to participate in more events but don't have budget? Try approaching complementary exhibitors and ask if they'd be interested in sharing booth space with you. Split costs. Moreover, you can cover for each other when you need a break. Or, look around for hidden advertising money. If you're a distributor, perhaps you've accrued MDF funds [Market Development Funds] a.k.a. advertising coop money, unbeknownst to you. Many companies will allow resellers to spend MDF funds to pay for event booth fees. Event Marketing Tactic #8 -- Save yourself a lot of time and only approach event passersby who make eye contact. People who don't look at you or your booth are not looking for a reason. Remember, you can only speak to so many people at an event, therefore utilize your precious time wisely. Target those who make eye contact. Event Marketing Tactic #9 -- Make sure you're allowed to display signs, posters, banners, etc. Treat your signs as miniature billboards. No more than six words and make sure it can be read from at least 10' away. Event Marketing Tactic #10 -- Don't pay full price. Remember, almost everything in life is negotiable, including booth fees. Always ask for a price reduction; you'll be pleasantly surprised. Printed advertising and/or booth fees are just a starting point for negotiations. P.S.....Stand up, don't chew gum and try not to talk too much to other people working your booth. The latter makes you appear unapproachable. Finally, your attire should be slightly better than what you believe attendees will be wearing. For example, if you're attending an event whereby most of attendees are engineers, don't wear a three-piece suit!
Sharron Senter is a New England-based marketing consultant, speaker, writer and founder of Senter & Associates, a marketing communications firm that helps small and home-based businesses deploy low-cost online and offline marketing strategies. She’s well known for her free weekly emailed marketing tips found at http://www.sharronsenter.com
| | MARKETING THE REAL YOU Written by C.J. Hayden, MCC
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Now imagine placing a follow-up call to a prospect where you are completely honest. You could say, "I have some days open on my calendar soon and I'm wondering if this would be a good time for that project we've been discussing." Or, "We haven't talked in a while and I'd like to find out if you're still planning to start new training program this year." I see so many professionals and consultants struggle with trying to find an "excuse" to call a prospect. You don't need some manufactured excuse. You know reason you're calling. Most of time THEY know reason you're calling. Just say what it is. Let's extend this same principle to making a cold call. Instead of stumbling around awkwardly trying to make a polished -- but unnatural -- sales approach, imagine yourself saying, "I'm not much of a salesperson, but I'm really good at what I do. Can we have a conversation about what you need and see if I'm right person for job?" If you've been working from a cold-calling script that makes you flush and get a tight throat every time you read it, throw it out. Come up with one really good opening line that feels authentic and gets directly to point. Then decide how you will answer -- honestly -- some of typical questions prospects ask you. My bet is that your calls will immediately get easier. In fact, more you become honest, direct, and authentic in all of your marketing, more appealing selling will be to you, more effortless it will become, and more success you will ultimately achieve. Because most business results from building relationships, and how can you develop a relationship with someone when you never reveal who you really are? C.J. Hayden, MCC
C.J. Hayden is the author of Get Clients NOW! Since 1992, C.J. has been teaching business owners and salespeople to make more money with less effort. She is a Master Certified Coach and leads workshops internationally. Read more of her articles at www.getclientsnow.com
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