July 2018

Create Event ROI

As we wrap up some of the most important conferences and trade shows of the year, sales departments are processing piles of business cards, overdue promises for post-conference follow ups, expense reports, and calculating the impact of those costs on their pipelines and forecastable revenue….and often coming up short. Some questions that come up during this analysis:

  • Did we get value from attending?
  • Are we only there because it’s expected by our industry peers?
  • Why don’t the right people come to my booth?
  • How do I get actual business from this investment?
  • Can attending the trade show help reduce client acquisition costs, (CAC)?
  • Are we measuring any positive economic impact from attending?

These are not the days of excess budgets – either time of money – and every minute and dollar taken from your teams’ allotment must contribute to your measurable goals. How do you make that happen for conference and trade shows?

How to measure ROI or Value Derived from a trade show, is a well published topic. We could write for days on the possible processes and formulas to determine if attendance at a trade event was maximized.

In our experience, this happens with a focus on four things:

Pre-Conference Preparation and Strategy

  • Create a plan to manage booth traffic. For example, have a greeter, (aka traffic cop) that engages with floor traffic and has the skills to direct the truly interested prospects to sales personnel and helps manage less profitable interactions that erode precious sales time.
  • Pre-show appointments with prospects, clients, KOL’s, and potential partners. These meetings are one of the most valuable gains from conferences. It is the perfect opportunity to meet offsite and build relationships.

Corporate Persona Strategy

Has your company changed focus or expanded its’ offerings? Has your corporate narrative changed?  Do you want to strengthen your existing perception in the market?  Conferences and trade shows are a great, interactive, place to let the market know about your value propositions, culture, and direction. Make sure the persona you present at the show, is consistent with the marketing collateral and space design to the staff attire, and style of personal interactions and presentation.

Resourcing

Show floor and event resourcing requires critical planning. The booth should never be unattended, and your key executives should be networking with their peers at show events and planned get together s. An easy barometer to help make staffing decisions with ROI, is the amount of pre-booked executive meetings that are in place. If your team has booked your key executives over 60% of their time to pre-set meetings, you’ve reached the tipping point to justify the cost of bringing another person to cover the booth.

Post-Conference Strategy

The best pre-conference strategy is diminished if it is not coordinated with a well-executed post conference strategy. The post-conference “thank you” touch points and calendar coordination should be taking place as the conference happens and finished within a few days of a conference.  Sales assignments should be tracked, (consider a contest for the sales reps that convert the most conference leads), and any business attributed to the ROI of each conference for next year’s attendance decisions.

Summary:

As you measure your conference season success, manage your ROI expectations by factoring in the exposure your organization gets from attending or exhibiting. A challenge for marketers is how to measure the value of working with prospective clients at a trade show when the potential revenue may not be recognized for several quarters. If your sales transactions are large and/or multi-year, a reduction in sales cycle time will greatly reduce client acquisition costs and improve cash flows which should be factored into Trade Show ROI.

 Each of your attendees gain more experience, polish, and develop more valuable industry relationships. Although not as easily measured, these factors grow and develop individuals and organizations, adding to your strength and value.

 

JUNE 2018

Increase Effective Consumer Education by Integrating Marketing Channels and Sales

Feeling overwhelmed by the deluge of articles covering the speed of change in marketing? Recently, the hottest topic is how the convergence of multiple channel including digital, trade events, television, radio, print, conventional mail, traditional out and inbound voice, and field sales, has given all of us in the marketing game a plethora of consumer touch points. With all these exciting methods of channel engagement, (no pun intended, but our name is Channel Methods), it’s easy to inundate the consumer with an overabundance of confusing communication and call to action choices.

One of the biggest challenges marketers have is making sure that our value proposition and the supports that make them up are uniform across all our channels. It sounds simple, but we must remember that each channel catches the audience in different modes and stages of consideration. For example, while the message built into a video push to a business email address would be different than the message and presence on a social media channel, such as Facebook, the underlying message needs to stay consistent – the organization’s unique value proposition.

Ultimately, one of the biggest challenges marketers face is equipping their field force with the tools needed to reinforce the value proposition in a customer facing situation; while keeping in mind that the customer may have gained impressions from one or more our marketing channels before the field sales team ever meets them.

A strategy for leveraging those impressions, is training inside sales staff and lead generation teams to first discover from the prospect what marketing channels they have been exposed to, and what is their current awareness of your firm’s value proposition.  They can use this information to help the prospect fully understand the value proposition, ensuring that the prospective customer is ready to move into the consideration stage.

This net result will be a more efficient initial field sales calls, as the prospect has already been educated on the complete value proposition, or the inside sales team has advised the field sales team that additional explanation about your value proposition is needed.

In either scenario the marketer that promotes this integration between marketing messaging, field sales and inside sales will present a more uniformed front to the information overloaded prospect.

Questions or comments? We would love to hear what you think. jillians@channelmethods.com  Jillian Stamatis, Business Development Manager (comments sent to CMP will never be posted without permission)

 

MAY 2018

How to Create a Powerful Conference Strategy

Conference season. At times both the most refreshing and exhausting time of the year. On one hand, it’s an opportunity to step away from the office or lab. On the other hand, the travel and taking time away from ongoing projects can often seem like too much to handle.

We’ve picked up a few tips and developed strategies that can help anyone through securing critical appointments, walking a trade show floor, and prioritizing informational sessions.

Plan Ahead: Are you really planning far enough ahead? Ideally, begin planning 6-8 months in advance, ramping up in the six weeks before the event.

Personal Contact: Put together a mix of outreaches. While email blasts with a link to click “if you would like to meet”, or social media posts announcing your attendance and availability, might seem like the easiest way to reach the most people, the most powerful meeting you have will be with the people you personally connect with before the show. Create a strategy mixing these methods, to schedule appointments with these targeted contacts before the show.

Resourcing: Who is representing you? Make sure you are choosing the right mix of your sales and marketing team and subject matter experts, to both achieve your business goals and solidify your reputation as an industry thought leader.

Meeting place: Scout before the show. Identify areas throughout the venue to hold both formal and stand up meetings. Ensure they are near your target companies.

Packets: Each team member should be prepared with an informational packet containing appointment and conference schedule, prospect bio’s, and marketing materials. Additionally, sales reps can put an announcement regarding their attendance, with a link to an appointment calendar in their email signature.

Follow Up: Real time follow up, conducted by a remote team during the conference, is one of the most impactful ways to ensure post-conference engagement. Develop and deploy a follow up team before the conference begins.

You can significantly increase the return on your conference investment, and reduce stress for your team, by creating a powerful strategic plan before the start of the season.

Questions or comments? We would love to hear what you think. jillians@channelmethods.com  Jillian Stamatis, Business Development Manager (comments sent to CMP will never be posted without permission)

 

APRIL 2018

It is with a heavy heart that we write this message.  Sadly, Dan Diaz our long time client- and more importantly- long time friend, has passed away after fighting a courageous battle against ALS. Dan’s glass-half-full personality that has consistently inspired others around him to give it their all.  In our hearts we know that Dan’s first love was teaching and mentoring. He took great pride in helping others around him reach their potential. Even as we write this, our email inbox has invites sent just last week from Dan about future events and Biotech Breakfast Club meetings, an event that is further testament to Dan’s optimism, tenacity and never ending desire to make a difference.

During Dan’s battle against ALS, industry friends, neighbors, and friends, came together to support Dan and his family; is there anyone in Pharma that Dan didn’t know?   This outpouring of support truly shows the many lives that Dan and his family touched- and we must add again; is there anyone in Pharma that Dan didn’t know? We don’t think so 🙂

We also came to know Dan’s family better and, at times, got to see first hand the tireless support and care they gave Dan. They, like Dan, showed strength, kindness, and a perseverance that is an example for us all.

We will forever miss Dan being with us in person. However, we can find solace that every day that some piece of what Dan taught us will be practiced both in life as well as in business. To that end, Dan will always be with us.