Download - Marketing and PR Webinar 2
Event Marketing and Promotions
Part 2:Event Marketing and Promotions
Marketing EssentialsFor Teaching Professionals
Event Marketing and Promotions
Howard BrodwinSports and Social Change
Cause Marketing | Corporate Social Responsibility | Social Enterprise
Event Marketing and Promotions
Part 1:Public Relations / Social Media
Part 2:Event Marketing / Promotions
Event Marketing and Promotions
Event Marketing and Promotions
•Events / Experiential Marketing (aka - “Live Marketing” or “Participatory Advertising”)
•Creating your Own Events Vs. Participating at Existing Events
•Evaluating Event Sponsorship Opportunities
Event Marketing and Promotions
Terminology:
• Event Marketing
• Experiential Marketing
• Grassroots Marketing
• Guerilla Marketing
• Brand Activation
Event Marketing and Promotions
Terminology:
Event Marketing - Direct hand-to-hand
communication, sampling or interactive
displays, targeting specific individuals or
groups at gathering spots where they hope
to make quality, individual connections.
Event Marketing and Promotions
Event Marketing - Examples
Event Marketing and Promotions
Event Marketing - Examples
Event Marketing and Promotions
Event Marketing - Examples
Event Marketing and Promotions
Terminology:
Experiential Marketing - Creating
connections between brands and consumers
in the form of “one-to-one” or “one-to-many”
experiences that are personally relevant,
memorable, interactive & emotional, AND
lead to increased sales & brand loyalty.
Event Marketing and Promotions
Experiential Marketing - Examples
Event Marketing and Promotions
Experiential Marketing - Examples
Event Marketing and Promotions
Terminology:
Grassroots Marketing - to market your
company, products or services on a local and
a personal level, often using people to
spread the word through personal contact
and dialogue.
Event Marketing and Promotions
Terminology:
“Street Team” - groups of people who visit
high traffic areas to distribute information,
samples, coupons, etc.
Event Marketing and Promotions
Grassroots Marketing - Examples
Event Marketing and Promotions
Grassroots Marketing - Examples
Event Marketing and Promotions
Grassroots Marketing - Examples
Event Marketing and Promotions
Terminology:
Guerilla Marketing - Putting your brand in
unexpected places, in unexpected ways.
Event Marketing and Promotions
Guerilla Marketing - Examples
Event Marketing and Promotions
Guerilla Marketing - Examples
Event Marketing and Promotions
Guerilla Marketing - Examples
Event Marketing and Promotions
Terminology:
Brand Activation - bringing a brand’s core
features or values to life through creating
experiences.
Don’t try to communicate every detail of
your brand; the purpose is to build better
brand connection, not increase sales.
Event Marketing and Promotions
Brand Activation - Examples
Event Marketing and Promotions
Brand Activation - Examples
Event Marketing and Promotions
Brand Activation - Examples
Event Marketing and Promotions
Pros and Cons of Event/Grassroots Marketing
Pros…• Direct communication with target audience• Experience your brand (You!) & services• Humanize your brand• Gather warm leads• Gain immediate feedback• PR/Media exposure
Event Marketing and Promotions
Pros and Cons of Event/Grassroots Marketing
Cons…• Costs: Staff & Materials (signage, displays, booth/tent, travel & transportation, gear)• Time • Stress• Measurement & Evaluation
Event Marketing and Promotions
Event Marketing
Your Own Event Vs. Sponsoring Events
• What are your goals?
• Are there existing events that deliver your
target market?
• Are they within your budget?
Event Marketing and Promotions
Event Marketing > Hosting Your Own Event
What is the reason behind it? Have a measurable goal that everything
is geared toward accomplishing.
• Do you want to thank your existing customers? Or attract new ones?
• Are you launching a new service and want to create buzz among influencers?
• Are you looking to associate yourself with something that resonates with your market?
Event Marketing and Promotions
Event Marketing > Hosting Your Own Event
How will you promote your event?
Create a Marketing Plan / use the tools…
• Earned Media - PR/Publicity• Owned Media - Social Media/Email/Blog• Paid Media - Advertising/Direct Mail
Event Marketing and Promotions
Event Marketing > Hosting Your Own Event
“Anyone can throw a great party, but this isn't about throwing a party. It's about hitting business objectives.”
• Your services and the event should intersect in a meaningful way
• Give the audience something they weren't expecting as long as it's “on-brand”
Event Marketing and Promotions
Event Marketing > Sponsoring an Event
Types of Events
• Food & Beverage• Music• Entertainment • Health/Wellness • Fashion • Singles • Wedding
Event Marketing and Promotions
Event Marketing > Sponsoring an Event
Set a Realistic Budget
• Space, power, lighting, on-site signage,
collateral placement, promo drops, speaking
opportunities
• Tent/Canopy, banners, signage, collateral,
promo items
• Staff, travel, transportation
Event Marketing and Promotions
Event Marketing > Sponsoring an Event
Exercise
If you had an unlimited budget, what event would you sponsor and why?
Event Marketing and Promotions
Event Marketing > Sponsoring an Event
Exercise
Using the same theme of that event, now you only have a budget of $2,500
- what would you do?
Event Marketing and Promotions
Event Marketing
Develop contingencies for Wild Success and Absolute Failure
• Flexibility is key
• What will you do if all or part of your idea
begins to fail before the event happens?
• What will you do if you’re wildly successful?
Event Marketing and Promotions
Event Marketing > Tie-in w/Social Media
• Reward or prize for “liking/following” you on their phone• Exclusive access to existing fans: meeting a celeb, preferred parking, special promo item• On-site experiences: Photo scavenger hunt
Event Marketing and Promotions
Event Marketing > Evaluation
• Did you meet your objectives? Why/Why not?
• Did you stay within/under budget?
• What went right/wrong?
• How well did you tie-in with other aspects of
your marketing?
• Have you followed-up with leads generated
from the event? Did it result in new business?
Event Marketing and Promotions
Experiential Marketing = Content Creation
Add to your Content Library/Strategy
Event Marketing and Promotions
Promotions
Creating an incentive for your customers to purchase your services
Event Marketing and Promotions
Event Marketing and Promotions
“A barking dog is often more useful than a sleeping lion.”
~ Washington Irving
Event Marketing and Promotions
Common types of sales promotions
• Discounts (Price Deals)• Coupons • Sweepstakes/Contests • Buy One - Get One (BO-GO) • Gift with Purchase (Premiums)• Incentive / Frequent Buyer • Holiday / Themed Promotions • Others: In-store displays, sampling, bundling, rebates, trade-ins, free trial/demo
Event Marketing and Promotions
More than any other element of the marketing mix,
sales promotion is about ACTION. It’s about stimulating customers to buy.
Event Marketing and Promotions
Sales Promotion - Definition
Media and non-media marketing pressure
applied for a predetermined, limited period of
time in order to stimulate trial, increase
consumer demand, or improve product
quality. (American Marketing Association)
Event Marketing and Promotions
Price-Value Relationship
• Every product or service has an established
perceived price or value
• Sales promotions change this price-value
relationship by increasing the value and/or
lowering the price.
Event Marketing and Promotions
Common types of sales promotions
• Discounts - lower the price
• Coupons - increase value/lower the price
• Sweepstakes/Contests - increase value
• Buy 1 / Get 1 - increase value/lower price
• Gift with Purchase - increase value
• Rewards Pgm - increase value/lower the price
Event Marketing and Promotions
What Makes Sales Promotions Different?Compared to the other components of the marketing mix - Advertising, Publicity, Events - a Sales Promotion commonly:
• Operates on a shorter time line • Uses a more rational appeal • Returns a tangible or real value • Fosters an immediate sale • Contributes highly to profitability
Event Marketing and Promotions
Discounts/Price Based Promotions
Event Marketing and Promotions
Discounts/Price Based Promotions
Price deals are usually intended to:
• Encourage trial of a new services
• Recruit new buyers for existing services
• Convince existing customers to increase
purchases, accelerate their use or purchase
multiple units.
Event Marketing and Promotions
Discounts/Price Based Promotions
Ways to Implement:
• In-Store/POP Displays - Pro Shop?• Advertising• Direct Mail/Email • Event • Associations / Groups • Referrals • Group-buying (Groupon/Living Social/Amazon)
Event Marketing and Promotions
Coupons
Event Marketing and Promotions
Coupons - Objective
Maximize the Redemption Rate: The proportion of customers actually using
the coupon Vs. what was distributed.
• Measure short term Vs. long term impact
• Coupon promotions are often used for new products or to encourage sales of existing products that are slowing down
Event Marketing and Promotions
Coupons
Distribution Methods
• Advertising: Print or Digital • Back of receipts • Free Standing Inserts (FSI) • Online/Email • Direct Mail (ex: ValPak) • Events• Mobile Phone
Event Marketing and Promotions
Sweepstakes & Contests
What’s the difference between a Sweepstakes and a Contest???
Event Marketing and Promotions
Sweepstakes & Contests - What’s the Difference?
Contest: Audience applies skill, analytical or creative thinking to try to win a prize. Winners are determined by judges or by which contestant comes closest to a predetermined criteria.
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Event Marketing and Promotions
Sweepstakes & Contests - What’s the Difference?
Sweepstakes: A promotion in which winners are determined purely by chance.
Event Marketing and Promotions
Sweepstakes & Contests
Event Marketing and Promotions
Sweepstakes & Contests
Often create excitement and generate interest, create great content, can go “viral,” but…
• Time consuming• Expensive• No guarantee of success• Legal Issues• Hard to accurately measure impact on sales• Fail to build long-term loyalty
Event Marketing and Promotions
Buy One - Get One (BO-GO)
Event Marketing and Promotions
Gift With Purchase / Premium Promotions
“The prize in a cereal box”
Event Marketing and Promotions
Gift With Purchase / Premium Promotions
• Commonly found with magazine subscriptions, cigarettes, cosmetics and fragrances
• Ability to partner with affiliated brands or products; Can you barter???
Event Marketing and Promotions
Gift With Purchase / Premium Promotions
• The premium may be given for free or offered to consumers for a significantly reduced price
• Set “purchase targets” - buy a certain quantity or dollar amount to receive free gift
• Instant Gratification
• No confusion about returning coupons or proof of purchase
Event Marketing and Promotions
Loyalty/Frequent Buyer Programs
Encourage and reward repeat purchases by acknowledging each purchase made and offering a premium as purchases accumulate
• Airlines• Grocery Stores• Car Wash
Event Marketing and Promotions
Loyalty/Frequent Buyer Programs
Decide what you want to accomplish:
• Reward customers for their frequency and increased # of lessons
• Design a tiered structure that rewards active students with privileges & special offers
• Shift the pattern of frequent student’s behavior by offering incentives and rewards for buying lessons on off-peak days
Event Marketing and Promotions
Event Marketing and Promotions
Resources
EventMarketer.com
ExperientialForum.com
ExperientialMarketing20.com
Meetup.com
Eventbrite.com
Promo.com
PMAlink.org Promotion Marketing Assoc
Event Marketing and Promotions
Whew! We made it!
Event Marketing and Promotions
Questions & Comments
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