Marketing Buzz

Driving Traffic To Your Trade Show Booth

2009-03-06T16:27:00.000-08:00

The first step in attracting visitors to your booth is to hire the right people to represent your company. Your booth representatives must be on their best behavior at all times during the show. This seems like an obvious fact but I have been to trade shows where the people behind the booth acted disinterested. Some did not even bother to stand when visitors stopped by. Don't let apathy happen to your booth! People form their first impression at the booth.

Is your booth sending out the proper message? The booth should support your message and explain who you are and what you do. The booth layout should focus on your visitor. Therefore, make your booth easy to navigate and eliminate barriers.

Now that you have traffic coming to your booth, how do you hold their attention? Perhaps you could demonstrate a product, give a brief presentation or take your visitors on a virtual tour. These activities could also serve as prerequisites to branded gifts. Make your audience "work" for their prize. That way you can gauge their level of interest first. You might prepare two-tier gifts with the first-tier being for guests who display maximum interest and the second-tier being for those guests who only show minimal interest. Be careful not to order too many second-tier gifts as the number of quality leads will be significantly lower now that you are measuring your results.

Finally, remember that one purpose of your trade show marketing plan is to convert leads. Make sure you have a way to gather their information. It could be as simple as placing a fishbowl on your booth and asking your guests to register for a chance to win a prize. Implement these changes at your next trade show and watch how much more traffic you attract.

For more information on trade show branding ideas, visit our website.

4 Steps To Creating Pre-Show Buzz

2009-02-17T02:47:00.000-08:00

Here are four simple steps you can take right now to build interest in your upcoming trade show.

Mail a postcard to pre-registered attendees
Add booth information to all email signatures
Talk up the show during client interactions
Phone your top 10 customers with special invitation to see a demo at your booth

See, I told you it was easy.

How to Develop a Winning Tradeshow Marketing Plan

2009-02-13T00:20:00.001-08:00

Ok, I'm going to cut right to the chase here.

Your tradeshow marketing plan will have 3 parts:

Pre Show

At the show

After the Show

Your mission, should you choose to accept it, is to accomplish the following:

Deliver the message to the target audience

Make your show presence memorable, measurable and under budget

Build your brand.

Let's begin with pre-show contact. Did you know that 75% of booth visits are planned in advance yet 75% of exhibitors do not participate in pre-show contact? That's money left on the table, folks! Consider the following statistics: attendees spend 6-8 hours on the floor. They average 16-25 exhibitor visits. This is where you start to become memorable.

You can raise awareness of your upcoming show in a variety of ways. Some popular techniques include direct mail, room drops, website ads, email invitations, fax invitations, public relations, advertising, pre-show staff communications, and telemarketing.

If you want your staff to be busy engaging prospects and clients instead of twiddling their thumbs, offer your visitors an incentive to stop by your booth. Traffic will increase when a gift is promised at the booth. Traffic will increase when a <i>companion</i> gift is given at the booth. Include your company contact information on the gifts. 80% of exhibitors do not and this is a huge mistake!

Your goals with the pre-show contact are similar to those of your complete marketing plan. You want to target your audience, deliver the message, invite them to your booth and build your brand.

My next post will discuss booth layout and how to discourage freebie seekers.

Develop New Customers in Four Easy Steps!

2009-02-08T16:54:00.001-08:00

When developing a new customer you must do four things:

Get their ATTENTION!
Dramatize the biggest benefit of your products and services.

Keep their INTEREST!
Explain your product and service in short simple sentences.

Create DESIRE!
Focus on the benefits rather than features.
Use pictures or interesting descriptions.
Do not take this third step lightly. Your ability to sell to your prospects hinges on how well you create a burning desire for your products or services. In fact, you must master the art of cultivating a seedling desire. A simple definition of "seedling desire" is when your client has a slight interest in your products or services. When you learn how to make your client associate you with that primary driver emotion that leads to buying mode, you will have mastered this technique. Remember that desire is the root of all sales.

Provide a COMPELLING REASON for why they should buy from you.
Sell them before your competitor does.
ASK FOR THEIR BUSINESS!

Are You Promoting Your Services or Products With Squeeze Pages?

2009-01-15T19:27:00.000-08:00

If not, you are leaving money (and who knows how many potential clients)on the table. I recently completed my first squeeze page this week and I share my excitement with you in the video below. The first 10 people to comment on this post will receive a complimentary 7-day trial to the entrepreneurial training center referenced in the video. Enjoy!

Websites referenced in the video are as follows: www.wyteriajacobo.com and www.BlackEconomicRelief.com

Does promoting your business on this site and others really result in sales?

2009-01-08T17:09:00.001-08:00

This question was posed on Startup Biz Social Network. For the benefit of my clients and others who may be wondering the same thing, I've posted my reply here.

Yes, using social media to promote your business does work. I'm a promotional marketing advisor for WLB Enterprises and one of my clients came directly from my marketing efforts on an online social network. She called me out of the blue one day with a rush order for 100 megaphones.

Of course, you have to be careful that you project the proper image. I see many folks wasting time by posting their solicitations on other members' pages without qualifying them first. No one likes junk mail.

However, if you take the time to build relationships with other members whether they use your service or not, you will reap the rewards. The key is to focus on the long-term. Your online colleagues may not need your services today, but tomorrow they may desperately need them. If you practice intelligent follow up, you will not miss such opportunities to provide excellent service. Even if they never use your services, they may know someone who does.

Keep working your magic online and you will see results.

All the best,

Wyteria Jacobo

The Secret to Smart Marketing Revealed

2008-12-12T22:56:00.000-08:00

Does Your Advertising Strategy Include Promotional Products?

2008-12-08T13:27:00.000-08:00

Should Promotional Products Be a Part of Your Advertising Strategy?

2008-12-07T21:04:00.000-08:00

If you normally turn to traditional media to advertise your brand, you might want to read the results of a new study (The Advertising Specialties Impressions Study) conducted by the Advertising Specialty Institute first. Over 600 business recipients of promotional products were interviewed. Expect to be surprised and enlightened.

ASI's investigation reveals that people really do remember the names of advertisers whose items they receive. Jackets, pants, scarves, and other apparel led the way in name recognition (94%) followed by bags (90%), caps (89%), shirts (87%), recognition/awards (85%), writing instruments (85%), glassware/ceramics (84%), calendars (69%), recognition/jewelry (69%), and desk/office/business accessories (67%). This finding alone should help you decide which category(ies) to spend the most advertising dollars.

The second revelation of the study was that an average of 42% of businesspeople look with more favor on an advertiser after receiving their promotional product. Interestingly, bags topped this list with 53% of the vote. Hmmm. Could the popularity of tradeshows and conferences have something to do with this? Or is it related to more retailers going green and replacing their plastic bags with the green variety?

Furthermore, promotional products encourage their recipients to do business with the company whose name appears on the item. On average, 62% of businesspeople are influenced in this way. The promotional products that stand out in this category are recognition-awards.

Why are promotional products so popular with the business community? For starters, people tend to hold on to them longer. Think pens. We're always losing them and we can't seem to find one at the least opportune time. That explains why your client will hardly refuse your branded pen and why writing instruments topped the list for this category.

But how do you determine if your particular item will get you a decent return on your investment? Ask yourself this question: How useful is it? The more useful it is, the more likely it is that your client will keep it. In fact, usefulness beat out attractiveness and other reasons given by 55% and 54% respectively.

We are halfway through the results and I hope by now your interest is piqued enough to continue reading my next post on this subject. Look for it in the next few days.

Follow Me Here

2008-12-05T08:52:00.001-08:00

It's official. Marketing Buzz tweets! Follow me at www.twitter.com/wyteria. I look forward to learning all about you.

Is Your Mouth Watering Yet?

2008-12-03T23:33:00.000-08:00

Grow Your Business With Streaming Video

2008-12-02T17:09:00.001-08:00

Recession Proof Your Small Business

2008-11-24T07:58:00.001-08:00

The worst thing you can do when business is slow is hibernate!
Get out there. Be visible.

You cannot rely on drive by traffic. The days of "you build it, they will come" are long gone.

In order to increase customer traffic, you must first know your customer.
Keep track of what they buy or what services they tend to need and remember.
Define the demographics (sex, age, habits, etc.) of your best customers.
Get feedback from your customers.
Track the results of your promotions.

It is 5 to 10 times more expensive to find a new customer than to retain an existing customer. Therefore, customer loyalty is imperative. Concentrate on the benefits they receive from using your products and services.

You can build customer loyalty by following these steps:

Make your relationship personal.
Ask customers about themselves and their family.
Delight them by remembering dates important to them like their anniversary (this could also be the date they first became your customer).
Over-deliver and surprise them with an extra bonus.
Do more of what you do best and expand on it.
Send them thank you notes, they may lead to referrals.
Surprise them with a gift.
Send them useful information about items that might interest them.
Reward them with a frequent buyer program.

When developing a new customer you must do four things:

Get their ATTENTION!
Dramatize the biggest benefit of your products and services.

Keep their INTEREST!
Explain your product and service in short simple sentences.

Create DESIRE!
Focus on the benefits rather than features.
Use pictures or interesting descriptions.

Provide a COMPELLING REASON for why they should buy from you.
Sell them before your competitor does.
ASK FOR THEIR BUSINESS!

How to find new customers and sell them:
Ask for referrals - develop a referral program.
Seek joint venture opportunities- a local tile contractor created a networking group with contractors in other trades. He has found new business that way.

Use direct mail creatively:
(I realize cash flow is a concern but this is an investment you cannot afford to pass on!)
Send an invitation
Send Coupons
Send Promotional Gifts
Mail often

Get and use testimonial endorsements.
Hold a drawing.
Browse the internet.

For more marketing tips like these, visit our website at http://GetMoreROI.net and click on our blog tab.

Do You Know Where Buying Decisions Are Made?

2008-11-21T09:15:00.001-08:00

Don’t Just Serve Your Clients; Wow Them!

2008-11-13T20:53:00.000-08:00

When was the last time something like this happened to you? Four guys are arguing over a USGA rule on the course. Your client Bob whips out his cell phone and calls the service and gets the answer to his question. Bob is greeted by name and hears your company’s name twice. It's also on the card and then he'll probably mention something to his buddies who he's now collecting $10 each from for losing the bet. Your client is so excited about winning the bet that he leaves his golf bag behind. Before he makes it home, your caddy concierge service advises him of his loss and arranges to return the bag. When your client gets home, he calls to thank you again for providing a valuable service.

Or picture this. Your client Sue travels to a distant city. She doesn’t have a clue where the nice restaurants are. Sue calls the service. They not only tell Sue where the restaurant is, but send her a text message with the directions. When Sue hangs up she makes a mental note to send you more business for helping her out in a bind.

Offering concierge service is a great way to generate instant word of mouth. It's also a great way for a restaurant owner to show appreciation to a patron who spends a couple hundred a week or so in his restaurant. Concierge is an excellent service for Realtors®, car sales people, auto mechanics, tow truck companies-- anyone who wants to ingrain such messages into their client's heads as "We’re there when you need us", “Always ready to help" "You’re not alone". Could your company use this service? I bet it could.

For a complete list of our programs, please visit our website and click the "Concierge Services" tab located under the Showroom label. You’ll be glad you did.

How to Develop New Customers in Four Easy Steps

2008-11-02T18:04:00.000-08:00

Did you know?

It costs 5 to 10 times more to find a new customer than it costs to retain an existing customer. This is why customer retention is so important. Equally important, however, is the need to attract new customers. Follow these four steps:

1) Get their attention!
Dramatize the biggest impact your products and services will have on their lives or business.

2) Keep their interest!
Do not bore your readers with lengthy prose. Talk about your product in short simple sentences.

3) Create desire!
Focus on the benefits rather than features. Benefits sell, features tell.
Use pictures or interesting descriptions.

4) Provide a compelling reason for why they should buy from you!
Sell them before your competitor does.
Ask For The Order!

Marketing Minute Now Available on YouTube!

2008-10-31T12:30:00.000-07:00

It is official folks! Our inaugural edition of Marketing Minute is now on YouTube! This week's topics are buying decisions and intelligent follow up. Learn where buying decisions are made and how intelligent follow up keeps your brand top of mind. When you get a minute (pun intended :-), watch our video and subscribe to our channel, GetMoreROI.

Thanks for your continued support.

GetMoreROI.net

Make it Rain Green

2008-10-25T11:29:00.001-07:00

Did you hear about the new JC Penney store in Plano, Texas that is projected to be LEED certified once the store is complete? The store is scheduled to open in August of next year. I read the story and was impressed with the measures JC Penney is taking to achieve this status. For example, they are using recycled denim to insulate the store. I never heard of this so I did a little research to figure out the purpose of recycled denim. I found out that it is good for sound-proofing. Hmm, can shoppers expect a quieter environment now? At any rate, I hope corporate takes advantage of this opportunity to promote their committment to the environment. As a matter of fact, I came up with a few ideas on how they could advertise their LEED certification.

Perhaps, the first 100 shoppers could receive an eco-friendly umbrella like this one made from bamboo. (Did you know that bamboo is nature's most renewable resource?) Bamboo appears on the handle, tips and shaft. Its cover is made from recycled fibers and is biodegradable.

Next, the first 50 customers to spend $100 or more get rewarded with a logo'd sport shirt proclaiming JC Penney's LEED status. This bamboo shirt is sure to be a crowd-pleaser with its breathability and comfort.

Of course, no shopping trip would be complete without a bag to carry your goods, right? To further emphasize their greenness, JC Penney could offer its loyal customers this recyclable tote.

Do you need help promoting your company's "green" status? Visit us at http://GetMoreROI.net or ring 1.877.667.7642 for helpful suggestions.

It’s Time To Buy Domestic

2008-10-24T10:54:00.001-07:00

Well, Wall Street took another nosedive. Does that mean your sales have to suffer? No! Instill confidence in your business with "Made In the USA" premiums. Here are three good reasons to buy "Made in the USA" gifts in a negative economy.

American employees get to keep their jobs. Did you know 366,000 jobs were lost in 2007 due to the United States' trade with China?
You reduce your carbon footprint. Carbon dioxide emissions increased from 12 percent in 1997 to 22 percent in 2004.
Save on shipping costs. It costs about $8,000 to ship a 40-foot container from Shanghai to the East Coast. What could you do with $8,000 bucks?

Now that you know why you should buy products manufactured at home, let's take a look at creative ways to spend those incentive dollars.

Thank your clients for their continued loyalty with this calendar and jumbo cashews combination. Your firebranded logo goes on the base of the calendar holder. After the food has been enjoyed, the calendar stays on their desk as a constant reminder of your quality service throughout the new year. The office is one of three locations where buying decisions are made, making it prime advertising real estate.

Put your business in the spotlight with this practical gift. Excellent for employees who have to walk to their cars in a dark or poorly lit parking garage. Show them you care about their safety. The set includes one AAA battery and a lanyard for your keys. A black gift box completes the package. Use this for safety program, gift with automotive purchase, industrial programs, etc.

Athletic directors and band boosters are always on the lookout for fundraising ideas. Try this one on for size. This car magnet is a great way for students and parents alike to show their support.

Don't forget about the packaging! These stickers add a festive touch to any gift décor. And it's a low-cost way to thank your customers.

Visit us online today for more ideas. If you get stuck, we are just a phone call away at 1.877.667.7642

What Our Fans Say

2008-10-23T20:21:00.001-07:00

I received my order today, one day ahead of schedule and very precise. Thanks for helping me out in a crunch. I appreciate your professionalism and your quick response. You helped me to save time, money and energy. 100,000 thanks.

Akua Maat
Maat Productions
California

Beware of the Promotional Products Distributor!

2008-10-15T11:23:00.000-07:00

Recently, I have noticed a disturbing trend in the premiums and incentives industry. Unsuspecting business owners are being taken to the cleaners by unscrupulous promotional products distributors. The result is an office closet full of dusty coffee mugs or tee shirts that did not achieve the desired effects. New clients are not lining up in droves at the business owner's office. Leads from tradeshows are not successfully converted nor is there a way to measure advertising results. Until now. Before I go further, let me tell you how to spot a distributor.

A conversation with a distributor usually follows this script:

"Yes, we sell those widgets! How many do you need? What color? When do you need them? Yes, we can definitely get those for you. How will you be paying for this?"

In contrast, a promotional products advisor will want to know the purpose of your promotion. If you have no goals, how will you know if the promotion was a success? He or she will know the four factors of successful promotions. Further, an advisor has built solid relationships with select suppliers assuring a positive outcome. Should problems arise, though, such relationships will do much to prevent disasters.

At WLB Enterprises, we meet all of these qualifications. In fact, we use a proprietary system that enables us to know in an instant which solution best fits your purpose and objectives. Furthermore, we protect our clients' reputation by providing written documentation of a product's compliance with safety guidelines upon request. Our goal is for you to achieve measurable returns on your investment.

Get to know us online at http://GetMoreROI.net or call us toll-free at 1.877.667.7642. We look forward to making you look good.

Use WLB Enterprises for Your Next Promotion

2008-10-13T08:04:00.001-07:00

As promotional products advisors, we provide targeted, product recommendations that will have the desired effects on your prospects and clients. This is in sharp contrast to what the average promotional products distributor does. Basically, they are just order takers. They don't really care if your promotions produce results; they just want to separate you from your cash as quickly as possible and move on to the next victim.

In order to achieve measurable returns on your investment, you must first determine the purpose of your promotion. Next, you must know who your target audience is and what your message is. Finally, determine where you want to reach your target market, how you will deliver your product or service to them, and when you want to start seeing results from your promotion.

We consult with clients and recommend products that fit not only their budget but also their company objectives. We also sell the products that we recommend.

Besides recommending and selling promotional products, we develop distribution plans, set up company stores, and design and create logos.
We are one of the few promotional products firms that actually guarantee our promotions. That's a win-win situation for both of us.

Call us toll-free at 877.667.7642 or visit us online at WLB Enterprises Does Promotions Right

Business Gift and Greeting Card Shop Now Open

2008-10-13T08:01:00.000-07:00

Find the following and more at our business gift shop:

Business-to-business greeting cards

CD greeting cards(Yes, they really do play music!)

Unique desk calendars

Logo'd presentation cards for gift cards (You can't get this from retail!)

Your Business Gift Shop

Fight Identity Theft With This Pen!

2008-10-03T20:18:00.000-07:00

Imagine finding out that your bank account is overdrawn by more than $1000 due to a series of checks returned for non-sufficient funds. To make matters worse, your bank has suspended your check writing privileges and you didn't even write the bad checks! Unfortunately, many Americans have found themselves in this same situation due to an identity theft crime known as "check washing." Let's see how check fraud works.

The thief lifts your check from your mailbox. Then, he or she places the check in either rubbing alcohol or nail polish remover for a short period of time to erase all of your writing except your signature. When the check dries, the thief fills in the check and cashes it. Meanwhile, you are left to suffer the consequences.

How can such crimes be prevented? The answer lies in using a special kind of pen like the one shown above. Rubbing alcohol and nail polish remover are no match for these gel pens because their ink does not disappear after being submerged in the solvent.

Could you use a practical solution to the identity theft trend that's sweeping our nation? If so, visit our site or call us toll-free at 1.877.667.7642. Yes, you really can ink out identity theft with the stroke of a pen.

Another Example of Intelligent Follow Up

2008-09-25T21:02:00.001-07:00

When I was about 11 years old, my father bought a new Buick after suffering through a slew of let-me-down Fords. I distinctly remember the kind saleswoman who sold him that car. She seemed to really care about her clients. Every year after that sale, my father would receive a birthday card, an anniversary card and a Christmas card. It did not matter that my father only observed his wedding anniversary. What mattered was that this lady cared enough to keep in touch. She even kept us posted each time she changed dealerships. When I reflect that this woman systematically followed up with her clients long before customer management software existed, I can only conclude that she was truly a master of her trade.

Oftentimes, we lose out on opportunities to gain a new client or another chance to "wow" our existing clients simply because we have failed to stay in touch. If you have ever felt the pain of loss due to a missed opportunity as I have, I doubt that it is something you care to relive. Thus, I am offering you a chance to eliminate such experiences from your case files. In fact, you can try this system at my expense. Email me at sales@getmoreroi.net with "Follow up" in the subject line for your complimentary gift.

Imagine the possibilities that this new service will provide. You will be able to meet someone at a trade show today and send them a card later that same day as a follow up. Likewise, you will be able to touch bases with a new prospect shortly after your first meeting. You will not have to worry if they will remember you because you can send your picture along with the card.

Of course, I could continue telling you about the system but it is best that you experience it for yourself today. Email me at sales@getmoreroi.net with "Follow up" in the subject line.

To Our Success!