tscra convention: connecting with customers before, during and after the show presented by: left...
TRANSCRIPT
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Tscra convention:Connecting with Customers Before, During and After the Show
Presented by:Left Field Creative2020 Washington Ave. Ste. 104Saint Louis, MO 63103(314) 773-1300leftfieldcreative.com
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Who is Left Field Creative?
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Brand Experience
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Let’s Take a Few Minutes to Discuss
Branding
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Branding• The risks you face when promoting only your product
attributes or price point:• Commodity/parity product• Competitive claims
• Cheaper• Faster • “almost as good as”
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See the World Through the Eyes of Your
Customer
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See the World Through the Eyes of Your Customer
• Think not about what you have to sell, but what your customer needs
• Consider his emotional drivers• Using emotional drivers can give you an intangible,
unfair advantage in the marketplace• Have a one-on-one conversation with your customer
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The Emotive Advantage
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Why?• People buy from people, not companies• People buy from people they know, like and trust• An emotionally committed customer will wear your
product/brand as a badge of honor• Makes follow-up more
personal, therefore easier
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Not all Emotions are Warm & Fuzzy
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How Do We Emotionally Connect with the TSCRA Member?
• Solving problems• If you have an animal, you have a problem.
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Solving Problems
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Solving Problems• No matter what your product is, you are not selling
that product – you are providing a solution.• Works in most categories. For example, clothing may
provide the solution of making someone feel more confident or a part of a group.
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Solving Problems – An Example
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Solving Problems• TSCRA: The Problem
• Stagnated membership levels • Potential members were
unaware of TSCRA’s many attributes
• Existing members were losing enthusiasm
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Solving Problems• TSCRA: The Goal
• To increase membership 10% over the next 18 months
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Solving Problems• TSCRA: The Solution
• To Honor and Protect the Ranching Way of Life
• Not selling membership, but defining issue as a common cause
• Emotive Connections• Understood• Encouraged• Valued• Empowered
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Solving Problems• TSCRA: Results
• 38% response to membership mailer
• Surpassed goals in 6 months
• Reinvigorated members• Created platform
for communications
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To Connect Emotionallywith Our Consumer,
We Must Understand Who He/She Is.
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TSCRA Member Profile
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Before the Show
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Attitude
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Attitude• You can go to the party or you can be the party• See this as an opportunity
• Face to face with hundreds of qualified prospects• Attendees will be the decision makers• Bring you’re A-team• Allow customers to make appointments with your VIPs
“People don’t always remember what you say, or even what you do, but they always remember how you made them feel.”
Maya Angelou
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Pre-Event Communications
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Pre-Event Communications• Direct mail, email invitations, etc.
• Primary message should focus on consumer needs, not the product you want to sell..
• List any specifics you have. Booth location, demonstrations, etc.• Include contact info for interested parties to make an appointment
with you at the show
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Appointments
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Appointments• Set up appointments before the show
• Phone calls 3-6 weeks prior• Be punctual• Keep an appointment database• Choose meeting place that is convenient for your customer• Plan a special gift/premium for these customers• Justifies time and cost of show
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Booth Design
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Booth Design• In addition to your foundation graphics, think about what
problem(s) your brand or product can solve for your customer
• Clarity trumps subtlety• Retailtainment
• people remember unique and cool
• demonstration
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Partner with other Exhibitors
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Partner with other Exhibitors• If you are interested,
you will be required to coordinate and staff.
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Partner with other Exhibitors: 3 Examples
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Example 1 - Fashion Show
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Fashion Show• Models
• Hire• Invite attendees to model • Contest to enter• Kids’ division• Incentive – one or more winners
are entered to win an article of clothing
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Example 2 - Treasure Hunt
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Treasure Hunt• Contestants have to sign in at each participating booth• Must ask exhibitor a relevant question
or get item at booth
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Example 3 - Collectibles Displays
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Collectibles Displays• Must be relevant to our audience• Pen knives, belt buckles, photos, signs, etc.• Create map highlighting participants
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During the Show
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Common Sense
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Common Sense• Be mindful of what you eat for lunch• Wear branded clothing that fits your body shape• Consider personal space• Be attentive, but don’t pounce• Don’t hide behind table
or computer screen• Make sure tablecloths,
sales materials, etc. match current brand message and colors
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Common Sense• Take notes on people you meet
• Spouses and kids, cattle breed, etc.• Physical description to jog
your memory
• Be positive• Demonstrate your product
or find a relevant in-booth event
• When people are in your booth, treat them as you would a guest in your home
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Common Sense• Never ignore the women – they are often partners/owners
in the ranches and usually key influencers
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Common Sense• Listen to your customer
and recognize his needs and personality traits.
Add to his conversation, don’t jump in with your sales pitch.
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Common Sense• Make sure giveaways
and premiums are relevantto your brand or to your customer.
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Common Sense Giveaways
• If your product just doesn’t translate well to giveaways, here are some ideas that are relevant to your target audience.
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TSCRA Member Profile: A Reminder
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Common Sense Giveaways: Our Family Oriented Consumer• Give him/her something to take home to the kids
or grandkids• A stuffed animal matching your cattle breed or color can
sport your logo or cattle brand• Limited quantities make
the gift more valuable• Proven successful by
Build-A-Bear Workshop
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Common Sense Giveaways: Our Family Oriented Consumer• A less expensive alternative to stuffed animal• Decorated cookie matching your cattle breed color• Decorate with cattle brand or put in logoed bag
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Common Sense Giveaways: A Clean Truck while in Town
• Provide free car wash coupons at your booth• Standard drive-through car wash or partner with local organization
• FFA• 4-H• Alpha Gamma Rho
Fraternity
• Logoed towels for dryingtrucks and/or have limitedquantities for giveaways
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Common Sense Giveaways:Man’s Best Friend• Dog cookies in logoed bags
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Common Sense Giveaways:Horses• Logoed hoof picks because the darned things are so easy
to lose
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Common Sense Giveaways:Out on the Town
• Hat cleaning sponge in logoed bag• Customized polishing cloth for belt buckle• Logoed boot brush because you can
never have too many
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Not-as-Common Common Sense
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Not-as-Common Common Sense• Text or tweet offers – service TSCRA provides, but is not
used to its fullest ability• Phone charger stations – can be rented on a daily basis• Secure a follow-up call. Smartphones allow customers to
check calendars and make appointments on the spot.• People remember statistics:
• The world record for the heaviest bull (1955), was an Italian Chianina weighed 3,836 lbs.
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Not-as-Common Common Sense• Don’t see lunch breaks as a chance to get away.
Use your T&E budget to take a prospect or goodcustomer to lunch.
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After the Show
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Use Your Emotive Savvy
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Use Your Emotive Savvy• You had a plan to create a deliberate impression of your
brand to your leads. Now, use that unique platform to remind them of your difference.
• If you discussed a problem with a potential client, you have a legitimate platform for follow-up.
• “I saw this and thought of you” (as long as it is genuine) is a great way to reach out to potential customers.
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More Common Sense
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More Common Sense• Customize communication with notes you took at
conference. • Write a hand-written thank you note to selective prospects
and customers.• Be pleasantly persistent.
The average cold call leadtakes 6 – 9 follow ups.
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Less Expected Ideas
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Less Expected Ideas• If you coordinated with other exhibitors, trade contact
names and leads.
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Less Expected Ideas• If you coordinated with other exhibitors, trade leads• After you send the hand written note, send heritage
follow up card and show “how far we’ve comeand how far we can go for you.”
• Example:16 horse hitch Case thresher
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Less Expected Ideas• Prioritize leads, but don’t ignore those that are not an
immediate fit. They may be goods leads, partners or provide referrals for you in the future.
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Less Expected Ideas• Create a customer care hotline for TSCRA members.
Whether your customers or not, give ranchers a resource for their questions. They will convert to your brand eventually if you help them solve their problems.
• GE Answer Line was incredibly successful at employing this idea.
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Less Expected Ideas• Track your key questions
• Helpful for future trade shows• Content for newsletters, blogs, follow up calls
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Less Expected Ideas• Provide feedback to Tim or TSCRA while convention is
still top-of-mind• What worked and didn’t work• Things that were better than last year and things that weren’t• Comments from convention attendees• Suggestions for future• Don’t be afraid to say thank you
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What the Lawyers Make Us Say
Left Field Creative appreciates your interest in our presentation from the recent 2015 Cattle Raisers Convention Academy. We would, however, ask for a few courtesies about the content we’re sharing. To that end, we asked the lawyers to tone down the language.
•All material presented is protected by copyright and intended only for companies exhibiting at the upcoming 2015 Cattle Raisers Convention. These materials may not be shared with outside resources including advertising agencies, design firms, digital marketing firms and media outlets.
•Distribution and broadcast of the contents of this work, including online use and posting, is strictly prohibited without the express written consent of Left Field Creative, LLC, St. Louis, Missouri.
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Thank You!!
© 2014 Left Field Creative, LLC