Tag: Content Marketing

ASAE Annual Exhibitors Miss Another Opportunity

Yesterday, one of my friends started a conversation on Facebook about all the post-show emails sent by ASAE Annual exhibitors. We’re not receiving nearly the deluge of emails that go out before the show, but, once again, many of these emails are missing the mark.

Segment your list.

You scanned badges. You know the names of the attendees who visited your booth during the show, right? So why are you telling someone who didn’t come to your booth:

“Thanks so much for stopping by our booth at ASAE in Detroit. We enjoyed visiting with you.”

How do you think an email like this goes over with an association exec who didn’t visit your booth? I’ll tell you: not well. It’s a sloppy and lazy example of the “spray and pray” tactic.

Next time, segment your list. Send a “thank you” email to the attendees who really did stop by your booth and send a “sorry we didn’t get to meet” email to those who didn’t–but only if they’re truly prospective clients. Have you done that research yet?

Offer value, not another sales pitch.

Only two post-show exhibitor emails in my inbox offered anything of value.

  • One was titled, “How Associations Can Grow Membership and Generate More Revenue,” and linked to a blog post about one of their key take-aways from the conference.
  • The other was titled, “Association Challenges Uncovered at ASAE,” and linked to three posts about those challenges.

As I wrote in my post about pre-show exhibitor emails, you have been given access to an association exec’s inbox—don’t blow it. Use this opportunity to be a resource. Don’t take advantage of that privilege by using it only as one more chance to sell. Most of these people aren’t ready to buy!

Stop relying on drawings.

I understand you want to attract people to your booth, but how qualified are those leads who only visited because they want to win an Apple watch? And you’re still pushing that watch!

I really wonder how many association execs with decision-making authority notice who’s giving away prizes. They’re not going to the expo floor to enter drawings. They’re going to the expo floor to learn about the latest in online learning technology or mobile apps.

Become an ally.

The association executive crowd can sometimes be prickly about vendor outreach—if you’ve seen some of the discussions in ASAE’s Collaborate community, then you know what I mean. I wrote a post about a phrase that might sound familiar to Collaborate regulars: “No Vendors, Please.”

Why do so many association execs have this attitude? Because too many vendors don’t understand how to develop relationships with association execs. And, relationships are the foundation for sales.

Lead with value. Take a consultative approach. Be a source of information and education. Get to know your prospects—their challenges, problems, frustrations, and aspirations. Help them solve problems. Be a positive, valuable member of the association community.

If you’re going to send out blast emails, do it wisely. Sad to say, you will stand out if your emails deliver value to association executives because so few take that approach.

I hope any vendors out there take my suggestions in good spirit because I share them in goodwill. I’m on your side.

(Creative Commons licensed photo by Bark)

The ASAE Annual Exhibitor Email Deluge

association execs don't want promotional emails from exhibitors

Every year, when I register for the ASAE Annual Meeting, I check the box to receive emails from exhibitors. As a writer and content marketer, I like seeing how vendors in my community use email marketing. Some of them do it well, but some, oh boy, they really blow it.

The list ASAE provides to exhibitors includes association execs and staff as well as consultant members like myself. Ideally, an exhibitor would scrub and segment this list because it includes people with a range of positions and needs. For example, a company selling learning management systems shouldn’t waste their time sending emails to a government affairs professional.

The association execs on this list represent a wide spectrum of associations with different membership models, programs, financial resources and history with the exhibitor. Someone who works for a home builders association has no interest in an abstract collection tool. A person who just saw a demo of your system shouldn’t receive a generic email explaining what you do.

Deliver value in return for your inbox privilege.

These attendees have given exhibitors permission to enter their inbox—quite a privilege. Next time you talk to an association exec, ask her how many emails she gets a day. What percentage does she leave unread or delete?

You have a terrific opportunity to be of service and stand out from the pack. Don’t waste this opportunity with a promotional email that only describes who you are, what you sell and what booth you’re in—all forgettable information. Nobody cares about any of that except people in the later stages of the selection process, and they already plan to visit exhibitors who sell what they need.

Instead, use this opportunity to be helpful. Assuming you know your target audience, share something of value. Share educational content that helps execs improve a process, solve a problem, or learn more about a challenge.

For example, if you sell email marketing systems, provide a few tips for getting more emails opened and a link to a blog post that explains more. Sign off with a reminder that you’re exhibiting in booth X at the show and would love to share more tips in person.

Remind attendees why they’re receiving your email so they don’t mark you as spam. Say something like, “You’re receiving our tips because you opted in to receiving emails from exhibitors during the ASAE Annual Meeting registration process.”

Be a good community citizen.

Stick to your agreement with ASAE. I’m guessing you have permission to send this group one email before the show and one email after the show. Comply with that agreement. Just because someone gave you their email address (or business card) doesn’t mean you have their permission to add them to your email marketing list—you don’t, that’s spammy behavior.

If you want to add someone to your email marketing list, send them one targeted email with educational content that helps them solve a problem or improve a process. Near the end of the content, insert your “call to action,” in this case, ask them to opt in to your list. You could say, “If you would like more tips for [the topic of your valuable content], please subscribe to our bimonthly newsletter.” If they don’t opt in, remove them from your list.

If you’re not in the email business, learn more about sending emails that will get noticed, opened, and acted upon. Visit the sites of your colleagues who blog about email marketing, for example, Informz, HighRoad, and Real Magnet. Look for posts on email subject lines, formatting, and calls to action.

You’ve been given access to an association exec’s inbox. That’s a big deal. Now, you have the opportunity to show them what kind of partner you would be. Will you be focused on her needs and help her solve problems, or will you be self-absorbed?

(Creative Commons licensed photo by Bark)

Is Your Association the Online Hub for Ideas?

Museums and associations, they’re more alike than you think.

  • Nonprofit mission-driven membership institutions governed by member boards
  • Engaging audiences through education
  • Traditional and hierarchic cultures
  • Professional staff siloed in departments
  • Risk-averse and slow-moving
  • Striving to remain meaningful to a growing younger market

While volunteering in two different museums, I overheard many staff conversations: they worry about the same things we do. When I read the blogs of museum professionals, I’m struck by how much we’re wrestling with some of the same issues.

Many museums are experimenting with new ways to engage with visitors and the public — fun short-term initiatives, like the New Museum’s visitor tweet reviews, and bold long-term steps, like the Walker Art Center’s new website.
 
The online museum community has been raving about the Walker’s new site, calling it “a game-changer” and “a potential paradigm shift for institutional websites.” What’s the big deal? And what can associations borrow from their approach?

Engagement catalyst

Like most museums, the Walker’s website was focused primarily on providing information about their collections, exhibits and membership. It was all about the Walker. Now the site is, in their words, “an online hub for ideas about contemporary art and culture, both inside the Walker and beyond.” They busted through their physical walls to start a conversation in the online world, where they engage not only those who might visit the museum in Minneapolis, but anyone interested in contemporary art and culture.

Please read the rest of this post about websites as industry hubs at the Avectra blog.

Get to Know Your Customer: An Alternative to Vulcan Mind Melds

I get my ideas for articles and blog posts by thinking about readers. Yes, you, you’re always in my thoughts. I think about how I can help you solve a problem or make your job (or life) a little bit easier. Or I aim to share something interesting and valuable.

When I begin work on a copywriting project, I also think about the ultimate readers — my client’s customers, prospects or members. I can’t communicate effectively to them unless I first get to know them. If only I had Vulcan mind meld skills, this part of my job would be a lot easier. Instead I rely on consultation with my client and lots of research and reading.

Studying customers is only the beginning, but let’s stop there for a moment. What if you’re on your own without a marketing vice president or a freelance writer, what do you do? Like me, you must completely understand your customers before you can determine how best to communicate with them.

I’ll share with you some of the questions I usually have; perhaps they’ll help you create a list of your own.

First, create a descriptive profile for each type of customer (or member) you serve. Heck, give each one a name too. If your customers are businesses, the profile will include characteristics that a consumer profile wouldn’t, and vice versa. Here are some suggestions to start, but you’ll end up with others specific to your business:

  • Location
  • Age
  • Gender
  • Employment status
  • Marital or family status
  • Interests and hobbies
  • Lifestyle
  • Purchasing history
  • Memberships
  • Career stage
  • Position in organization
  • Role in purchasing process
  • Place in conversion process
  • Educational background
  • Comfort with technology

The most interesting part of customer research comes next – the big meaty questions. Again, these will vary depending on your business. Since I usually work in the business-to-business sector, my questions have that slant.

  • What are your customer’s biggest problems at work?
  • What keeps her up at night worrying and stressing?
  • What does she fear?
  • What annoys her? What frustrates her?
  • What would make her life and job much easier?
  • What does she yearn for?
  • Why does she have these problems? Why aren’t these problems solved yet? What are the obstacles to solving them?
  • How do prospects like her usually find you?
  • What type of questions do your prospects and customers frequently ask your sales, social media and customer service staff?
  • What do they search for on your website? What search terms bring them there?
  • What hurdles (mental or real) prevent them from taking the next conversion step?

Spend some time where your customers hang out – blogs, forums, Twitter chats, face-to-face meetings, radio shows or podcasts – so you can get a sense of the language they use and their industry’s or profession’s culture.

The whole point of this exercise is to get into your customer’s mind to understand their perspective and needs, so you can connect their desires or worries to a solution you provide.

There are many more questions I must answer before I start writing, but that will be a topic for another post.

Even a Small Staff Can Blog

Admit it, you like reading blogs, don’t you? You subscribe by email or RSS feed and you get valuable and interesting content delivered daily to your computer. How convenient! You receive tips and advice, read about hot issues and learn about resources that help you do your job or get ahead in your profession. Wouldn’t your members like that?

A blog provides news, information and thought-provoking ideas – a professional development trifecta. It’s the ultimate content marketing tool – engaging your readers with valuable information that holds their attention and strengthens their loyalty. A blog educates policy-makers, journalists and other influencers about your legislative and regulatory issues. A good blog establishes your association as a thought-leader in your industry.

Google loves blogs and their keyword-rich pages. Because of their dynamic fresh content, blogs rank high in Google indexing. Blog posts are sharable. They’re sent to colleagues via email, or shared on Twitter, Facebook or LinkedIn. Your association’s reach and influence expand via Google and social media platforms.

Blogs are social. Your members participate in the conversation you start by commenting back to you and each other. Blogs have more personality than websites. They have a real person’s voice, or many people’s voices. You can play it straight by providing serious information, and also be entertaining with lighter posts and videos.

Can you manage a blog?

Even a small staff association can manage a blog by publishing repurposed and curated content in addition to original content.

You can get content in several ways:

  • Create original content. Don’t worry, you have access to more content ideas than you’d expect. Trust me, the more you write, the easier it gets.
  • Repurpose existing magazine, newsletter, educational session, blast email and political alert content.
  • Ask members to contribute a monthly post. Look for bright members who want visibility. If they don’t write well, edit their work or outsource the editing. If their writing is hopeless, film them.
  • Ask industry bloggers to contribute monthly guest posts.
  • Outsource content creation to freelance writers.
  • Do a mix of all of the above.

Content can also be collected from other sources, reviewed and curated (filtered) to find the most valuable and interesting posts for your members.

How do you begin?

Start by regularly reading industry blogs to get a feel for the community and issues. Also read social media blogs to learn more about managing and marketing a blog.

Put together a staff team, or a team of members and/or industry thought-leaders overseen by staff, to develop an editorial strategy. Review your communication, marketing, professional development, membership, advocacy and public relations goals. How can your blog help achieve those goals? Don’t operate your blog in a silo. It must be an integral part of all those association programs.

Discuss how you will handle negative or critical comments. Censoring is only an option for extreme cases – spam, libel or vulgarity. Socialfish recently shared an excellent social media response triage flowchart.

Create an editorial calendar so your posts enhance other association efforts.

Always have a full pipeline of posts so you can at least publish weekly.

However, blogs need daily attention. Even if you don’t post daily, someone must review comments and reply back, share your posts and posts from other sources on social media platforms and, ideally, comment on other industry blogs. Like content creation, this can be done by staff or outsourced.

If staff sets the blog’s strategy and calendar, content can be created and collected using a combination of talents. The effort required to oversee this educational, community-building and marketing tool will be well worth it.

(A version of this post was originally published on Splash: Refreshment for Your Small Staff Organization)

 

Blogger’s Block: What the Heck Will I Write About Today?

“Creativity is nothing but active listening,” says Scott Ginsburg in an interview with Susan Young. “I make observations, I listen, I write everything down. I’ll always have a full reservoir.”

How’s your reservoir? Is it at capacity or in a drought alert? Do you find yourself staring at the monitor, brain bereft of any inspiring thoughts and deadlines looming on the calendar? Judging by all the recent posts on blog content ideas, you are not alone. Here are a few that address the dreaded blogger’s block.

I can’t think of anything unique to say.

Does that sound familiar? Get over it! My outline and notes for this post were sitting in draft for a few weeks; during that time, several posts were published about finding content ideas. However, I know this is a hot topic for many of us and no one has time to read everything, so it’s perfectly fine for me to share my take with my readers. Don’t let the unique excuse become a barrier to publishing.

Kick start your content creation.

What are some of the most frequently asked questions by your members, customers or attendees? What problems do they have? Create a system to keep track of the questions or concerns that come into your organization:

  • Phone calls to your main number, information or customer service desk
  • Emails to staff
  • Website form
  • Questions in blog comments

What are the common search terms or phrases leading folks to your website or used on your website search engine?

What are other industry blogs talking about? What’s your take on the issue? See if there are any new questions or ideas raised in the comments that you can write about.

Gather ideas by polling your members. Send out an email with a link to a survey. Create a quick poll for your home page. Distribute one-question survey cards at your events. Ask members directly while on the phone or in person.

  • What do your members, and particularly those new to your industry or profession, want to learn more about?
  • What issue confuses them?
  • What don’t they understand about your organization or its policies, your industry or profession?
  • What keeps them up at night?
  • What are they curious about?
  • If they could ask one question to the CEO or another industry VIP, what would it be?

Review the tweets of those you follow for the kernel of an idea. Scan the hashtag stream from a conference or twitter chat. Don’t limit your review of conference hashtags to those related to your industry. I’ve seen many interesting ideas in tweets from the keynote speakers of the most random conferences. Read tweets from ongoing TEDx conferences for a diverse selection of thought-provoking ideas.

Is anyone doing something innovative or unusual in your industry or profession? Has anyone come up with a solution to a common problem? Write about the successes of your members if there are lessons to be learned from those stories. If members are willing to share, write about failures and lessons learned; provide the cloak of anonymity for those unwilling to be publicly forthcoming.

Review a blog, event, book, or resource that your audience would appreciate.

When all else fails, suggest some good reads from other blogs. Provide the author’s name and link to the post with a descriptive blurb. If you have enough to say about the post, turn it into a short post. Always give credit to the blogger by linking to the original post.

Build up a stable of guest bloggers. Or ask another industry blogger if you could publish an excerpt of one of her posts with a link back to her blog where your readers can read it in its entirety.

Have monthly blog brainstorming lunches with your colleagues. Capture all the ideas flying around the table. If an idea won’t work now, it may work in the future or with some tweaking.

Where do you get your blogging inspiration?

The Seven Rules of the Rave

Marketing Profs held a one-day virtual conference in early April, and one of their keynote speakers was David Meerman Scott, author of the recently released World Wide Rave and The New Rules of Marketing & PR.

His seven Rules of the Rave apply to any business or organization that wants to create online buzz with their customers or members, and I wanted to share them with you.

1. Nobody cares about your products, except you.
Ouch, but this is true. Your members and customers care primarily about themselves. They care about your organization to the extent that you can solve their problems or meet their needs. So you need to be really clear about how you do that, using language they use, no gobbledygook or corporate-speak. Remember, it’s not about you, they don’t care how big you are or how many awards you’ve won. They do care about how you’re going to make their lives easier, so tell them that in their language.

2. No coercion required.
If it takes a hard or deceptive sell to get people to pay attention, are you really offering something of value? Are you speaking to the right audience? Scott used the example of a funny banner ad touting “parents against reprehensible metal music” that led to a Toyota matrix landing page. Huh? Don’t waste people’s time with gimmicks. Shoot straight.

3. Lose control.
Let your members and customers use word-of-mouth or word-of-mouse to spread your message. Find ways to empower them to be your evangelists. Scott talked about how the Grateful Dead lost control of their music by allowing their fans to record concerts and then trade tapes. This viral marketing led to the Dead becoming the most popular touring band in history. They made it easy for their fans to do the work for them. Put a useful resource on your site and make it easy to spread around – don’t put up any barriers to getting it, like requiring registration or email addresses.

4. Put down roots.
Be where your members and customers are. Fish where the fish are. Participate in communities and be a trusted source. Get friendly with bloggers — they are influencers.

5. Create triggers that encourage people to share.
Make it easy for your members and customers by giving them something they can share with others that will get your name out there. A restaurant can provide recipes and a shopping list based on what’s on sale that week at the local supermarket, or what’s in season at the farmers’ market. Find out who the influencers are and give them something to share, something to blog about or talk about.

6. Point the world to your virtual doorstep.
Sharing is great but you need to get them back to your doorstep where they can learn about you and might get interested in doing business with you. Make sure your URL is on everything. Create a special landing page to measure the effectiveness of your viral marketing. Give a special discount code to those who land there.

7. Stop making excuses.
Anyone can create a world wide rave. You don’t have to be a “social media expert” to come up with one, besides there are no social media experts. Think about the content or knowledge that lives in your organization and find a way to share it following these rules and your word-of-mouth and word-of mouse will spread.