How Smart Marketers Succeed with Virtual Trade Shows

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From a webinar I presented in October 2010 with FOCUS.com - my five step plan on how marketers can achieve success with virtual trade shows.

From a webinar I presented in October 2010 with FOCUS.com - my five step plan on how marketers can achieve success with virtual trade shows.

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Transcript

  • 1. From Fad to ROI
    How Smart Marketers Succeed with Virtual Trade Shows
    Dennis Shiao
    Director of Product Marketing, INXPO
    October 14, 2010
  • 2. Agenda
  • Quick Introduction
    @INXPO
    “We are transforming the Web from pages and files to events and destinations, where people go to meet, learn and do business.”
    “Virtual trade shows can be a dream for marketers.”
    @dshiao
  • 5. Virtual Event Continuum
  • 6. The Five Steps
    Define mission statement
    Assemble an all-star team
    Build and promote your presence
    Engage with prospects
    Qualify and follow up with prospects
    “Don’t mistake ‘virtual’ for ‘easy’ – it’s still hard work.”
  • 7. First Step
    Define mission statement
    Assemble an all-star team
    Build and promote your presence
    Engage with prospects
    Qualify and follow up with prospects
    Example: “Generate 15 engagements with the pharmaceutical industry, who will make a purchasing decision in 6-9 months.”
  • 8. Second Step
    Define mission statement
    Assemble an all-star team
    Build and promote your presence
    Engage with prospects
    Qualify and follow up with prospects
    Good candidates: Sales, Sales Engineer, Product Marketer, Engineer, Executive
  • 9. Third Step
    Define mission statement
    Assemble an all-star team
    Build and promote your presence
    Engage with prospects
    Qualify and follow up with prospects
  • 10. Sidebar: Tips for Building your Virtual Booth
    Contextual content
    Compelling tagline
    SEO
    Labels as headlines
    Booth staffer images
    Stand out from crowd
  • 11. Fourth Step
    Define mission statement
    Assemble an all-star team
    Build and promote your presence
    Engage with prospects
    Qualify and follow up with prospects
    For coordinated engagement, act like a team and designate a coach
  • 12. Fifth Step
    Define mission statement
    Assemble an all-star team
    Build and promote your presence
    Engage with prospects
    Qualify and follow-up with prospects
    Pre-determine your lead scoring “algorithm” – and be timely in your follow-up
  • 13. In Summary
    Define mission statement
    Assemble an all-star team
    Build and promote your presence
    Engage with prospects
    Qualify and follow-up with prospects
  • 14. White Paper
    For a free copy, email me: dshiao@inxpo.com
  • 15. Time for some Q&A
    Thank You.