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.

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How Smart Marketers Succeed with Virtual Trade Shows

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

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