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The Art of Contextual Marketing:
Maximizing Relevancy in the Age
of Personalization
2015 National arts marketing Project conference
#nampc
#contextmarketing
1
Hello! My name is…
David
Dombrosky
Ronia
Holmes
Amelia
Northrup-Simpson
3
@InstantEncore @HubbardStreet @TRGArts
#contextmarketing#nampc
Workshop Flow
Overview of Contextual
Marketing
The Patron in Context
The Arts Organization in
Context
Self-reflection exercises
Final group exercise
Q & A
4
SEGMENT 1
WHAT IS CONTEXTUAL MARKETING?
5
#contextmarketing#nampc
PATRON CONTEXT:
6
#contextmarketing#nampc
the unique combination of the patron’s
disposition and situation, coupled with
the arts organization’s disposition and
situation
7
#contextmarketing#nampc
8
#contextmarketing#nampc
Patron Disposition
Demographics
Behavioral
Psychographics
Affinities
9
#contextmarketing#nampc
10
Patron Situation
States
Needs
Sentiment
Events
11
#contextmarketing#nampc
#contextmarketing#nampc
Arts Organization Disposition
Firmographics
Product Catalog
Strategy
Market
Segmentation
13
#contextmarketing#nampc
14
Arts Organization Situation
Inventory
Personnel
Organizational
Factors
Environmental
Activity
15
#contextmarketing#nampc
16
#contextmarketing#nampc
Social Media 17
Location 18
Mobile 19
Three Questions
20
Exercise 1:
Write down 2 examples of how your
organization is engaged in contextual
marketing.
Share one of your examples with your
neighbor.
21
#contextmarketing#nampc
The Beginning (or Middle or End) of
a Beautiful Relationship – Part 1
22
#contextmarketing#nampc
SEGMENT 2
gatherING DATA
23
#contextmarketing#nampc
24
#contextmarketing#nampc
25
#contextmarketing#nampc
26
Geographic
Demographic
Psychographic
Behavioral
(mostly facts)
#contextmarketing#nampc
27
#contextmarketing#nampc
Sam
28
#contextmarketing#nampc
Sam
29
#contextmarketing#nampc
Sam
30
#contextmarketing#nampc
Sam
31
#contextmarketing#nampc
Sam
32
#contextmarketing#nampc
Sam
33
#contextmarketing#nampc
Sam
34
#contextmarketing#nampc
Sam
35
#contextmarketing#nampc
Sam
36
#contextmarketing#nampc
Sam
37
#contextmarketing#nampc
Sam
38
#contextmarketing#nampc
Sam
39
#contextmarketing#nampc
40
city-data.com
factfinder.census.gov
esri.com
claritas.com
zipwho.com
#contextmarketing#nampc
41
city-data.com
factfinder.census.gov
esri.com
claritas.com
zipwho.com
Esri- Top Tapestry
Claritas- PRIZM
Passport
Pew Research
Student intern
#contextmarketing#nampc
42
city-data.com
factfinder.census.gov
esri.com
claritas.com
zipwho.com
Esri- Top Tapestry
Claritas- PRIZM
Passport
Pew Research
Student intern
Internal data sources
#contextmarketing#nampc
43
44
45
Sam
#contextmarketing#nampc
Three Questions
46
Exercise 2:
Make a list of the places you get data from.
Think of one piece of data you’d like to
know about your patrons.
47
#contextmarketing#nampc
The Beginning (or Middle or End) of
a Beautiful Relationship – Part 2
48
#contextmarketing#nampc
SEGMENT 3
LEVERAGING DATA
49
#contextmarketing#nampc
Mediumism – focusing on tools, platforms, and content
at the expense of context and personal (patron) value.
50
#contextmarketing#nampc
“Technology facilitates context;
empathy drives engagement.”
–Brian Solis
51
#contextmarketing#nampc
Why don’t they just _________?
53
#contextmarketing#nampc
Personalization
Individualization
Stalking
54
Personalization
Individualization
Stalking
55
Personalization
Individualization
Stalking
56
57
#contextmarketing#nampc
58
Needs
States
Sentiment
Events
59
#contextmarketing#nampc
Three Questions
60
Exercise 3:
List two distinct situational contexts for your
single ticket-buying patrons.
Needs
States
Sentiment
Events
61
#contextmarketing#nampc
The Beginning (or Middle or End) of
a Beautiful Relationship – Part 3
62
#contextmarketing#nampc
SEGMENT 4
The arts organization circumstance
63
#contextmarketing#nampc
#contextmarketing#nampc
HOT STUFF MUSEUM
Firmographics
Catalogue
Strategy
Marketing Segmentation
65
#contextmarketing#nampc
Segmentation Targeting Positioning
How attractive is
each segment and
which do you
choose?
What is the
positioning concept
for each segment?
What variables can
be identified to
segment the
market?
66
#contextmarketing#nampc
#contextmarketing#nampc
#contextmarketing#nampc
69
HOT STUFF MUSEUM
Environmental
Activity
Personnel
Inventory
Organizational Factors
70
#contextmarketing#nampc
Image: Helena Perez García (CC BY-NC-ND 2.0)
TOO
BIG
JUST
RIGHT
TOO SMALL
NEED TO BE
MORE SPECIFIC
TO HAVE
IMPACT
NEED TO
CONSOLIDATE
TO HAVE
IMPACT
72
#contextmarketing#nampc
Developing the Patron Relationship
Is selling the ticket is the immediate goal?
What are you actually selling to Patron A?
What do you want to sell to Patron A next?
Is there anything to sell to Patron A next?
73
#contextmarketing#nampc
Three Questions
75
Exercise 4:
Consider an objective you are not meeting.
For example: little success moving multi-
buyers to membership; can’t get enough
attendees in your lecture series; or unable to
secure a corporate sponsor.
What gaps in your contextual marketing are
contributing to this problem?
What can you do to fill those gaps?
76
#contextmarketing#nampc
The Beginning (or Middle or End) of
a Beautiful Relationship – Part 4
77
#contextmarketing#nampc
General
Questions
78

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