How to Generate Leads & Sell Advance Tickets with Your Event Web Site - Part II

  If you haven't already, please start here: How to Generate Leads & Sell Advance Tickets with Your Event Web Site - Part I

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Getting Them to Opt-in
Lead generation on your event web site should take the form of a well-thought-out opt-in box. Put your opt-in box on the home page, above the fold. Your opt-in box needs to give visitors a convincing reason to give you their personal information. Consider offering exclusive ticket discounts, a downloadable event guide, or "Insider" information to entice sign-ups. Go beyond an opt-in box that just says, “Join our newsletter.” Offer a benefit with enough value for a visitor to give you their name and e-mail address. Use feedback you’ve collected from your target market as a key indicator as to what is important to them. A client of mine shared a previously unreleased event performer schedule with their e-mail list. This was a highly-effective incentive that drove opt-ins.

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How to Generate Leads & Sell Advance Tickets with Your Event Web Site - Part I

Event_Leads_Web_SiteThere is a big difference between an event web site and an event web site that lives up to its potential. A dedicated event web site is one of the best lead-generation tools in your event marketing arsenal. Heck, in many cases it’s better than any social media platform. Frank Kern, a top Internet marketing guru, summed up online lead generation like this: “Absolutely nothing can replace the significance, importance, and long-term profitability of having a good targeted list with which you have an excellent relationship.” Your web site is critical in lead generation.

Over the past ten years, I’ve witnessed the amazing results of well-executed online lead generation campaigns. In 2008, a client used their event web site to generate 4,000 brand-new leads. They were able to convert 31% of those online leads into over $100,000 of advance ticket sales. What follows is a brief outline of their simple strategy. You can use the same strategy to generate high-quality leads online, and then convert those leads into advance ticket sales.

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TRACKING ... The Secret to Super Successful Event Marketing and Advertising

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If you haven't already and to get the most from this post, please be sure to start with reading these two post:

To truly leverage The 3% or LESS Rule, you must couple targeting with tracking. That means that every single advertising, PR, or marketing piece for your event can be tracked to a quantifiable result via hard data.

What are results? The result needs to be a click to your website, an online lead generated, or somebody purchasing a ticket to your event. Media impressions don’t count!

Any event can use tracking to eliminate wasteful ad spending. If you cannot track marketing or advertising spend to a certain result, don’t engage in that activity. This might seem like a harsh recommendation. It doesn’t matter if it’s an offline or online medium. Over the last 18 years, I’ve seen millions of dollars and countless hours wasted on ineffective event marketing. As an event producer, you need to answer the following with absolute certainty: “What’s our most effective form of advertising? And can we quantify it with hard data?”

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The 3% or LESS Rule of Event Promotion

The 3% or LESS Rule

Here’s the continuation of What Nobody Will Ever Tell You About Promoting Your Event . . .

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Ready for a mental event promotion challenge? Accepting that only 3% or LESS of your local population is predisposed to attend your event is a good thing. How so? If you and your event team focus on those most interested, you will significantly boost the effectiveness of all your advertising. Think of the 3% rule as a precision targeting method.

A critical component of targeting is channel selection. You need to identify which marketing channels provide you maximum impact for delivering your advertisements. Clients have run the same ad on two different channels with massive differences in response rates. Make sure you select only the best marketing channels.

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What Nobody Will Ever Tell You About Promoting Your Event

What if there is a way to increase the effectiveness of ALL your event promotion and marketing overnight? That means record advance revenue and attendance, while saving huge amounts of time and money. You're probably thinking, "This sounds like one of those bad late-night infomercials!" Bear with me because you're about to discover a powerful marketing strategy used by some of the most successful businesses in the world. Most event organizers and producers aren't even aware of its existence.

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Years ago, I discovered the world of Chet Holmes. He has been referred to as "America's greatest business growth expert." This title was earned through Chet's groundbreaking work with Fortune 500 companies like American Express, Warner Brothers, Citibank, Estee Lauder, and several others. He even managed nine business divisions for Charlie Munger (Warren Buffet's business partner at Berkshire Hathaway).1 Over the span of his career, Chet conducted a twenty-year study of consumer buying behavior. His findings concluded that only 3 percent of consumers are willing to "buy now, right now." This buying propensity is universal regardless of industry. It could be a piece of furniture, professional service or even office equipment. After digging into the study, I asked the question, "Are Chet’s findings applicable to the event industry?"

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Event Promotion - Social Media MISTAKE #4: Avoiding Paid Social Media Advertising

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Here’s the thing about social media: It is a double-edged sword.

The best part about social media is that it is free. The worst part about social media is that it is free. You can post as much content as you want to your Facebook page at no charge. The challenge is that most people and businesses on Facebook are also posting free content. All this free content results in mountains of content for Facebook to distribute to users. So how does Facebook deal with all that content?

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Event Promotion - Social Media MISTAKE #3: Trying to Engage on Too Many Social Media Platforms

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Here’s a very common question regarding promoting one’s event and social media … "Which social media platform should I focus on: Snapchat, Instagram, Facebook, Twitter?" The previous question is made even more complicated by new platforms constantly launching. Allow me to make a strong and straightforward recommendation. Want to know what the single greatest social media platform is for your event? Facebook! Yes, even in spite of Facebook's recent criticism and issues regarding Cambridge Analytica. I'm a firm believer that user privacy is paramount!

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How to Pack Your Event & Skyrocket Advance Ticket Sales

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Event Promotion - Social Media MISTAKE #2: Focusing Too Much on Likes & Followers

After reading the title, you are probably thinking to yourself, “how the heck is focusing on social media likes and followers a bad thing?”

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Two arbitrary scoring methods people love to brag about on social media are likes and followers. How often have you heard or thought to yourself: “Did you see how many likes that post received?” or “Wow, their Facebook page has an astronomical number of followers, I wish we had those numbers!” Far too many social media efforts focus on getting the maximum number of likes and followers. On the surface, this seems like the perfectly logical thing to do. However, here’s why it is a GIANT red-herring:

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Event Promotion Social Media MISTAKE #1: Putting Your Social Media Mindset Ahead of Theirs

Please consider the following question: When you go on Facebook, Twitter, Instagram, or your social media platform of choice do you do so with the idea that you are going to be productive? Most likely not!

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People do not go on social media to think. They go on social media to be entertained and engaged. People want to see what their family and friends are doing, watch funny animal videos, or the latest rant of a friend who disagrees with their politics.

Social media is an escape hatch, so your efforts to market an event are competing with family, friends, and escapism. You need to cut through the noise.

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5 Costly Social Media Marketing Mistakes Every Event Organizer Must Avoid!

Social media, regardless of whether that’s Facebook, Twitter, Instagram or Snapchat, is not a marketing strategy. It’s a tool in your marketing toolbox. Furthermore, posting a bunch of content on Facebook, Instagram, or Twitter probably won’t compel people to attend your event. Do these ideas sound radical? Even going against the grain? They are, and they do.

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What Truly Matters to You and Your Event?
Please understand I am not against social media. However, it’s essential not to confuse posting social content with results that matter like ticket sales and attendance at your event. There are far too many people that work tirelessly to post great content on social media without getting the results they deserve.

Most Are Missing the Mark!
Bottom line? Almost everything you have been told about how to do “social media marketing” is wrong. It’s not your fault. The bad advice goes well beyond the event industry. It is everywhere — and here’s why.

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Do Your Really Know Your Event Attendee?

Every aspect of your event promotion needs to start with a comprehensive understanding of your target market. Make sure you truly understand your customer or potential attendee before committing to any marketing or advertising campaign. In the case of events, your target market is represented by your ideal event attendee. I cannot stress this enough. Target market research that’s laser-focused is a big deal.

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Focus on Their Interests First, or Else!
People won’t buy tickets for an event, or even attend a free event, that doesn’t hold their interest. Especially in today’s social media driven marketplaces. A lack of interest is one of the biggest reasons events fail.

If you want to pack your event, the best place to start is with a hungry market. Fortunately, niche events (ethnic festivals & beer festivals) have a small but very hungry (thirsty) market. You need to make sure you fully understand your target market before you begin.

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Huge Event Promotion Mistake: Not Intentionally Creating a Sense of Immediate Buying Urgency

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Here’s an all-too-common phrase: “We have to get tickets on sale as quickly as possible so that people can buy early!” This “logic” gets applied constantly to event marketing campaigns.

There is one major flaw in this thinking: it’s completely wrong!

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Using Email Marketing to Drive Your Advance Ticket Sales

by Eugene Loj

Allow me to be direct ... Most event organizers/event marketers are clueless on how to run an effective email marketing campaign. What starts as well intentioned communication, turns into a SPAM fest (per their own list subscribers). SPAM is the main reason so many people are hesitant to give you their first name and email. Unfortunately, these factors make it very difficult for the well intentioned event organizer. There is hope!

How would you like to be in the minority of people who do email marketing - profitably and with the admiration of their list?

Watch the quick video below. It addresses what might be the most important component in keeping your list subscribers happy ...

How to Market Your Event with Email and Avoid Being a SPAMMER!

 

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Always Do This - Before Redesigning Your Event Website

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As you probably know, redesigning your event website can be quite a daunting task. The redesign process isn't helped by all the technological "bells and whistles." What was once just an HTML document with graphics ... Has become a mismash of different programing languages, databases, online videos, search engine optimization, email marketing, and the list goes on!  Ultimately, it gets harder and harder to make good web development decisions.

There is one constant that you cannot afford to forget ...

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How to Avoid Worrying About People Showing Up to Your Event

This is might be the most common question people ask, "how do I stop worrying about people showing up to my event?" The short answer ... you need to sell out your event.

You're probably thinking, "yeah right! If it was only THAT easy to sell out my event!" Worrying about attendance is one of those things that will stress out the most seasoned of event organizer. It leads to sleepless nights and lots of anxiety ... No money = you having to worry!

But instead of working you up any more, I have some straightforward advice to get you headed in the right direction ...

During a recent Event Marketing Q&A with Roman Jakubowycz from National Strategic, we gave a few quick ideas - If you can't sell out your event easily - the biggest key to a worry free event is advance ticket sales. Money in the bank means that you don't have to think about going bankrupt during your event. Imagine how it would feel, NOT having to worry about attendance?  Pretty darn good!

Check out the video below (an excerpt from a recent Q&A) for some quick info on selling lots of advance sale tickets ... (Do that and you can stop worrying about people showing up!) Also, I've included links on advance ticket sales, below the video. Do me a favor and leave a comment or question, below - thanks!

Want to get more information on advance ticket sales for your next event? Check out the articles below:

 


Ideas to Sell More Tickets for Your Next Event

by Eugene Loj

Sell_more_event_ticketsThe notion of selling additional tickets to your event is hard to resist. Wanting to sell more tickets is great, but many event organizers struggle just to sell enough tickets.

What follows are  ideas for maximizing your ticket sales (including the strategy of selling fewer tickets to make more money). Each point is supported by additional article links expanding on the subject area. 

You might be just a click away from an idea that will make your event extra money.  Here we go …

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The Most Important Reason to Sell Tickets Online

by Eugene Loj

Online_Event_TicketsToday, it's difficult not to find a good reason to sell event tickets online. While most event organizers tend to focus on the convenience factors, there is one significant advantage of online ticket sales. Hint … it has nothing to do with advance ticket sales or fraud prevention (but those are both very good reasons to sell tickets online). Any guesses?

Your Customer’s Data
What's the most important reason to sell tickets online? Customer data. When your event attendees purchase tickets online they need to fill in their contact information. It's part of the transaction processs ... and it's a HUGE marketing resource for you!

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Great Example of How to Promote Your Event on a Billboard

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The above billboard can be found on 490 East (headed toward Downtown) in Rochester, New York. The billboard location hasn't changed in years. Probably because it works so well. It's also a great example of a super-effective billboard.

Why is it so effective? Because it presents a compelling message, that drives people to action ... "Spend a few bucks on lotto tickets for your (minuscule) chance to win $290,000,000." In this case, the event is the giveaway of $290 MM. The bigger the jacket, the more demand.

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Online Marketing Fundamentals for Small Business

Recently, I was interviewed by my friends Roman Jakubowycz and Eugene Shatsman of National Strategic. Their company consults with small businesses on integrating successful strategies of Fortune 500 companies.  During the interview we talked about the role of the Internet (as a tool) and some simple marketing strategies any business can start using today.

As Roman put it (sarcastically) … today we’re going to talk about the Internet, “that Utopian existence that’s going to make every business grow JUST by simply putting on a web site and a Facebook page.”
It was a fun interview ... it's not every day you get to sit down with your friends to talk business shop.

My recommendation is to watch the interview above, first. Then, click on the articles below to expand on the topics discussed.

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