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SPONSOR &
EXHIBITOR
CHECKLIST
MAKING THE MOST OF YOUR INVESTMENT
BY NURTURING HAPPY CUSTOMERS
I
n-person conferences and events are the best places to showcase your product or
service, meet face-to-face with your current and potential customers, and listen to
the needs of the industry.
With such a large investment of time, money, and woman/manpower, it’s no surprise
that management expects great returns on each event that your company sponsors.
We want to arm our event sponsors and exhibitors with some ways to prepare for the
event, run an amazing on-site experience, and then follow up on leads, post-show.
Based on attendee feedback on our sponsors’ post-show follow-up tactics, we’ve
put together a few tips to help you shine while avoiding the dreaded “report as
spam”/unsubscribe conundrum or responding to public complaints on social media.
Remember: You are marketing to marketers – your peers – so you’ll need to be savvy
and on-point to capture and keep their attention.
On behalf of the Content Marketing Institute team, we’re all here to help you.
We’re ready for a great 2018, complete with epic events, exciting sponsor
offerings, and customers advancing the practice of content marketing
because of partner relationships built at our events.
SPONSOR AND EXHIBITOR CHECKLIST
MAKING THE MOST OF YOUR INVESTMENT BY NURTURING HAPPY CUSTOMERS
Cathy McPhillips
VP of Marketing
Karen Schopp
Strategic
Account Manager
Drew James
Strategic
Account Manager
PRE-EVENT
PRE-EVENT
h COMMIT TO YOUR SPONSORSHIP EARLY – Many events let sponsors/exhibitors choose their
booth location on a first come, first served basis. If you know you’re going to commit, then
keep pushing your team to get the event contract signed and returned quickly. This will enable
you to secure the ideal sponsorship package for your goals and needs – whether it’s a booth in
a high traffic location or a speaking engagement.
h COMPLEMENT THE EVENT THEME –Find out if there is a theme
to the event. For example, Content Marketing World 2017’s theme
was “World of Stories.” Rather than bring branded pens or stress
balls, consider bringing something more-closely tied to the theme.
Make your brand an extension of the conference.
h THINK LIKE AN ATTENDEE – When attendees come to events,
they’re generally coming for two main reasons: to network and to
learn. And while they’re at an event, they’re often extra thirsty and
extra hungry. How can you appeal to these folks? Water bottles, notepads, coffee, and comfortable
furniture are big winners at events. Make sure your booth is inviting, and consider investing in a
giveaway that will entice people to visit and take interest in your product or service.
PRE-EVENT
h GET SOCIAL – See if the conference will give you pre-written or suggested social media
ideas – but don’t just cut/paste. Customize them to your audience, use the conference hashtag,
and differentiate yourself. Find out if your brand can get a unique discount code, so you can
offer personalized value to your followers.
h PLAN FOR THE RIGHT TEAM – Who are the attendees?
What are the job titles? Who from your team is best suited to
engage with and understand this audience? Bring team
members who are the most energetic and passionate
about the event and the attendees, and who understand
their particular pain points.
h SCHEDULE MEETINGS AHEAD OF TIME – If you know
a client or prospect will be at the conference, send them
an invite for a meet & greet. Twitter or LinkedIn would be
the best way to do this. Need to set up a large number
of meetings in advance? Be sure that your booth is still
staffed by other team members to accommodate any
walk-up traffic you receive.
PRE-EVENT
h LEARN THE LAY OF THE LAND – If you’re exhibiting in a town
you know well, why not prepare a blog post or some social media
content that helps attendees navigate the area? Or, if it’s a new
location to you, take time to learn about it ahead of time. Maybe
even come in a day early to see the sights yourself (it may be your
only chance to see daylight for the next 48-72 hours).
h BECOME FRIENDS WITH THE EVENT PRODUCERS – They’re the
ones making sure your boxes are received – on time, undamaged,
and in their entirety. They will know where to pick up a part that
may be missing or damaged, or can direct you to a place to pick up
an HDMI cable or some batteries for your clicker. (Better yet: Triple
check all of your power supplies before you leave for the event,
and pack two of everything.)
h THINK GREEN – Are you printing leave-behinds for attendee bags or chair drops? At the
very least, use recycled paper. Or, consider something beyond a piece of paper – something
useful for both you AND the attendees. Customers notice and reward brands that care about
sustainability.
DURING THE
EVENT
DURING THE EVENT
h START EARLY – The early bird gets access to the most help from the support staff.
Additionally, being one of the first in the expo hall gives you extra time to rectify those
inevitable little hiccups well before the show begins.
h GET IN YOUR STEPS – Don’t hunker down in the back of your booth space. If you have
a 10’x10’ booth, that’s 100 square feet of ground for you to cover. Sitting behind a table or
checking work emails doesn’t scream “We can help solve your problem!” to an interested
attendee. Stand up, walk around, come toward the front of the booth, and be ready to engage
passers-by.
h SHOP LOCAL – Find some local vendors
and products for fun partnerships.
NewsCred has done this at Content
Marketing World for a few years by
partnering with Rising Star Coffee
Roasters, and the line out the door proves
that it pays to know what attendees want.
DURING THE EVENT
h BE EASILY RECOGNIZABLE – Anyone looking for interactive content solutions at Content
Marketing World 2017 quickly found a member of the ion interactive team by looking for the
ubiquitous logo and first names emblazoned on their orange shirts. Attendees looking for
content marketing translation and localization services MUST have seen inWhatLanguage’s
team in their bright green pants. Paying attention to your branding can help you stand out in
a full and busy expo hall. But most importantly, make sure attendees walking by your booth
know immediately what your company does and what value you bring to the market.
h BE CREATIVE – Find creative ways to interact, without using a
wheel of fortune or other game that you’ve seen at every industry
event. At Content Marketing World 2017, Trackmaven used a spaghetti
throwing contest and a giant bullseye to help their visitors “See What
Sticks.” Brilliant, right? After sitting through two days of sessions with
so much information to digest, throwing a little spaghetti helped
move the muscles a little, too. Also at CMWorld 2017, The HOTH
gave out cold hard cash! They had a cash cannon, and every hour or
so they would fire two dollar bills into the aisles. And our friends at
Manifest held a book signing in their booth with Joe Pulizzi and Robert Rose, whose new book was
published the week of the event. The line of people waiting to get to
Manifest’s booth lasted well over an hour.
DURING THE EVENT
h TAKE GOOD NOTES – Think about the next step – the post-event outreach you'll be doing
– and find ways to customize your messages to your booth visitors. Take business cards, take
photos, jot down notes. Use whatever tools you need to remember each person's name, face,
and pain point. You’ll thank us later.
h PLAY NICE – No solution is absolutely perfect. If you meet an attendee and you really can’t
serve their immediate needs – for example, you’re focused on enterprise and they’re small
business, or you don’t integrate with their marketing automation tool or their CRM – let them
know that. And suggest that they head around the corner to a competitor’s booth. You never
know how another solution might reciprocate and send a lead your way.
h UPGRADE YOUR PASS – If you’re used to sitting
in the expo hall all day, consider upgrading to a
main event pass. This way, you can learn something
for your own job, but you can also hear what’s
resonating with your customers, and what their
biggest needs are. This is invaluable information to
take back to your R&D teams.
POST-EVENT
POST-EVENT
h PLAN YOUR OUTREACH – You’re back in the office, and your hot little hands are full of
the leads you gathered from the event. This list, this prized possession, is what you’ve been
waiting for! But, think of it from the attendee’s point of view. They JUST got back to the office
too, they’re catching up after a week away from the office while also trying to wrap their heads
around 3-4 days of sessions. Is the Monday after you’re back the best time to be emailing
them? Probably not.
h ANSWER THE “WHY” – It all starts with an email; but how
amazing would it be if you segmented your emails based
on what each attendee needed, their fiscal year, their job
function/level, or their company size, and could then transform
your canned messages into meaningful messages that are
personalized to each particular attendee? Sure, that’s a lot
more work, but it will likely be much more fruitful. And, rather
than asking for a phone conversation or meeting right away,
consider enticing them with a valuable piece of content to show you understand their needs,
challenges, and the industry on the whole. Think about how you’d like to be approached
by a new vendor, and try to replicate that by finding ways to gain their trust and create a
meaningful customer experience through your initial outreach.
POST-EVENT
h MAKE YOUR REACH-OUT UNIQUE – Rather than talk about yourself, consider starting with a
survey. What do they need? Why did they come to the event?
h DO YOUR HOMEWORK – Before you (or a sales representative) email them to ask if they’d
like to be customer, make sure their company is a good fit for your product or solution, and
isn’t already a customer. Show you understand their business before reaching out. It’s the first
step in gaining trust and developing rapport.
h RESPECT PHONE NUMBERS – As
part of many event registrations, phone
numbers are given to exhibitors. That
said, our cell phones have practically
become an extension of our bodies, so
customers might feel very protective
of them. Be courteous and start your
outreach by contacting them on their
office phone or email.
POST-EVENT
h LEARN WHEN TO STOP – Have
you emailed three times and heard
nothing? Perhaps move them to
an unengaged list. If you return to
that same event the following year,
consider sending a “we hope to pick
up where we left off last year” email
to remind and reengage them.
h MAKE YOUR UNSUBSCRIBE OPTION
CLEAR – If you’re not CAN-SPAM
compliant yet, you really should be. Get
informed about how to protect your
brand by being transparent and forthcoming in all your email communications – including
emails sent by your sales representatives. And be respectful of unsubscribes. That said, you
should also look for ways to make your unsubscribe confirmation pages so enticing, they'll
change their mind about letting go.
WE LOOK FORWARD TO PARTNERING WITH
YOU IN 2018 TO MAKE IT YOUR BEST YEAR YET.
Looking for marketing ideas for Content Marketing World or Intelligent Content Conference?
Contact Cathy McPhillips – cathy.mcphillips@ubm.com
Interested in CMI sponsorship opportunities?
Contact Karen Schopp – karen.schopp@ubm.com or Drew James – drew.james@ubm.com
About Content Marketing Institute
Content Marketing Institute is the leading global content marketing education and training organization,
teaching enterprise brands how to attract and retain customers through compelling, multichannel
storytelling. CMI’s Content Marketing World event, the largest content marketing-focused event, is held
every September in Cleveland, Ohio, USA, and the Intelligent Content Conference event is held every
spring. CMI publishes the quarterly magazine Chief Content Officer, and provides strategic consulting
and content marketing research for some of the best-known brands in the world. Watch this video to
learn more about CMI. Content Marketing Institute is organized by UBM plc. UBM is the largest pure-
play B2B Events organizer in the world. Our 3,750+ people, based in more than 20 countries, serve more
than 50 different sectors. Our deep knowledge and passion for these sectors allow us to create valuable
experiences which enable our customers to succeed. Please visit www.ubm.com for the latest news and
information about UBM.

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Maximize Your Sponsorship Investment with Targeted Post-Event Outreach

  • 1. SPONSOR & EXHIBITOR CHECKLIST MAKING THE MOST OF YOUR INVESTMENT BY NURTURING HAPPY CUSTOMERS
  • 2. I n-person conferences and events are the best places to showcase your product or service, meet face-to-face with your current and potential customers, and listen to the needs of the industry. With such a large investment of time, money, and woman/manpower, it’s no surprise that management expects great returns on each event that your company sponsors. We want to arm our event sponsors and exhibitors with some ways to prepare for the event, run an amazing on-site experience, and then follow up on leads, post-show. Based on attendee feedback on our sponsors’ post-show follow-up tactics, we’ve put together a few tips to help you shine while avoiding the dreaded “report as spam”/unsubscribe conundrum or responding to public complaints on social media. Remember: You are marketing to marketers – your peers – so you’ll need to be savvy and on-point to capture and keep their attention. On behalf of the Content Marketing Institute team, we’re all here to help you. We’re ready for a great 2018, complete with epic events, exciting sponsor offerings, and customers advancing the practice of content marketing because of partner relationships built at our events. SPONSOR AND EXHIBITOR CHECKLIST MAKING THE MOST OF YOUR INVESTMENT BY NURTURING HAPPY CUSTOMERS Cathy McPhillips VP of Marketing Karen Schopp Strategic Account Manager Drew James Strategic Account Manager
  • 4. PRE-EVENT h COMMIT TO YOUR SPONSORSHIP EARLY – Many events let sponsors/exhibitors choose their booth location on a first come, first served basis. If you know you’re going to commit, then keep pushing your team to get the event contract signed and returned quickly. This will enable you to secure the ideal sponsorship package for your goals and needs – whether it’s a booth in a high traffic location or a speaking engagement. h COMPLEMENT THE EVENT THEME –Find out if there is a theme to the event. For example, Content Marketing World 2017’s theme was “World of Stories.” Rather than bring branded pens or stress balls, consider bringing something more-closely tied to the theme. Make your brand an extension of the conference. h THINK LIKE AN ATTENDEE – When attendees come to events, they’re generally coming for two main reasons: to network and to learn. And while they’re at an event, they’re often extra thirsty and extra hungry. How can you appeal to these folks? Water bottles, notepads, coffee, and comfortable furniture are big winners at events. Make sure your booth is inviting, and consider investing in a giveaway that will entice people to visit and take interest in your product or service.
  • 5. PRE-EVENT h GET SOCIAL – See if the conference will give you pre-written or suggested social media ideas – but don’t just cut/paste. Customize them to your audience, use the conference hashtag, and differentiate yourself. Find out if your brand can get a unique discount code, so you can offer personalized value to your followers. h PLAN FOR THE RIGHT TEAM – Who are the attendees? What are the job titles? Who from your team is best suited to engage with and understand this audience? Bring team members who are the most energetic and passionate about the event and the attendees, and who understand their particular pain points. h SCHEDULE MEETINGS AHEAD OF TIME – If you know a client or prospect will be at the conference, send them an invite for a meet & greet. Twitter or LinkedIn would be the best way to do this. Need to set up a large number of meetings in advance? Be sure that your booth is still staffed by other team members to accommodate any walk-up traffic you receive.
  • 6. PRE-EVENT h LEARN THE LAY OF THE LAND – If you’re exhibiting in a town you know well, why not prepare a blog post or some social media content that helps attendees navigate the area? Or, if it’s a new location to you, take time to learn about it ahead of time. Maybe even come in a day early to see the sights yourself (it may be your only chance to see daylight for the next 48-72 hours). h BECOME FRIENDS WITH THE EVENT PRODUCERS – They’re the ones making sure your boxes are received – on time, undamaged, and in their entirety. They will know where to pick up a part that may be missing or damaged, or can direct you to a place to pick up an HDMI cable or some batteries for your clicker. (Better yet: Triple check all of your power supplies before you leave for the event, and pack two of everything.) h THINK GREEN – Are you printing leave-behinds for attendee bags or chair drops? At the very least, use recycled paper. Or, consider something beyond a piece of paper – something useful for both you AND the attendees. Customers notice and reward brands that care about sustainability.
  • 8. DURING THE EVENT h START EARLY – The early bird gets access to the most help from the support staff. Additionally, being one of the first in the expo hall gives you extra time to rectify those inevitable little hiccups well before the show begins. h GET IN YOUR STEPS – Don’t hunker down in the back of your booth space. If you have a 10’x10’ booth, that’s 100 square feet of ground for you to cover. Sitting behind a table or checking work emails doesn’t scream “We can help solve your problem!” to an interested attendee. Stand up, walk around, come toward the front of the booth, and be ready to engage passers-by. h SHOP LOCAL – Find some local vendors and products for fun partnerships. NewsCred has done this at Content Marketing World for a few years by partnering with Rising Star Coffee Roasters, and the line out the door proves that it pays to know what attendees want.
  • 9. DURING THE EVENT h BE EASILY RECOGNIZABLE – Anyone looking for interactive content solutions at Content Marketing World 2017 quickly found a member of the ion interactive team by looking for the ubiquitous logo and first names emblazoned on their orange shirts. Attendees looking for content marketing translation and localization services MUST have seen inWhatLanguage’s team in their bright green pants. Paying attention to your branding can help you stand out in a full and busy expo hall. But most importantly, make sure attendees walking by your booth know immediately what your company does and what value you bring to the market. h BE CREATIVE – Find creative ways to interact, without using a wheel of fortune or other game that you’ve seen at every industry event. At Content Marketing World 2017, Trackmaven used a spaghetti throwing contest and a giant bullseye to help their visitors “See What Sticks.” Brilliant, right? After sitting through two days of sessions with so much information to digest, throwing a little spaghetti helped move the muscles a little, too. Also at CMWorld 2017, The HOTH gave out cold hard cash! They had a cash cannon, and every hour or so they would fire two dollar bills into the aisles. And our friends at Manifest held a book signing in their booth with Joe Pulizzi and Robert Rose, whose new book was published the week of the event. The line of people waiting to get to Manifest’s booth lasted well over an hour.
  • 10. DURING THE EVENT h TAKE GOOD NOTES – Think about the next step – the post-event outreach you'll be doing – and find ways to customize your messages to your booth visitors. Take business cards, take photos, jot down notes. Use whatever tools you need to remember each person's name, face, and pain point. You’ll thank us later. h PLAY NICE – No solution is absolutely perfect. If you meet an attendee and you really can’t serve their immediate needs – for example, you’re focused on enterprise and they’re small business, or you don’t integrate with their marketing automation tool or their CRM – let them know that. And suggest that they head around the corner to a competitor’s booth. You never know how another solution might reciprocate and send a lead your way. h UPGRADE YOUR PASS – If you’re used to sitting in the expo hall all day, consider upgrading to a main event pass. This way, you can learn something for your own job, but you can also hear what’s resonating with your customers, and what their biggest needs are. This is invaluable information to take back to your R&D teams.
  • 12. POST-EVENT h PLAN YOUR OUTREACH – You’re back in the office, and your hot little hands are full of the leads you gathered from the event. This list, this prized possession, is what you’ve been waiting for! But, think of it from the attendee’s point of view. They JUST got back to the office too, they’re catching up after a week away from the office while also trying to wrap their heads around 3-4 days of sessions. Is the Monday after you’re back the best time to be emailing them? Probably not. h ANSWER THE “WHY” – It all starts with an email; but how amazing would it be if you segmented your emails based on what each attendee needed, their fiscal year, their job function/level, or their company size, and could then transform your canned messages into meaningful messages that are personalized to each particular attendee? Sure, that’s a lot more work, but it will likely be much more fruitful. And, rather than asking for a phone conversation or meeting right away, consider enticing them with a valuable piece of content to show you understand their needs, challenges, and the industry on the whole. Think about how you’d like to be approached by a new vendor, and try to replicate that by finding ways to gain their trust and create a meaningful customer experience through your initial outreach.
  • 13. POST-EVENT h MAKE YOUR REACH-OUT UNIQUE – Rather than talk about yourself, consider starting with a survey. What do they need? Why did they come to the event? h DO YOUR HOMEWORK – Before you (or a sales representative) email them to ask if they’d like to be customer, make sure their company is a good fit for your product or solution, and isn’t already a customer. Show you understand their business before reaching out. It’s the first step in gaining trust and developing rapport. h RESPECT PHONE NUMBERS – As part of many event registrations, phone numbers are given to exhibitors. That said, our cell phones have practically become an extension of our bodies, so customers might feel very protective of them. Be courteous and start your outreach by contacting them on their office phone or email.
  • 14. POST-EVENT h LEARN WHEN TO STOP – Have you emailed three times and heard nothing? Perhaps move them to an unengaged list. If you return to that same event the following year, consider sending a “we hope to pick up where we left off last year” email to remind and reengage them. h MAKE YOUR UNSUBSCRIBE OPTION CLEAR – If you’re not CAN-SPAM compliant yet, you really should be. Get informed about how to protect your brand by being transparent and forthcoming in all your email communications – including emails sent by your sales representatives. And be respectful of unsubscribes. That said, you should also look for ways to make your unsubscribe confirmation pages so enticing, they'll change their mind about letting go.
  • 15. WE LOOK FORWARD TO PARTNERING WITH YOU IN 2018 TO MAKE IT YOUR BEST YEAR YET. Looking for marketing ideas for Content Marketing World or Intelligent Content Conference? Contact Cathy McPhillips – cathy.mcphillips@ubm.com Interested in CMI sponsorship opportunities? Contact Karen Schopp – karen.schopp@ubm.com or Drew James – drew.james@ubm.com About Content Marketing Institute Content Marketing Institute is the leading global content marketing education and training organization, teaching enterprise brands how to attract and retain customers through compelling, multichannel storytelling. CMI’s Content Marketing World event, the largest content marketing-focused event, is held every September in Cleveland, Ohio, USA, and the Intelligent Content Conference event is held every spring. CMI publishes the quarterly magazine Chief Content Officer, and provides strategic consulting and content marketing research for some of the best-known brands in the world. Watch this video to learn more about CMI. Content Marketing Institute is organized by UBM plc. UBM is the largest pure- play B2B Events organizer in the world. Our 3,750+ people, based in more than 20 countries, serve more than 50 different sectors. Our deep knowledge and passion for these sectors allow us to create valuable experiences which enable our customers to succeed. Please visit www.ubm.com for the latest news and information about UBM.