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How NOT to get prospects

So your in-person event is back on. Great! Now you need attendees. Here’s a list of proven failures that will most definitely NOT attract prospects. Take these tactics off your to-do list. Then implement a few of the surefire strategies listed below to build a high-quality prospect pool and get more people in the door.

FAILURE #1

Have no value proposition or differentiator

If you’re looking to deter prospects or get ignored altogether, having no value proposition is a great start. Afterall, professionals in your space have lots of events to choose from, so they can just choose a different one. Alternately, they might be satisfied with LinkedIn or Google.

FAILURE #2

Send a drip campaign with 5+ emails

Don’t stick with a “spray and pray” e-blast approach. Sending multiple impersonal emails is a proven tactic to take potentially interested people and chase them away.

FAILURE #3

Hire a famous keynote speaker who is irrelevant to your industry

Your association promotes itself as the best place to find industry-specific resources. Don’t hire a big name celebrity as your keynote speaker who knows absolutely nothing about your industry.

FAILURE #4

Use overly complex language nobody can understand

Long paragraphs, long sentences, and long words take lots of time and brain power to decipher. If nobody can understand you, they surely won’t know why or how to register for your event.

FAILURE #5

Create busy visuals nobody can decipher

Your event branding and logo shouldn’t be difficult to read. Using a plethora of colors and fonts adds to the clutter and is guaranteed to turn people away.

FAILURE #6

Use a generic event name that is meaningless to anyone outside your association

Don’t be afraid to use your association’s acronym as your event name. Afterall, if prospects have never heDon’t use your association’s acronym as your event name. Afterall, if prospects have never heard of you before, they won’t be compelled to attend XYZ’s Annual Conference.

FAILURE #7

Wait until the last minute to create your event website

Your event’s website is a central hub that lets people get to know your association, see how they’ll Your event’s website is a central hub that lets people get to know your association, see how they’ll benefit from your event, and actually register. If you leave off the value proposition, agenda, and registration links until a few weeks before your conference you won’t reach attendance goals.

FAILURE #8

Be so exclusive nobody thinks they are allowed to come

Don’t hide the fact that your event is open to the public, including people who are not members of your association. When people don’t feel welcome, they will definitely not investigate further.


5 Ways to Actually Attract Prospects

Aside from doing the opposite of the failures mentioned above, here are five ways to up your event game and attract more prospects.

SUCCESS #1

Tell your story

Your prospect might have no idea who you are or why they should care. You have to convince them to care. You can’t do that with a few dozen impersonal emails. Tell your story quickly and make it easy to take action on it.

SUCCESS #2

Craft a unique value proposition

If you can’t articulate in just a few words why someone should attend your event, you need a new value proposition. Focus on benefits and differentiators. In one sentence, explain why you are worth someone’s money and time away from the office.

SUCCESS #3

Speak like a human

Messaging should be authentic and value based. Write everything at a 7th or 8th Grade level for easy comprehension. Be friendly and inviting. Make sure everything makes sense to someone who has never heard of your association before. 

SUCCESS #4

Be relevant

Take time to curate a truly relevant experience that addresses your audience’s current pain points. Conduct surveys and focus groups. Choose a keynote speaker who knows your industry inside and out.

SUCCESS #5

Keep it simple!

When it comes to your messaging, visuals, agenda, or anything else related to your event, go with the simplest choice. Cut the clutter. Stay on point. Promise select takeaways that matter to the segment of prospect you’re going after.

A good default strategy for event-related prospecting is to think like a prospect. Take some time to consider the types of messages and offers you prefer to receive from other businesses and organizations. Stick with those and leave the rest of the noise behind.

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