How to Move People from Prospects to Attendees, Members, and Ambassadors

Member journeys in the digital marketing world

Member journeys in the digital marketing world

According to the Email Statistics Report, the average person received 90 emails per day in 2016. That’s a lot of clutter to cut through if you’re a marketer. To get attention and to maximize your ROI, you need to go beyond impersonal e-blasts and one-size-fits-all marketing. A better strategy is to take cues from your audience and your data to craft purposeful content for a range of digital touch points. Then optimize your efforts through automation and a CRM platform. When all the elements of your digital marketing environment come together, that’s when the magic happens. You’ll increase engagement and move more of your base along their journey toward event attendance and membership.

The member journey

Most people aren’t ready to attend your event or join your organization the first time they hear about you. They need time to get to know you, explore your offerings, and understand your value. Individuals will undergo a journey from awareness, to attending your events, to joining as a member. Eventually, they might also become loyal long-term followers and brand ambassadors. But how much time do they need? What exactly do they need to know? And when do they need to know it? Answering these questions requires a solid grasp of the entire digital marketing environment. This includes in-depth audience knowledge as well as integrated brand touch points.

Meet them where they are

A solid digital marketing strategy begins by knowing your audience—not just their demographics or purchase history but characteristics and behaviors that help you speak to them. Start by assigning archetypes, or personas, to your audience segments. Archetypes are defined categories centered around value and purpose. You can also segment your audience based on known behaviors, such as members, non-members, veteran attendees, or new attendees. Also consider where individuals are in the buying cycle and how much they already know about your association. All this information helps you tailor your messaging and tactics so you can provide timely, relevant marketing communication that engages your base.

Bring all brand touch points together

Digital brand touch points include stories, videos, retargeting, emails, ebooks, white papers, landing pages, and more. Your audience might encounter any or all of these items depending on where they are in their journey. It’s important to present a unified look and feel in all your branding as well as complementary messaging. It’s also critical to include a mix of content types to cater to various communication preferences. But how do you know which tactics to launch, to whom, and when?

Why you need marketing automation

Marketing automation allows your audience to tell you what they need. To get started, you create several defined communication strategies, called workflows, based on your archetypes, audience segments, and any data you’ve gathered. Once you set your workflows in motion, your audience behaviors trigger the next steps. One example would be an individual who sees your Facebook ad then clicks to download your white paper on business finances. This behavior then triggers an email promoting the finance track at your annual conference. If this person decides to register for your event, they will receive information about other offerings at the conference. If they don’t register within a week of your first email, they automatically receive a discount code in a follow-up email. The more that people interact with your brand touch points, the more you learn, and the more likely it is that you can continually deliver communications they find valuable. The result? A recent study suggests that using marketing automation to nurture your prospects could result in a 451% increase in qualified leads.

Tracking success

It’s important to track campaign results, examine key performance indicators, and understand your data. By leveraging real-time pre-event marketing data, you can use relevant member or prospect behaviors to trigger lead scoring and follow-up activities for cross-selling and upselling. Combining data-driven insights with automation technology will help you personalize their journey toward attendance and membership—and you’ll see increases in both as a result. Use a customer relationship management program to monitor your data and effectively track and score leads. If you can’t monitor results, you won’t be able to calculate campaign ROI and you won’t know what’s working (and what’s not). Marketing automation isn’t something you can set and forget. You must keep an eye on the data and adjust your workflows based on actual behaviors.

Up your marketing game

In today’s world of flooded inboxes and information overload, you need to up your marketing game if you want sustainable membership and event attendance. Improve your marketing using automation and integrated brand touch points to guide more people through their customer journeys. Rottman Creative can help you cut through the clutter and drive event attendance with purposeful digital marketing. Contact us today to learn more about marketing automation.

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