This is the fifth post in our series 6 Ways to Help Your Association Thrive in 2020. To get started, establish your cause, sketch out a marketing plan, find or create marketing assets, and build a list of high-quality prospects. Then you’re ready for Part 5: Engagement.
How to Drive Engagement with your Events and Programs
So your marketing efforts paid off and you have a list of high-quality prospects. Now what? How can you turn all that potential into actual outcomes for your association? You need to take deliberate steps to fuel engagement.
What is engagement and why do you need it?
Engagement is an emotional state that leads to a physical action. It’s when people care about your association so much that they feel compelled to attend your events and participate in your programs. But engagement is easier said than done. It’s a noisy world out there and people are busy and distracted. Your association must be so compelling and so valuable that people seek out your resources regardless of whatever else they’re dealing with.
As with prospecting, engagement doesn’t happen overnight. You must first build trust by nurturing your prospects over time with value-added content that solves their problems. An effective workflow might include a digital ad that leads to a landing page where visitors can download a piece of content. Once you capture an email address, you can follow up with an email drip campaign.
Start with free, ungated content
Giving away useful content is a powerful way to establish trust with your prospects. To drive event attendance, consider using one of these proven formats:
- Behind-the-scenes video of your event setup
- An interview with a past attendee
- Case stories that show the ROI of your event
- Photo collage of last year’s conference
- FAQ sheet to address common inquiries
- Article published by one of your speakers
- Event ROI toolkit
Capture leads with gated content
Eventually you will need to capture an email address so you can follow up with a nurturing email drip campaign. Here too, you should lead with helpful content, not your event or programs. For example, you can offer a tip sheet with key takeaways from your event. At the end of the tip sheet, you can include a call to action. For example: Interested in gaining more insights like these? Attend our annual conference.
Don’t be a time suck
There is a perception across industries that trade associations take up too much time. People believe they must read lengthy content, volunteer for committees, travel, and invest time and money to get the most value from membership. And busy professionals, especially senior executives, just don’t have time for all that.
Because of this perceived burden, many will not even consider engaging with your organization. To combat this, you need to show that your association isn’t a time suck. In fact, you must prove that you can save people time through your resources, connections, events, and other opportunities.
Keep it short and sweet
The first step in saving people time is to keep your communications brief. Here are a few strategies to get you started:
- Craft emails with two or three yes-or-no questions and a clear call to action button.
- Create infographics with few words and lots of visuals.
- Summarize report findings with concise bullet points.
- Write whitepapers and articles with clear subheadings to help readers skim for key details.
- Consider checklists and tip sheets instead of lengthier content.
- Keep videos to 30 seconds or less.
Case Study: Plant tour promotion
Our client, the Manufacturing Leadership Council, offers exclusive plant tours as a member benefit. When traditional emails to promote the tours didn’t perform as well as expected, we switched our strategy. Instead of making a hard sell to sign up for a tour, we offered a useful download on how to improve company culture, which was one of the themes of an upcoming tour. The idea was that once the user downloaded the content, they would see firsthand the value of a plant tour and be inspired to sign up. As a result, the Council’s plant tour emails had the highest open and clickthrough rates of any campaign sent to members this year.
Ready to turn your prospect list into engaged event attendees and program participants? Download this free engagement workflow to get started. It will show you how to get attention, nurture your prospects, and generate actions using digital ads, landing pages, content, and emails.
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