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B2B Experiential Marketing – When does it work?

What is experiential marketing? On the rise in recent years, 1to1 Marketing consultant in pune and experiential marketing is all about customer interaction with your brand. It offers a unique experience with products or services, allowing customers to get a feel for how they would use it in their lives. For years marketers have been trying to get customers to use and trial their products. In this way it’s not a new concept; there have however, certainly been some innovative spins on how it’s done. Let’s look at experiential marketing, how it can work for B2Bs and some of the ways it can help build your brand.

Emotional + Experiential Branding = Experiential Marketing The two elements that underpin experiential marketing are emotional branding and experiential branding.

Emotional branding: is about building the relationship between your brand and customers. Promoting emotional benefits like brand trust, security and credibility as a result of engaging with your brand is crucial. Experiential branding: designs and creates interactions that are sensory in nature, which emotionally influences preferences, shaping brand perception, and influencing satisfaction and loyalty. An excellent experiential marketing campaign is able to fuse both elements seamlessly together. Experiential Marketing for B2Bs In recent years interest in B2B experiential marketing has grown and some of the initial hesitation surrounding it has been replaced with a working understanding, when to do it, and how it stimulates ROI. For B2Bs, experiential marketing is generally less obvious, with the focus often on services (for example) in place of B2C exciting product launches. Oftentimes the B2B budget is also stretched. However we are seeing marketers begin to recognise the potentials that the experience can offer consumers. “The success of brand experience within the B2C market has not gone unnoticed, and B2B marketers are waking up to the potential of brand experience. However, there is a long way to go before they catch up with their B2C counterparts.” – Graham Ede, Ion Group 3 Examples of B2B experiential marketing Location with B2Bs can be one of the major barriers, and while it may not be easy to do experiential marketing in quite the same way as B2C, there’s certainly room to employ some of the same principals. Creating sensory interactions that promote core feelings of trust, and awareness of your product or services is central to this. Fulcrum marketing in public spaces – Linked with experiential, some marketers use a form of Fulcrum marketing. They tend to hold this drive in places where there are high concentrations of business buyers. Branded promotional staff can offer business people the opportunity to enter in a promotion, or sign up to attend an event whilst promoting the benefits of the product.  demonstrations & reward – as part of a targeted marketing strategy, those in the IT space can offer information via webinar or video, which can showcase some aspects of the technology solution. Some marketing and web-based tools such as  offer a free trial period, together with online coaching via Skype. This allows the user to build confidence in using the tool, and to experience all of the benefits of the trial period. At the end of the trial period (7 days), the participant is given a report with feedback on how well they have used the tool. Then they are awarded a certificate. Surprises and games – Surprising customers by showing up where they least expect you, gifting them, or sending them a card is a way to provide an out of the box experience and drive brand awareness. Another option could be to exhibit at a partner’s event as IBM did. Their interactive stand came complete with a candy bar, and plasma screens which posted live tweets from event attendees. Digital technology such as apps and games are also opportunity areas, and while often costly, look set to become more widespread and affordable in future. Experiential marketing reflects the growing importance of emphasising emotions to build successful brands. Digital media offers expanding opportunities to offer such experiences. In the ever-competitive B2B marketplace, it’s no longer enough to rely on traditional modes for lead generation. B2B marketers need to consider the complete kit that is available to them including; social media, mobile, search, paid advertising, print, telemarketing and increasingly placing emotion at the heart of it all with an experiential approach.

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Experiential Marketing Trend Watch: Hospitality Experiences

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Examples of Hospitality Experiences At Experiential Marketing Activations

Brands across various industries have hosted successful experiential marketing events that involved unique hospitality experiences. One of these brands is Audi, which set up a “Dome of Quattro” for 16 weeks at the Denver International Airport. Guests inside the 30-foot dome could visit the bar, watch sports documentaries on one of the many flat-screened TVs, or simply lounge on the sleek and sophisticated furniture. There were no Audi cars within the dome—in fact, there were not even salespeople pressuring guests to buy a car. However, guests could take a short trip to another dome located a few dozen feet away in order to sit behind the wheel of an Audi and take a virtual test drive.

Pepsi recently incorporated a unique hospitality experience into an experiential marketing event that took place in the days leading up to the Super Bowl. The brand invited guests to attend the event to celebrate the launch of the new Pepsi Generations campaign. At the event, guests were able to mix and mingle with various celebrities, including Cindy Crawford and Jeff Gordon. Guests were also offered passed hors d’oeuvres and cocktails as they moved throughout the event to look at the different exhibits featuring some of the biggest moments in Pepsi’s history.

Multiple companies often partner together to create the ultimate hospitality experience. This was the case when Tesla, the Standard Hotel, and Casper mattresses joined forces to host an experiential marketing event at the SXSW conference last year. SXSW guests were able to book a hotel room in the area using the Standard’s One Night app. Guests were welcomed into their rooms with a plate of warm cookies and a glass of milk to help them kick back and relax. They were even given the opportunity to request an “on-site mom” that would visit their room and read them bedtime stories. If guests did not want to book a room for the entire night, they had the option of reserving a “refresh” room where they could unwind for a few hours before heading back to the SXSW conference. These brands went above and beyond to make guests feel right at home.

How to Make This Trend Work

Every brand can successfully incorporate this trend into their experiential marketing event as they follow a few basic rules.

First, keep in mind that creating hospitality experiences can be expensive, so it’s best to take advantage of your brand’s assets to cut costs. For example, Grant Thornton, an accounting firm, wanted to plan a luxurious hospitality experience for a few of their top clients. Since the firm provides accounting services to the Tony Awards, they contacted the organizers of this annual award show and asked for a favor. The marketers at Grant Thornton were able to offer their top customers an unforgettable evening at the Tony Awards because they took advantage of their connections, which are company assets. Your company may not have connections at the Tony Awards, but it’s very likely that your company has other assets that can be used in a similar manner. Think about how you can use these assets to your advantage.

Although the main goal of a hospitality experience is to entertain guests, marketers also need to use these events as opportunities to teach guests about the brand. Guests should be fairly relaxed in this setting, so keep the conversation light and informal so they don’t feel as if they’re in a seminar or being bombarded with a sales pitch. Hiring the right brand ambassadors that can pull this off is key.

Since planning hospitality experiences is becoming increasingly popular, marketers need to conduct research when planning an event to see what other brands are doing. If you want guests to remember the event, it shouldn’t be like other hospitality experiences hosted by your competitors. Read industry blogs and check social media on a regular basis to see what competitors are doing. If you find yourself planning something that is similar to what a competitor recently did, make adjustments so it doesn’t seem as if you’re copying their ideas. No one wants to attend the same event—with different branding—thousands of times.

Some marketers are used to planning large events for hundreds of guests. But, it’s important for marketers to realize that a hospitality experience may be more intimate. Inviting too many guests could affect the relaxed and exclusive atmosphere of a hospitality experience. Plus, this type of event can be expensive, so businesses with limited budgets may have no other choice but to only invite small groups of customers.

Finally, marketers need to remember that service is key at these events. The purpose of creating a hospitality experience is to make guests feel welcome and cater to their needs. However, this is hard to do if guests are offered poor service. For example, if the event is understaffed, guests’ needs will not be met promptly. To avoid this problem, brands need to invest a great deal of resources in hiring experienced brand ambassadors that know how to give guests a warm welcome.

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