Sponsorships: Affiliation Sells

Partner. Sponsor. Supporter.

No matter the name, partnerships, sponsorships and supporting roles create bigger and better experiences because of the relationship.

Pulling heartstrings.
Loyal customers are a valuable asset. The absence of tangible differences among products or services is an inescapable consequence in today’s marketplace where emotional logic has become the single most important business driver. Without emotional ties, a product or service is just like every other product or service. Affinity or cause marketing events and partnerships mean effective marketing is not tied to ears and eyeballs, but to heartstrings. Through sporting events, entertainment, the arts and nonprofits, smart companies can build brand and customer loyalty by affiliating their company, or its products and services to issues, events and organizations that current and potential customers care about.

Bigger pie.
Sponsored events create media opportunities. Whether through media partners or publicity, event sponsors gain big visibility because events typically generate wide media exposure. For many businesses, the cost of purchasing the same amount of media exposure that a sponsorship may garner through advertising or public relations is not affordable. In a challenging economy, sponsor affiliations can be very a valuable part of the marketing mix, expecially for smaller companies.

Seeing is believing.
Sponsorships can create, change and definitely reinforce the image of a brand. While images and brands can be projected through advertising, paid media can lack authenticity. Sponsorships create direct visual exposure to key audiences and the associated media attention creates credibility. The seeing part is big just from the courtside, trackside and on-the-field event banners and graphics.

Driving traffic.
When companies use the assets of their sponsorships they have many opportunities to create traffic-building promotions to event attendees. Sponsors can typically showcase products at events. Attractions, restaurants or service business may offer discounts. Media outlets can distribute premium items. Take a closer look at the logos printed on t-shirts worn at the gym, grocery store and at school.

Customers speak.
They are willing to reward, or even worse, punish with their wallets. Just think of the recent backlash following the BP oil spill when consumers started a campaign to boycott local gas stations. The spill was not caused by service station and store franchisees, but the oil disaster affected owners all over the U.S. Consumers say “social responsibility” is the number one factor that influences their impression of a company – more than brand quality or business essentials.

Hook ‘em and book ‘em.
Sponsorship are a great hook for driving sales. For example, the sponsorship of a retail product can be used to boost shelf space and increases co-op advertising. Sponsorships can be tied to in-store displays, coupons may be printed on partner bags, and for businesses such as banks new clients come directly from the sponsored teams and venues. This next month watch for the fast food restaurant that will partner with Universal Studios for the added value of luring hungry patrons also seeking discounted Halloween Horror Night event passes.

For more information on sponsorships or if you need help creating the right sponsorship plan for your company, product or service contact me today at 407-341-9866.

Social Media: Santa Goes Viral

Suddenly Santa...flys on the World Wide Web...without the help of his reindeer.

Central Florida media outlets were invited to cover a sneak peak of Suddenly Santa, a “flash mob” video production being filmed today at the Winter Park Amtrak Station and in the surrounding park area. The script included an impromptu appearance by Santa along with hundreds of orchestral singers and choreographed dancers in a surprise performance to local cast members staged as families and tourists enjoying a day in the park. The joyous four-minute video, Suddenly Santa, was unleashed on Thanksgiving Day, Thursday, Nov. 26, 2009 at 2 a.m. on www.YouTube.com/SuddenlySanta.

Want to create your own viral video? Contact me and I will hook you up with all of Santa's elves, in this case it was volunteers, to fly around the world.

Ten Tips For An Awfully Unappealing Presentation

Watch paint peel...Slow. Tedious. Messy.

Great presentations require a bit of skill, forethought, a lot of work, and practice (even when doing the same presentation over and over). Giving a poor presentation is easy. Try any or all of the following tips that are guaranteed to be as exciting as watching paint peel off bricks.

1. Misspell words. To for two. Lie for lay. Delete the “i” in Public Affairs. Don’t run spell check! Forget spell check to generate laughter that isn’t a joke.
2. Use too dark or light type on a too dark or light background. Green on blue, red on black, light blue on white or yellow on peach...all are especially difficult to see.
3. Be creative with type. Combine Old English uppercase, Comic Sans italic, Times New Roman bold, Brush Script, add shadows and several underlines for emphasis and several font colors. Make it look pretty. (fyi...the design rule of thumb is no more than two fonts including different styles i.e. bold, italic, condensed of the same font)
4. Use 6 point type. Pretend you are an optometrist! With a free vision test you can say, “This isn’t readable, but here is what it says…”
5. Stttttrrrrreeeetttttcccchhhh logos and photos. This way they fit. Who cares if the circle is now an oval? Or the square is a rectangle?
6. Insert low-resolution logos, photos and graphics. They look fuzzy and faded on your computer screen and even worse when projected or blown up. Be sure to use less than 75 dpi or and smaller than 900 pixels wide by 720 pixels high.
7. Dress down. Wear a shirt “worthy of discussion.” Wear your “holy” jeans. Flip on those flops. If dress down was good enough for the White House a few years ago, it is good enough for anyone.
8. Read every word of every slide, poster, handout. Keep your back to the audience. Then you can't tell who is sleeping.
9. Use free clip art. Why spend $5 for stock images, photos or illustrations when free means kudos for being budget conscious.
10. Don't practice. Don’t rehearse and never arrive to set up early. You don’t want to seem overly polished.

Seen it, heard it or slept through the presentation? If so, may these memorable tips be memorable enough for you to remember not to use them.

Measuring Public Relations: Leading them to water...

You can lead a horse to water...
But you cant' make it drink.

Four days after a grand opening event, the restaurant manager questioned the fact that he had not “seen much publicity." He said, “I believe that event was a waste of time and a failure.”

At the event:

• 150 guests were in attendance;
• 30 reporters represented different media outlets;
• Extremely positive comments were heard during the 2 1/2 hours;
• Someone thought the WOW! moment (video and photo op) aka grand opening blessing came from a famous book (oh it was an original idea...mine : -);
• An hour into the event the mayor's staffer cancelled all his other obligations that evening because he was having a great time and did not want to leave; and
• The night went off without a hitch (not exactly what happened behind the scenes, but who knew except for us?).

Now...about what he did and/or didn't do:

• Gave the internal and external marketing and public relations team two weeks to pull off the event (the team already put in the plan the pre-event work would require at least a month);
• Distributed invitations two days before the event by email and a few hand-delivered invitations to elected officials (the plan suggested...and Miss Manners would say that invitations should be sent out at least two weeks ahead of time);
• Cancelled the $500 live entertainment because it was “too expensive” two days before the event and didn't tell anyone (the original budget was $1,500);
• Didn't order the $2 nametag logo'd credentials and didn't tell the team (this was also in the plan);
• Didn't put together the media kit (he had insisted on doing it himself because he loved the design he had created for the CD cover; so the marketing team with the help of bartenders made black and white copies and stuffed kits in plain blue folders 30 minutes before the event was to start);
• Forgot ???? to bring collateral, i.e. to go menus, catering menus, brochures (again...in the plan);
• Produced a much “less than special” goody bag as a take home (the day before he had shown everyone what it was going to look like, and then we all said...under our breath...NOT exactly the same one!);
• Finally, held the dress rehearsal 45 minutes before the event (it had already been rescheduled three times); and
• Failed to send any kind of thank you to guests...not even an an email (his final task in the plan).

Even though the client did not fulfill his assigned sales and marketing tasks, (a day-by-day two-week checklist was provided) he pointed a finger at the marketing and public relations team and said:

• “Business is too slow."
• "There wasn't anyone here the night after the grand opening except for one couple."
• "We paid a lot of money for the grand opening and are not seeing the results."
• "Why are we not on the front page of the newspaper?"
• "Why has channel X not been here to do a story?"
• "Why is there not a story on X website?”

As the saying goes...you can lead a horse to water, but you can’t make it drink. And that is hard for a client to understand when they are a bull.

Long story short, two days after this one-sided conversation, the clips poured in and a reporter from a national media outlet called to set up a story.

The media and invited VIP guests had been lead to the water (otherwise at this event known as Martinis, Fois Gras and Crustinis), they just didn't drink as fast as the client expected.

Marketing, public relations and events are not exclusive. Though each uses different tactics and measurements, they all support the sales function. And like a ball of snow gathers more and more snow as it rolls down a hill getting bigger and bigger, so works the process of sales and marketing.

The client and the marketing and public relations team must work hand-in-hand. If a task is assigned. The delegate must perform...whether assigned down by the client or up by the team.

Do you want to know more about how to lead a horse to drink? Even if you have a beer budget, together, we can teach that horse to love it as much as drinking finest of champagnes.

Measuring Public Relations: Seen and Heard

"Seen and heard...looking great and saying all the right things."

Spokespersons.

By analyzing spokespersons mentioned in a story, it allows for whether a point of view is communicated by the person "authorized" to speak to the media.

Status, respect and effectiveness of the spokesperson can be tied to media exposure and can play an important role in image and branding.

Things that may be measured for spokespersons include:

• Key message (s) on target;
• Appropriate tone and body language for the topic; (i.e. smiling when giving good news)
• Believability;
• Concise answers;
• Number of quotes attributed in each story;
• Note repeated message (s) used by a number of media outlets;
• Influence on positive or negative coverage with a particular outlet or reporter; and
• Confidence.

By tracking spokespeople, their role in effectively communicating the message and brand can be measured. No one is ever gives a perfect interview...most people can improve upon something...so "measurable" feedback can help a spokesperson for the next interview.

The spokesperson is the "expert" for the interview and they should be as comfortable as possible when speaking to the media. It is OK for everyone to be a bit nervous, but consider including annual media training as part of any marketing plan.

And always...always...always...provide key messages, along with talking points for even the most interview savvy person.

In photo above, B.B. King and Tommy Peters (owner of club) were interviewed at a media conference before the opening of B.B. King's Blues Club Orlando. (Patricia James of WLOQ is doing the interview. Dave and Leslie of Magic 107.7 wait in the wings)

Mr. King is certainly an expert when it comes to "working" the reporters! He didn't need any talking points and he had a lot to say. In fact...he could have talked all night.

He loves telling stories and even more, enjoys hugging female reporters and PR ladies ; - )

The media, B.B. King staff, PR event volunteers and I probably could have stayed in the "green room" and listened to him all night! Unfortunately, after 30 minutes, we had to remind him that he had a concert to play. An appointment to play Lucille before a crowd of 800+ was the only way we got him to end the press conference!