44 Tips For Maximizing Revenue From Virtual Events
13. Pre-populate a show bag or briefcase with sponsor materials and information.
These could include whitepapers, brochures or multimedia content.
14. Try in-event e-mails.
"A sponsor's message can be pushed out to attendees based on attendee type," Klombers says. She calls e-mails a "highly valuable direct form of contact that many respond to because it's a direct note."
15. Make tiered sponsorship packages a clear sell.
Tiered sponsorship levels—gold, platinum, etc.—are a mainstay of physical and virtual trade shows. In the virtual space, however, it's even more important to establish what Klombers calls a "clean difference" between these tiers, and not create too many. "That scarcity is a selling tool," she says. "If somebody wants to start with silver, but sees additional features and capabilities of going to gold or platinum, it's a very easy way to upsell."
Tier differentiation can take the form of booth features, she adds, such as allowing platinum sponsors to put videos in booths.
President and Chief Strategist
GreenBiz Group Inc.
GreenBiz Group, a media company targeting chief sustainability officers at major corporations, runs live forums in multiple cities and the Verge virtual conference. The events are international in scope and utilize a hybrid (physical and virtual) model. Greenbiz uses an events platform provided by Unisfair.
16. Hybrid events can enhance lead-gen opportunities.
GreenBiz is live with an online platform at the same time it runs physical events, allowing the events to achieve multiple goals. "It was really eye opening because we achieved what we were hoping—a very high-touch physical event with ability for senior executives to meet and network with peers," Faurot says. "At the same time, because of the virtual environment, there was a tremendous lead-gen opportunity for all of our sponsors."