Notifications & Messages

Jared Hamilton
From: Jared Hamilton
Hey - It’s time to join the thousands of other dealer professionals on DrivingSales. Create an account so you can get full access to the articles, discussions and people that are shaping the future of the automotive industry.
×
sara callahan

sara callahan Owner/President

Exclusive Blog Posts

Keeping Up with the Joneses in Quick Lube

Keeping Up with the Joneses in Quick Lube

More than half of all sales customers will abandon your dealership’s service department in the first year. It’s a widely varying statistic &nda…

It Has Never Been Easier To Be Average

It Has Never Been Easier To Be Average

It has never been easier to be average. This post was written by Jay Acunzo, who will be speaking at the upcoming DrivingSales Executive Summit in Octob…

Lose a Sale, Save a Life: When a Test Drive Tests the Legal DUI Limit at Car Dealerships

Lose a Sale, Save a Life: When a Test Drive Tests the Legal DUI Limit at Car Dealerships

Seasoned car dealers and sales professionals are true masters of relationship marketing.  A vehicle purchase is an important decision for consumers, a…

7 Attitude Tips to help you Succeed in the Car Business

7 Attitude Tips to help you Succeed in the Car Business

I have found that one of the greatest traits of all the best salespeople to ever sell is a positive attitude. I experience it first hand in my own life, …

How Well Are Your Digital Campaigns Really Performing?

How Well Are Your Digital Campaigns Really Performing?

You’ve probably noticed by now that we live in a world of multi-channel marketing. Customers are researching products and services online using multi…

Cut Through The Noise: 7 Tips On How To Have Social Media Success At Conferences

As the fall conference season approaches for the automotive industry, many vendors miss opportunities for exposure. Owning a public relations agency, my job is to maximize my client’s exposure to their audience. Conferences offer more potential customers for my clients, concentrated in a single place at a single time, than just about any other marketing opportunity. However, many vendors neglect opportunities to not only reach clients attending the conference but those who aren’t.

Vendors do all sorts of marketing and invest tons of money to have a presence at these conferences: from sponsorships, to booths and lavish parties designed to attract dealers. Most of them, however, neglect one no cost or low cost activity they should be engaging in: social media.

Even vendors who do participate in social media tend to focus solely on salesy type messages ineffectively designed to drive traffic to their booths. If you’ve ever watched a twitter feed for a conference, a high percentage of tweets from vendors tend to be to the effect of “Come to our booth and win an iPad”… over and over, the same message is broadcast. There is no “social” involved in this. It’s simply broadcasting. Most vendors know that the continuous posting of sales messages via social media is bad practice yet, for some reason, it becomes acceptable at conferences.

So how do you successfully use social media in a conference? Here are some tips.

  1. Have a Presence – I’m always amazed at the number of vendors that have booths or speaking sessions that have virtually no social media presence at conferences whatsoever. And this even includes some social media companies. Having a presence on social media is just as mandatory as having signage at your booth. You wouldn’t just set-up a table with a couple folding chairs, right? Learn what hashtags the conference is using and make sure to include them in all of your tweets.
  2. Be Proactive – Many vendors wait until the week prior to the conference, or even the beginning of the actual conference to start having a presence on social media. The fact is that the audience you want to reach is having conversations on social media up to a month or more before the conference. They’re talking about sessions they’re looking forward to, scheduling meet-ups with their peers, and generally being excited. At this point in time, there is very little noise by vendors and it’s easy to have your message heard, if done correctly.
  3. Engage – Don’t simply broadcast a message. Join conversations. Talk to attendees on social media. I don’t mean invite them to your booth. I mean welcome them, tell them how you’re also excited. Talk about sessions you’d like to see or things you’re looking forward to. Not only does this create a more personal connection to the audience, but it gives your company an online personality and may present opportunities for you to actually make friends. We all know this is a relationship business, so why not start by trying to create relationships?
  4. Content – Both attendees and non-attendees watch social media for content. Yes, they see your “come to our booth” message; but I guarantee you that they scroll right past that. Many conferences offer multiple sessions within the same block of time that forces attendees to choose. This choice means they may be missing content from a concurrent session. In addition, dealers who didn’t have the opportunity to attend are also watching. These conferences are designed as learning opportunities and even though a dealer may not be there, that doesn’t mean they don’t want to learn. Attend some sessions and actually tweet content from the speaker. If your company actually has a speaker, you certainly want to be in those rooms tweeting the content. You don’t have to limit yourself to one session, however. I guarantee you that if your company is tweeting actual session content, people will be paying attention to what you’re saying. That’s what they want to hear. Why wouldn’t you want to be the one they’re listening to?
  5. Avoid repetition – Have a plan in place prior to the conference for social media coverage throughout. It’s ok to announce events going on at your booth (like the iPad giveaway.) However, repeating that message continuously not only makes people less likely to listen to you, but can also have the opposite effect to the one that you want. Attendees may get annoyed and want to avoid you altogether.
  6. Balance Your Content – In addition to your sales messages, (which, again, should be the minority of your content,) there’s a plethora of content available to you. Take photos of your booth, employees, and customers. Tweet actual conference content (i.e. Session content). Take general conference pictures or the exhibit hall, networking events, parties, etc. Attendees love this. As will people who wanted to attend but couldn’t be there.
  7. Join the Fun – My best advice is to use social media at a conference as if you were an attendee not a vendor. The fact that you’re using it from a company Twitter account will provide you exposure to attendees and begin to build relationships with them. They will appreciate you and pay attention to what you’re saying. The conference itself will appreciate your efforts and you may get additional exposure through retweets and other shares from the conference itself.

Social media is an invaluable way to gain exposure to not only attendees, but also potential clients that are not in attendance. However, that is only if done correctly. With appropriate involvement in any conferences social media activity, you’ll gain more exposure, build relationships and generate goodwill amongst the very people you want to... and isn’t that exactly what you’re trying to accomplish?

Larry Schlagheck
Sara, what a fantastic and timely message. Allow me to add to your list with a few more specific suggestions which come from my experience at DSES but can certainly translate to other events: 1) If you have a booth, put down your iPhone, step from behind the table, and engage dealers. Don't expect dealers to come knocking on your door. 2) Many DSES sponsors receive our pre-event attendee list a couple weeks before the event, yet few do anything with it. This is gold! Connect with these dealers, set appointments, and use the list to build your database. 3) Think of new engagement tools and ideas - as Sara spelled out using social media - but also in the face-to-face world. Work with the organizer of the event to come up with a unique approach/event/idea. DSES sponsors this year will provide limo service, orchestrate a $10,000 poker chip give-away, and host an after party, as examples.
sara callahan
Some great additional points, thanks Larry!
Megan Barto
Vendors - why not live-tweet one of the sessions. As someone who's been to numerous conferences (but not DSES...yet! 2013's my year! Wooot!) in my opinion, the time when the attendees pay the most attention to *twitter* is during the actual sessions! Whether it be to live tweet themselves (Follow @skeetle <---shameless self promotion), or to see what's going on in other sessions. This is a time when vendors can really get their names in front of the attendees - live tweet a general session, but rest assured, if you're providing information to people who aren't at the conference, you'll get noticed!
sara callahan
Megan, thanks for your input. You're being a dealer reinforces my point in the "Content" section of my blog. Would a vendor tweeting out session content make you more likely to see their branding and pay attention to your tweets? Of course it would. Thank you for chiming in!

 Unlock all of the community & features  Join Now