How to create virtual experiences that deliver on business goals
During this current Covid-19 crisis, we’re all at home, all facing the same challenge of having to quickly adapt our business practices and processes for remote working, whilst maintaining communication with our teams, suppliers and wider ecosystems. This all calls for increased focus on marketing, a tool that’s now more vital to your long-term business success than before. To safeguard your pipeline and strengthen your brand throughout the outbreak’s disruption, you need to maintain momentum — business as usual is simply not an option. Our new reality demands more creative ways to engage, share knowledge and build relationships online.
Rethinking the webinar
Virtual experiences and events have come a long way in the last few years and are now a valuable tool for building and maintaining engagement and driving revenue. But marketers need to think differently and creatively about virtual events today. Don’t just try to recreate a physical experience. Carefully and consistently promote your event, and once you have a captive audience, incorporate networking and knowledge sharing throughout the event. The tools and tactics aren’t important — be clear on the value for the customer, what they gain from engaging in your experience or event. Be compelling. Be a must-attend.
And there’s no reason to hesitate. Marketers can get on with promotion and delegate recruitment for an event long before the technicalities or hosting tool have been determined. Tool selection and testing can happen alongside promotion — so why wait?
Keeping content fresh
Mix up formats or scale events up or down. Blend large, livestreamed keynote speeches with canned content, or intimate expert QA and panel discussions with coaching and interactive working sessions. Whether your event is large or small, informal networking coffee breaks or special interest groups are all possible and make for a more compelling experience. And, you can get more bang for your buck if you record and reuse your event’s content for your social media channels and audiences.
Strive to create a fully immersive experience with storytelling. Asking the audience to play a role and actively participate in the event is a great way to land complex messages. Inviting participants to drive and engage with the content their own way in their own time also raises the likelihood of your content being consumed. 80% of content within an interactive experience is digested and gamification makes delivering messages fun and products and solutions competitive. These experiences can be part of the promotion as well as the event itself.
Now, more than ever, we need to be inventive in how we engage our audiences. We’ve been building an immersive experience to connect with our remote audiences that offers a new, exciting way to digest our content — and gives us plenty of data to continually improve our content.
Top 10 ways to cut through the noise
Tick off this list to get your event or experience up and running quickly
Value proposition: Create a strong value proposition for your event. Clearly state that your event is virtual and convey that it’s a good use of their time — what edge will it give them?
Nurture: Don’t forget to keep your delegates warm prior to the event. Tease new speakers, content or networking opportunities to get them energised
Launch a preview: Show them what the experience will be like to encourage engagement before the event
Don’t get stuck on the tools: You can start developing and promoting an event to gauge interest and engagement whilst you decide on whether you can use your existing tools or will need to invest in new tech
Exclusive access: Use restricted or limited offers of access to subject matter experts or thought leaders in the field as a compelling call-to-action. These can be delivered through one-to-one live video chats and are a proven way to get sign-ups
Book a meeting: If now isn’t a good time to talk, offer a call-back slot with a member of your sales team
Be prepared: Make sure you rehearse. Everyone needs to be comfortable with using the event software and available features. Upskill your team, show you’re available and make sure your event is fully staffed — don’t leave people waiting for an answer in an online chat
Be interactive: Poll your delegates and invite attendees to send questions pre-event to keep things really relevant and topical and avoid the dreaded question-answer lag during a keynote. Blend immersive and video content to maintain pace and excitement
Be data driven: A virtual event or experience opens up data and insight across the buyer journey. Make sure your team knows how to analyse and use data to make informed changes to the promotion, or during the live event, to maximise engagement and conversion.
Consider your audience
Make sure you don’t move your physical event online without taking time to pinpoint your audience’s needs. Be sure to localise your content for your target audience, taking into account language and cultural differences, such as UK vs US English.
Be aware that their attention spans will inevitably decrease once online, but there’s a vast range of interactive tools available for keeping them interested. You can even use real-time data to better understand your engagement rate. During the event, tell your speakers to speed up or change tactics to minimise the risk of audience drop-off.
Making the most of your virtual experience
Now that everyone is at home, there are many benefits to well thought-out virtual events and experiences:
Global reach: Your virtual event will instantly become a global event. Plan for that, taking into consideration all audiences that may be compelled to join
Intent data: Build profiles based on content users who have engaged with your event to accurately track and predict their buying signals in the future
Behavioural tracking: Create more informed sales conversations using your built profiles
Lasting content: Host the event for a day, then allow users to access the content for weeks after, all whilst you build your pipeline
Warm pipeline: This all adds up to an engaged database of target contacts — just what your business needs to reach your long-term goals
Standing out from the crowd
There’s no doubt that this crisis will have a long-lasting impact on marketing and business in general. In these times of market uncertainty, the ability to adapt and create virtual experiences that are multifaceted and dynamic — not just broadcasted events — will be essential today and tomorrow for ensuring a more sustainable future for your marketing. Many of your peers are already out there pushing traditional webinars, so you’ll have to get creative to stand out and make some noise. In reality, you can’t completely replicate the in-person networking experience, but you can come close by building a global community in your virtual event. Through immersive storytelling, interactive QAs, and fresh content, you’ll unlock engagement and drive business opportunities for a brighter future.
Need some inspiration? Sign up for our Agile Marketing Club to see what an immersive virtual event looks like.
Credit to the fantastic team at TECHNIA for the image from their PLM Innovation Forum virtual event (launching on the 28th April), who had the vision for a sustainable event before Covid-19 forced the events world to pivot.