Building relationships via getting "Out There"
Attend events ... that aren't run by your association
Actively get out into the industry and meet prospective members. Attend trade fairs, networking events, conferences and other events aimed at your target market.
Find relevant trade shows and take a booth
Exhibiting at relevant trade shows is a good way to generate leads - if the stand is worked correctly. As trade shows have many distractions it is important to capture leads for later follow up. Ensure you have a quick, easy and compelling lead generation activity and happy, outgoing representatives who can quickly and easily engage with show delegates.
Find and accept speaking engagements
If you can speak on a topic of interest to prospects in a way that stirs them to action then get out and start talking. Actively seek speaking engagements on “hot” topics.
Run external competitions
Where possible run competitions to generate leads. If attending an event where only a small percentage of the attendees represent your target market then offer a prize that is related to your business - the number of leads you will generate will be smaller but of better quality. If attending an event where a large percentage of your target market is present, the big ticket or high demand prizes will work well. Promote these through all you communication channels including social media.
Cultivate government and media contacts
Start raising your profile. Be active and be seen to be active by issuing regular press releases and being seen to be leading the debate. Develop relationships rather than bombard them with information.
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