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Exhibiting at a Virtual Trade Show

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Top Tips for Taking Your Booth Online

In the post-pandemic era, trade shows are going online to keep attendees safe and adhere to health restrictions in cities across the U.S. Online trade shows, like their physical counterparts, can still be a good way to bring together industry professionals from across the country to share ideas and insights. To help your team navigate this new format and get the most out of their next virtual trade show, we’ve put together some useful tips for before, during and after the event.

Before the Show

  • Eliminate video conferencing issues ahead of time. Don’t wait until the day of the event to make sure your computer’s camera and microphone are working properly. Conduct some test calls beforehand. This will help surface any potential issues before the show and give you plenty of time to solve them.
  • Update those headshots. Virtual trade shows call for virtual business cards, so make sure your staff has updated headshots (taken in the last year or so) so potential customers can easily identify them on a video call. If your company website has a “Meet the Team” section, this is a great time to get those updated pictures placed there as well.
  • Lights, camera, trade show. Treat the room you’ll be working in like a film set. This means making sure the lighting is bright enough and the room doesn’t have any distractions. Turn on the camera you’ll be using during the show and pay special attention to how your team and the space look; you may find you need to adjust lighting, camera angle, distracting signage on the wall or even posture.
  • Recording a presentation? Don’t overdo it. One advantage to virtual trade shows is that you can record presentations in advance, giving you plenty of time to hone the perfect pitch. But be careful – there’s a fine line between conversational and over-rehearsed, and your visitors can tell the difference.
  • Make your digital booth the best place to be. By populating your page with valuable online content, you can keep visitors engaged. Consider your printed assets, and if they can be converted into downloadable PDF files for visitors.

During the Show

  • Take your digital booth to the next level with branded backdrops. A consistent, clean backdrop (either virtual or physical) can give your sales team an extra level of polish during video conferences. Plus, it helps “clean up” their background location by removing distracting elements that may be behind your team. But be aware that virtual backgrounds have limitations that can show up during movement, such as bad edges or flickering elements. If your team plans on moving around a lot during a conference, a physical background may be a better option.
  • Plan your staffing needs carefully. Just like at a physical trade show, you want to ensure visitors to your digital booth can interact with someone when they get there. Consider the different time zones potential customers may reside in, and if possible, allow visitors to schedule an appointment to meet with your team so you can prepare.
  • Consider holding a giveaway. Encourage potential customers to visit your virtual booth by offering them a chance to win a prize. Offer up samples of your own products or services, and collect information from customers during entry to generate valuable leads.  
  • Have your IT specialist at the ready. You can’t predict unexpected tech issues, but you can have your technical specialist available to help address problems or make necessary adjustments during the show. This will help your sales team stay focused and calm, especially if a problem occurs during a meeting with a customer.

After the Show

  • Send out the samples. Consider allotting some of your budget to sending samples of your products that would have been given out at the show. Keep in mind which samples are best for shipping, and how well they keep. This is a great way to follow up with prospective customers who you connected with at the show.
  • Send targeted emails. If you left the show with some great leads, now is the time to follow up with a targeted email (you can do this before the show too), encouraging potential customers to request a sample, learn more about your company or subscribe to your newsletter. To help remind customers who you are, include a picture of your team or a screenshot of your digital booth.
  • Repurpose great content. Were you especially proud of a presentation your sales team gave? Did you come away from the show with some valuable insights? Consider repackaging that content as an email blast, video, blog post or landing page. Offer up your content in the form of downloadable resources (an opportunity for lead generation!) or an animation/video.
  • Connect with prospects on LinkedIn. Did you collect some virtual business cards? Start a positive relationship with these potential customers by connecting on LinkedIn after the show is over. Send them a message reminding them of how you met or a topic you discussed.

If you’re in search of more great tips for either virtual or physical trade shows, head over to our insights page, and download our trade show insights report. It has even more valuable content on getting the most out of your next event.

Ready to click into your next digital food ingredient industry trade show? What are you most (or least) looking forward to now that many trade shows have moved online? Leave us a comment below!

8 Ways You Can Stay in Front of Your Customers During COVID-19

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The outbreak of the coronavirus has forced marketing departments the world over to rethink their entire marketing and advertising strategies with many opting to drastically cut ad spending. Many employees now find themselves working from home for longer than they anticipated, as experts try to chart the course of the virus. But what external communications are you providing your customers as they grapple with the new temporary reality of a pandemic?

If you haven’t sent out an official statement from your business, take a look at our last post, which details the importance of communicating with your customers during times of crisis. Below, we’ve drafted a list of creative ideas for how you can stay in front of your customers, even when you can’t physically be in front of them. And as always, if you need a partner to help you execute any of these ideas via a successful, integrated marketing strategy, let us know here.


1. Reassure your customers the business is up and running. The form of this outreach can vary, anything from a press release or an email to a video from your company’s leadership. But the overall message should be the same: You’re there for them if they need anything. Give a nod to the suppliers delivering materials to your facilities, or describe how your supply chain is enabling you to continue helping your customers. Knowing you will have uninterrupted access to the supplies you need to run your business lets your customers know they can expect the same for theirs.

2. Create a blog post, video or graphic highlighting the safety measures your company is taking to continue delivering quality products to your customers. As a food ingredient company, it’s important to emphasize that safety is a priority each and every day – and especially during a pandemic. But don’t just list off your credentials – tell your customers a story about your food safety policies, and how each step, from receipt of supply to production, labeling and shipping, helps ensure the highest possible quality and safety of your products. Resources like videos, graphics and blogs make for excellent social media content, so be sure to share it on your social channels and post them on your website for maximum visibility.

3. Remind your customers how best to store your products. Some of your customers may not be used to storing your products for longer periods of time, with many having moved to a just-in-time inventory management strategy. Explain how they can safely store these items by providing them with the ideal temperature, lighting or other storage conditions that will allow them to minimize complications now, and when their production schedule returns to normal.

4. Meet up with clients – virtually. If you’re used to regular, in-person meetings with your customers, you might be struggling to stay in touch now that many people are confined to their homes. But it’s not all bad – sometimes the distance can provide you with some much-needed time to create new application ideas or marketing strategies. In addition, virtual meetings can be a great way to talk through these ideas, maintain a positive connection and ensure your customers still feel like you’re making them a priority. Invite them to chat over a virtual coffee, or if you can, order them a coffee via a food delivery service.

5. Create a webinar or podcast. You’ll want to warm up your vocal cords for this one. Use this time to explore those creative communication methods your company doesn’t normally have time for. Interview an expert in the industry, discuss current topics or provide insights to your customers and target audience. Podcasts are a great format for answering some of the most frequent questions you’re receiving from customers during these challenging times. With that being said, don’t feel like you need to create an hours-long podcast or webinar – keep it interesting and on topic. Your customers may have more time to listen to your content, but the material should still be engaging enough that they’ll want to.

6. Send a message of support for those working in restaurants or public-facing foodservice. Restaurants have lost nearly $25 billion in sales and nearly 3 million jobs as a result of the pandemic. It’s vital that these businesses continue to receive our support during this time, so consider sending a message reminding those customers that you’re there for them should they need any assistance, something along the lines of: We’re all in this together.

7. Host an online Q&A session. Your customers may have questions about how your operations have been impacted by the coronavirus or may want information about potential supply interruptions. A virtual Q&A is a great way to get firsthand information about the concerns and challenges your customers are facing, while letting them know you’re still keeping them in mind.

8. Consider targeted messaging to specific people at your customers companies. Let the R&D teams at your customers businesses know how you’re able to support them during this time. Do they need samples shipped to their homes or a location other than their labs? Do they want additional data about your products? Let them know what resources you can provide and if you are able to expedite samples to them should they need it.

Remember, any communication you provide to your customers is better than no response. Empathy and compassion are key. Let your customers know you’re keeping them top of mind, and acknowledge the seriousness of the situation. After all, some of them may be dealing with health or financial hardship as a result of the coronavirus.

Finally, remember that honesty and clarity are important in challenging times. Be honest about how the pandemic has affected your business and clear about what steps you have taken (or will take). This will provide your customers with the reassurance they need, and let them know they can depend on you now, and in calmer times as well.

We’ve given you some communication ideas to use with your customers, but we want to hear from you! What strategies are working for your brand? Which ones aren’t? Leave us a comment below.

Marketing Your Capabilities When the Innovation Clock is Ticking

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It’s not enough to just get your product to market anymore. With today’s fast-paced product development timelines, when manufacturers start to get onboard with a market trend, they’re already too late. In order to succeed in today’s changing product landscape, food manufacturers have to get their product from the drawing board to the delivery truck faster than ever before. The multiple-year development timeframe isn’t ambitious enough to keep up with consumer demands. So, what’s a manufacturer to do?

Big brands are getting creative and trying new approaches to solve the speed-to-market puzzle. Eager to take a bite out of the success of smaller, more nimble companies which are able to churn out products in shorter timeframes, food manufacturers are trying new solutions to be first to the shelf. Can bigger brands adapt to this new market in order to stay competitive? Download our white paper to find out more.

Want to work with a team that prides itself on being experts in food ingredient marketing? Click the link here to get in touch.

Meet the Newest Generation of B2B Customers: Gen Z

Generation Z, which roughly includes individuals born between 1995 to 2010, is quickly becoming one of the most powerful groups our economy and food industry has ever seen. As this generation of future CEOs and decision makers leaves college and enters the workforce, it’s becoming increasingly important for companies to understand the unique needs and characteristics associated with these up-and-coming B2B customers.

As a Gen Zer, myself, I have firsthand experience with this generation and what makes us tick. Our unique interests and values make us unlike any group before us, and if you want to engage with us successfully, it’s important to take note. Below, I dive into the top five traits associated with Generation Z.

Five Traits of Gen Zers

  1. Crave personalization – Gen Zers want experiences that are tailored to our personal likes and dislikes. We value individual expression, avoid labels and hate being put into target audience groups, which challenges mass market approaches by pushing companies to personalize products and services.
  2. Connect to social and digital channels – Gen Zers grew up using the internet, social media and mobile devices. This means we know how to quickly access online information to make informed purchasing decisions. Despite our tech savviness, studies show that 53% of Gen Z customers and employees prefer in-person discussions over instant messaging or email.
  3. Multitask like mad – In addition to being called the “iGeneration,” Gen Z is also known as the “Eight Second Generation.” We’re growing up in a world where our options are limitless, but we know our time is not, so we focus on quickly sorting through information to get what we need.
  4. Act pragmatically – While millennials were raised during an economic boom, we grew up during a recession. As a result, experts often say that we’re more sensible than our arguably more idealistic, millennial counterparts.
  5. Think sustainably – Individuals in the iGeneration are environmentally conscious. We value eco-friendly and healthy lifestyles much more than other generations, and we look to partner with mission-driven organizations who share our values.

Gen Zers are inclusive, compassionate and purpose-driven, and the way we feel about our values often affects how we communicate in business settings. By considering our unique characteristics and traits, you’ll be one step closer to successfully engaging with us through B2B marketing.

For more information on developing an effective B2B marketing strategy for reaching your target audience, which includes this next generation of customers, please contact us. You can also download our report, B2B Food Ingredient Marketing Tips for Engaging With Gen Zers, to learn strategies to successfully engage with these up-and-coming customers.

Tips for B2B Marketing on Social Media

 

Tips for B2B Marketing for Social Media

Understanding the differences between social media platforms can help you share content that reaches your target audience and maximizes your B2B marketing efforts.

Learn More >>>

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Industry News – Anderson Partners Food Ingredient Marketing

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