Every once in a while as a marketer you’re asked to promote something you just don’t think you can sell. It may not be the product or the event itself. Often the problem is the timing or something else outside of your control.
Just such a case happened last winter. You see, winter in the motorcycle industry is not particularly friendly. Few people are thinking about riding when the weather is cold and wet.
But when a major brand says they’re coming to your shop on a specific day you don’t get a choice in the matter. And so it happened that I had to promote an event that would happen at what might well be the very worst time ever. Tuesday, in March, at a motorcycle shop that’s hard to get to on weeknights, or really any time after about 3pm.
What To Do?
There are a couple of choices when you have something like this to promote. You can go all in, trying absolutely everything to see if anything will stick or, you can decide to save your money for something with a larger pull. I decided not to spend too much money on this event, knowing that I had a limited audience to pull from on a weekday.
What I did know is that if I targeted my audience correctly I might just stand a chance of getting people in the door. Maybe. So that’s what I did.
While the brand had done some advertisement, it really focused on general advertisement all over the US that basically said, we’re coming to a dealership near you… check out this page to see where. Nothing that specifically told them to come see us. Nothing that highlighted our shop in any meaningful way. That was going to be up to us.
And it was going to be a huge sell. Our local competitors had much better slots. One of the big shops to the north had the Saturday slot. Big city, Saturday. And here we were at a shop that’s hard to get to on a Tuesday… Ugh.
So what did I do? Well first I sent out our email blast. With an open rate of over 50% our customers would certainly want to know if there’s something going on at the store. We would make sure to tell them. After all, we were joking that we’d have 6 people in the shop, 5 more than the usual 1 we see at this time of the year and we might not have that if we didn’t send our email blast!!
And then I did what I knew would be the most focused and least expensive marketing I could do… I advertised on Facebook. For $15 I could very accurately target people I thought would have an extremely high likelihood of showing up at the shop.
But would it work?
The day came and almost immediately we were all blown away. People were showing up at the shop all day. And it wasn’t just our regular customers.
When all was said and done we had about 100 people in the shop, a miracle for a Tuesday in March. And of those 100 people about 75% – 80% were customers who were new to us.
That is amazing. For $15 we had a much higher turnout than we ever expected and more importantly, we had more new customers in the door than we have ever seen before at any previous event.
Needless to say, that was easily the best $15 I have ever spent on advertising.
Many may think that 100 people isn’t a ton of people through the door and for some businesses that would certainly be true. For a motorcycle shop in March on a Tuesday none the less, it’s absolutely huge.
Spend, Spend, Spend!
When people tell you that you need to spend big money on Facebook what they’re telling you is that they don’t know how to run Facebook ads well.
A LOT can be done with $15.