Description
Book SynopsisThe most researched, documented, and comprehensive manifesto on experiential marketing. As customers take control over what, when, why, and how they buy products and services, brands face the complete breakdown and utter failure of passive marketing strategies designed more than a half-century ago.
Table of ContentsBefore We Begin ix
Chapter 1 The Rise of the Experience 1
The Experience R/Evolution 3
Recalibrating the Marketing Mix 7
The New Branding Frontier 14
Reference 15
Chapter 2 The Psychology of Engagement 17
The Science Behind Relationships 19
Learning Drives Understanding 24
References 24
Chapter 3 Developing an Experiential Strategy 25
Connection 26
Control 34
Content 42
Currency 49
Conversion 55
Strategy First 62
Chapter 4 Anatomy of an Experiential Marketing Campaign 63
Remarkable 63
Shareable 67
Memorable 73
Measurable 75
Relatable 77
Personal 81
Targetable 83
Connectable 85
Flexible 88
Engageable 91
Believable 95
Reference 98
Chapter 5 Digital Plus Live 99
Creating a Wired Experience 100
Connecting Online and Off 115
Chapter 6 Experience Design 117
Creating Living Stories 118
Building an Experience 120
Bringing Brands to Life 131
Chapter 7 Proving Performance and Measurement 133
Metrics That Matter 137
Building Your Performance Plan 141
The Power of Touch 144
Brands Making Headway 147
The Next Phase 149
Practice Measurement Discipline 150
References 153
Chapter 8 The 10 Habits of Highly Experiential Brands 155
The DNA of Experiences 156
Embracing Experiential 171
Chapter 9 The Vocabulary of Experiences 173
New Marketing Features, Functions, and Terms 174
Chapter 10 Converting to an Experience Brand 187
Step 1. Identify Your Fronts 187
Step 2. Find and Align Partners 188
Step 3. Select the Right Agency 189
Step 4. Fix Your RFP Process 190
Step 5. Beef Up Your Internal Teams 193
Step 6. Create Value 193
Step 7. Improve Lower-Funnel Results 194
Reference 195
Acknowledgments 197
About the Authors 199
Index 201
