5 steps to experiential marketing

Marketing is an ever-evolving field, with new tactics and techniques emerging every year. One of the most exciting trends in recent years has been the rise of experiential marketing. This approach focuses on creating immersive, memorable experiences that engage consumers on a deeper level than traditional advertising methods. In this blog post, we’ll outline five key steps to creating successful experiential marketing campaigns.

Step 1: Identify your target audience

As with any marketing campaign, the first step in creating an experiential campaign is to identify your target audience. Be specific and targeted. Who are you trying to reach with this campaign? New gun owners, women, paddlers, bowhunters? What are their interests, needs, and values? Understanding your audience is key to creating a campaign that resonates with them on a deep level.

Step 2: Define your campaign objectives

What do you want to achieve with your experiential marketing campaign? Are you looking to let people know about a sale, increase awareness of your firing range? Define your objectives upfront so you can measure the success of your campaign and make adjustments as needed.

Step 3: Develop a creative concept

Experiential marketing is all about creating experiences that are different from anything your customers have seen before, with engaging experiences. Think outside the box and come up with ideas that are unexpected, exciting, and engaging.

It is also important that you stay true to your brand. Carefully crafting your concept is crucial because it sets the tone for how customers will interact with your business. A mismatch could cause you to lose out on an opportunity to bring lasting value to your shoppers.

For example: if your creative concept’s vibe is flashy, loud, and exciting, you could potentially alienate mature customers. Consider how you want your customers to feel. What are the key messages you want to communicate to them? What kind of impression do you want to make? What do you want them to tell their friends and family about your store? How do you want them to feel about your staff, and what is the story you want to tell?

Finally, your creative concept should be aligned with your campaign objectives. If your objective is to increase brand awareness, for example, you may want to widen your reach into under-served consumers. Create an experience that generates buzz on social media and generates media coverage for its family-friendly atmosphere. If your objective is to drive sales, you may want to create an experience that allows customers to try your product and make a purchase at the store. Many vendors will let you utilize co-op dollars to provide a professional instructor for your event. Once successful concept that OSM has managed was hosting an “on the lake day” to promote your extensive selection of paddle sports equipment. Customers can try PFDs, paddleboards, kayaks, and canoes. Invite food trucks and a band, and create an educational and unforgettable day.

Step 4: Plan and execute the campaign

Once you have a creative concept in place, it’s time to start planning and executing the campaign. This may involve coordinating with vendors, securing permits, and working with partners to amplify the reach of your campaign. Pay attention to the details and ensure that every element of the campaign is aligned with your creative concept and objectives.

Step 5: Measure and optimize

After the campaign has concluded, it’s important to measure its success and optimize your approach for future campaigns. Use metrics like engagement, reach, and conversion rates to evaluate the effectiveness of your campaign. Take note of what worked well and what didn’t, and make adjustments as needed for future campaigns.

Examples of experiential marketing

To help illustrate the power of experiential marketing, let’s take a look at a few examples from recent years.

Coca-Cola’s “Share a Coke” campaign

In 2013, Coca-Cola launched its “Share a Coke” campaign, which featured bottles and cans of Coke with popular first names on them. The campaign encouraged consumers to share a Coke with friends and family members whose names appeared on the bottles. This campaign was a huge success, with sales increasing by 2.5% in the US and 11% in Australia.

Red Bull’s “Stratos” campaign

In 2012, Red Bull sponsored a record-breaking skydive by Felix Baumgartner from the edge of space. The event was live-streamed online and garnered over 50 million views. The campaign generated massive buzz for Red Bull and helped reinforce its brand positioning as a company that pushes the limits of what’s possible.

Airbnb’s “Night At” campaign

In 2015, Airbnb launched its “Night At” campaign, which offered consumers the opportunity to spend a night in unique locations like a floating house on the Thames River or a treehouse in the Redwoods. This campaign generated massive social media buzz and helped establish Airbnb as a company that offers truly unique travel experiences.


Experiential marketing is a powerful tool for brands looking to engage consumers on a deeper level and create lasting brand impressions. By following the five steps outlined in this post and taking inspiration from successful campaigns like those from Coca-Cola, Red Bull, and Airbnb, you can create your own memorable and effective experiential marketing campaigns.

If you have any questions or want to learn more about how experiential marketing can help your brand, email us: info@OSM-USA.com

Top 3 reasons that your existing customers are your best source of sales

The top 3 reasons that your existing customers are your best source of sales, revenue and growth

The number one rule of marketing is that your existing customers are your biggest asset. But what does that really mean? Why are your customers so valuable?

  1. Propensity to buy

Your customers have purchased from you because of your reputation, location and expertise. Once a customer has established a preference for a business, they are more than 3 times as likely to return.  A study by InfoQuest found that a ‘totally satisfied customer’ generates 14 times more revenue than a ‘somewhat dissatisfied customer’.

That is, as long as you are actively rewarding customer loyalty…

Now, I’ve never been a big fan of giving customers special discounts. I’m referring to giving your customers an emotional payoff of doing business with you. Reward your customers’ loyalty by sending them information that they care about via regular email communications, even when you are not running a sale! Send tips on shooting and hunting, the latest on firearms and range safety, how to properly clean or store their firearms, and so on.

You are the expert. Offer that expertise freely and encourage your customers to do the same…

2.      References and word-of-mouth advertising

If we have learned one thing from measuring the effects of social media, it is that people are more likely to follow the recommendations of someone who IS SIMILAR TO THEM. That means that your existing customers are also your best source of word-of-mouth advertising.

Looking for a way to generate word-of-mouth AND create customer loyalty? Ask your customers to write a recommendation on Yelp, or on your social media channels. Include their testimonials on your website or include them in your email communications. Make them “famous” by including their picture and bio.

Your prospects want proof that your gun store is worth the visit rather than going to a big box store. Your customers know why you are great, make it easy for them to speak for you.

As long as you are also open to listening to customer gripes…

3.       Alert you to problems and opportunities

Make it easy for customers to let you know when they are satisfied and when not satisfied and listen to them! If a customer is happy, they will tell 2 people. But if they are unhappy, they will tell 20.

Empower your employees to do what it takes to make your customer happy.  Even if you make a mistake, you can still satisfy your customer by admitting it and working to find a solution.

Your customers can also be a wealth of information about shifts in the market. Rather than relying 100% on your manufacturers, do your own market research: are you seeing more women buying handguns, children getting interested in archery? Ask your customers what they want, why they like shopping with you. You may learn what types of new merchandise they would like to see in your store, or find out what differentiates you from your competition.