I wanted to pass along a quick story that I think highlights a point I and others write about often when discussing advertising and customer engagement.

While at SES San Jose conference and exhibits, I had the chance to be the attendee and not the exhibitor in the exhibition hall – meaning I got to walk around and evaluate different products and services that I may be able to use in my job. When I walked in the hall for the first time, I was greeted by a representative from an exhibiting company wanting me to carry around a bag with their logo on it to carry all the little trinkety, cheap giveaway handouts – or better known as “schwag” – that is handed out by exhibitors. Having decided I wasn’t going to pick up any “schwag”, I declined.

Later, after one of the conference sessions, I went back to the exhibition to continue visiting the booths. I was once again approached by the same company offering the bag and again said no. But, as I walked around I couldn’t resist the temptation to grab a few little unique giveaways that I thought the kids might like. Soon, my hands were full and I was thinking how nice it would be to have that bag.

To my pleasant surprise, the same company was there offering that bag and this time, I happily said yes. I then wandered around filling the bag with junk that never would make the trip home with me. But, I was carrying that big, flashy red bag with that company’s logo on it everywhere I went.

My point to this story is to show an example of why multiple brand impressions are important in any advertising/media plan. Engaging the customer at each point in their buying process dramatically improves your chances of a conversion.

Take the BtoB marketplace, for example. When is the last time you heard a buyer of a product or service in the BtoB world say, “I just had to have that! It was an impulse by, but I’m sure I’ll get use out of it”?

I bet never.

Justifying purchases and covering bases is paramount in corporate buying – of anything. So, don’t be naïve and expect that one impression with your product or service is going to turn into a conversion. You need to be there – both online and offline – as the buyer does their research, compares vendors, get proposals, and makes the decision.