Integrate BTL into your overall marketing strategy

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You can even turn permission gathering into a touchpoint. For example, let gift box recipients pick the swag they actually want. You gather their consent while letting them take part. Plus, they’ll be extra excited when their hand-chosen package arrives.

This tip might seem self-explanatory. But I’ve seen teams try to execute BTL tactics without understanding how other marketing actions and ATL tactics affect their audiences’ brand perception and intent.

For example, you can build an incredible booth experience at your industry’s largest trade show. But if nobody knows you’re there or what to expect (i.e., content you share in an above the line press release and media outreach campaign), you’ll miss out on significant foot traffic and coverage.

Effective BTL actions require you to understand marketing’s influence across your organization. Marketing and communications, sales, customer success — engage anyone involved in achieving marketing’s strategic outcomes.

Also, plan comprehensively to ensure everyone agrees and is tracking the same outcomes. For instance, use HubSpot’s email marketing planning template to help you plan, calendar, and optimize your BTL email marketing campaign. Share this document with all stakeholders to keep everyone on track.

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BTL Marketing Matters More in Busy Digital Worlds
My review of BTL marketing left me thinking we need more marketing like it. Generalized brand building has a vital place in our marketing toolkits.

I don’t think we’ll have a world where you’ll never run ads or buy billboard space.

But, amid the noise around scaling marketing and deploying AI and similar technologies, there’s something refreshing about true personalization. About something meant for me.