- 1). Segment your current lead database by location. This will show you how many sales contacts you already have in the new territory. A lead is defined by BusinessDictionary.com as a person who inquires about a company after seeing an ad. Have the sales team reach out to these leads and let them know you will now be servicing their territory.
- 2). Research the new territory and learn local colloquialisms and interests. For example, do they say "soda" or "pop," and which sports figures do they like? Website Office states that you should use this information to create marketing messages that resonate with the local population.
- 3). Use geotargeting in your campaigns. Geotargeting means creating ads that will run in specific locations. When working with your media company or agency tell them that you only want the ad campaign to run in your new territory.
- 4). Use territory-specific images and copy in your marketing campaigns. For example, if you are entering a northern region during the winter, you might use images with snow and talk about warming up using your product.
- 5). Engage the local community in conversation by throwing a local event or joining online communities they belong to. For example, set up a Twitter or Facebook account and use the search box to type in keywords related to the territory. Engage the people using those keywords in friendly conversation, and extend territory-specific promotions to them. For example, a coupon might say "receive 10% off when you visit our new location in Times Square."
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