One of the biggest mistakes I read about, hear about, or personally witness is swing dance events and venues attempting to target the entire market of possible customers who would attend their business or even worse not having a target audience at all.
I can confidently say that there is no organizer/venue/event in the swing dance community has the resources to supply the demand for the entire market. Even the events with massive amount of dancers such as Lindy Focus or Herräng targets a segment of the market.
What I define as the term market for the swing dance community is; every person who currently has swing dancing as a hobby/profession or is physically/mentally able to have swing dancing as a hobby/profession but does not.
What this means for you as an organizer of an event is you need to segment your market or find a niche of target customers that you can provide value to as a business. For a more technical business world definition of market segmenting you can find it here. If you look online, talk to marketing professionals, talk to marketing professors, or read books on marketing there are a variety of ways to how to go about segmenting a market. What I am going to do here is give a simple layout that is applicable for an individual who is running a weekly venue or hosting a one time/yearly recurring swing dance event.
1. Decide A Target Geographic Location
The first thing is to decide upon target geographic location. If you are running a swing dance venue for a college town your potential customers are going to be considerably different then if you lived in a big city or a rural area. A recurring weekly dance is going to have a smaller target geographic location in comparison to an international camp such as Herräng where the entire world is fair game. Speaking of distance, the further away you attempt to attract dancers you will need to have match that with increased value such as; quality instructors, dancers, DJs or live bands.
2. Decide The Type Of Customer
The second thing is to decide upon the type of customer you are trying to attract to your business in terms of dance experience, dance background, and lifestyle.
Dance experience is simply how long have your target customers been dancing. This is important because a random person off the street who has never danced in their life has fairly different needs then a seasoned dancer who is a regular on the competition circuit. It is a reality that when you start to cater to one end of the spectrum you will likely alienate the other and it is a choice as an organizer you have to make.
Dance background is the dances your customer identifies with. For example when people press for specifics I say I dance Lindy Hop, Balboa, and Collegiate Shag. For every dance under the umbrella term of swing dancing there is a specific culture attached to each dance. These various cultures have values and preferences that are sometimes complimentary and other times conflict with other dance communities. It is essential as an organizer to aware of the specific values and preferences with a particular dance’s community in order to provide a high-value experience for your target audience.
Lifestyle covers a variety of things such as personal values or personality types. Essentially what it comes down to is; where is this person in their life and what preferences do they have because of it. As someone running an event or venue this is important because a college student who participates the usual Lindy/Blues dance exchange circuits is going to have different needs then a married full time professional who occasionally takes time off work a few times a year to compete at Balboa events.
3. Check Feasibility
You now have your target market segment clearly written out and described. Now the thing to check is if you and any collaborators have the resources to make your business feasible for your target market. An excellent article written by Bill Speidel, an experienced event organizer is titled So You Want To Be A Lindy Hop Event Organizer and a great reality check/resource for any person intending to get into the business of running a swing dance event/venue.
What I define as the term resources for the swing dance community is; a commodity service or other asset that is required to run a swing dance venue/event. This is not limited to physical assets such as money but can be; also trained staff, volunteers, an established reputation among traveling dancers, established in the network of neighboring dances/events, positive Yelp reviews, and et cetera.
Throughly checking if these resources are available is important responsibility as an organizer. You can organize an amazing event but if you neglect to check on the resource of availability of date and conflict with an established event in the region you are fighting and uphill battle.
In the case that your target segment is simply unfeasible within your current time frame you have the options of postponing until it is possible or choosing a new segment that is feasible.
4. Apply Your Market Segment
You have your detailed market segment and you have asked the questions and done the research to determine it is feasible, great! The only thing you have to do now is use that knowledge appropriately.
This can be done in a multitude of ways, a common one is advertising. If you are trying to attract customers who have never danced before Groupon and newspaper ads would be an effective marketing campaign compared to Facebook Events and fliers sent to dance venues which is traditionally used for established dancers.
Another one is the choice of staff such as instructors and DJs. Customers who have not danced before or have limited experience will be much less selective in comparison to dancers who have been dancing longer or are at a higher skill level.
The thing to take from all of this the importance of having a clearly defined market segment. The most common mistake I see in newer events is often they try to cater to too large of a market segment. In result their resources get spread thin and they are unable to deliver a quality experience for any of the dancers that attend.
I plan to write a future post going into a few venues and events that I think are great examples businesses that properly segmented their market. However if you have any stories or opinions I would love to hear them in the comment box below!