Main Paige Media
CASE STUDY:
How Strategic Conference Planning Turned One Event Into 7 Sales Opportunities
About the Client
Paige Burns is the award-winning founder and creative director of Main Paige Media, a women-owned video production agency based in Beverly, Massachusetts. With over a decade of production experience, Paige specializes in helping mission-driven organizations tell emotionally resonant, unscripted stories that spark action and build connection.
Main Paige Media creates docu-style brand films and strategic video content for purpose-driven small businesses, nonprofits, and schools. Under Paige's leadership, the team is known for its collaborative approach, thoughtful storytelling, and deep commitment to amplifying voices that are making a difference in their communities.
The Challenge
After committing to exhibit at the Massachusetts Nonprofit Network Annual Conference, Paige realized she needed more than just a table and business cards. She was investing significant time and money in the conference, including paying for her team member's time, and wanted to ensure a real return on that investment.
As Paige put it: "If I'm going to spend money on this table, what is spending a little bit more money with you if I can get a conversion? I was able to really kind of sell myself on that idea where I'm like, if I'm gonna put this money in and the time in to be there, I obviously pay my admin to be there, let's actually put a strong strategy behind this to get the ROI that I want.”
The full-circle story: A few months before the conference, Aline of AVC Strategies had participated in one of Main Paige Media's Express Reels sessions, a one-hour video shoot where entrepreneurs record 10 social media videos on topics of their choice. One of Aline's videos spotlighted event marketing strategy, explaining how businesses often leave money on the table at conferences without a tactical approach to pre-event, during-event, and post-event engagement. When Paige's own conference opportunity arose, she remembered hearing Aline discuss this exact challenge while filming and editing that reel and reached out to hire her.
The Solution
Over a six-week period leading up to and following the conference, AVC Strategies provided comprehensive conference strategy and execution support:
Booth Strategy & Lead Capture System
Developed an interactive video booth concept where attendees could record short statements about their nonprofit work ("How are you hoping to change the world in 2026?"), which Main Paige Media would share on social media. This created a dual-entry giveaway system: attendees could drop a business card in the fishbowl or use the video booth for two entries, enabling simultaneous content creation, engagement, and lead capture.
Created a streamlined lead capture process with multiple options: digital form on iPad, business card fishbowl, and backup clipboard, ensuring no lead fell through the cracks regardless of how busy the booth became.
Designed booth flow and materials checklist, including behind-the-camera prompts to ensure consistent content capture ("Ask for their name," "This is the prompt question," "Send to Sue for form").
Signage & Booth Design
Provided copy and design mockups for banner signage and tabletop signs, including consent language for email opt-ins ("By dropping in your business card or signing up, you agree to join our mailing list").
Helped Paige make confident decisions about booth materials without getting stuck in analysis paralysis: "Had I tried to do all those pieces on my own, I would have been overthinking it and wasted a LOT of time."
Post-Event Email Strategy
Created a three-email nurture sequence designed to keep leads warm and move them toward sales conversations:
Email 1 (Day of conference): "Great meeting you at MNN" - Immediate thank you with giveaway reminder and encouragement to follow on social media to see the video booth content
Email 2 (One week later): Portfolio spotlight showcasing how one nonprofit used storytelling to raise $1.1M, demonstrating Main Paige Media's capabilities
Email 3 (Two weeks later): "Plan Now for 2026" - Strategic CTA to book a call, featuring the video content from the conference booth
All emails included respectful opt-out language and a persistent (but not pushy) opportunity to schedule a strategy call.
Ongoing Strategic Guidance
Provided post-conference consultation on keeping leads warm, including strategies like resending emails to non-openers with new subject lines and conducting personalized one-on-one outreach via LinkedIn and email.
The Results
44
Total Contacts
61.74%
Email #1 Open Rate (day of email)
11
Warm Leads
18.2%
Email #1 Click Rate
7
Post-conference Sales Calls
56.8%
Email #2 Open Rate (portfolio spotlight)
9.1%
Email #2 Click Rate
48.8%
Email #3 Open Rate (planning email)
Additional Outcomes
Multiple proposals sent to qualified prospects, including one particularly promising opportunity with a well-funded organization that came through an existing client referral at the conference.
Paige described the leads as still warm and in active conversation in the weeks following the conference, with continued engagement through the email sequence and one-on-one outreach.
"Aline thought of everything! Having the organized checklists was immensely helpful for lightening the mental load of all the things that needed doing pre-event. Working with Aline gave me the confidence to make decisions on collateral, signage, and email copy. Had I tried to do all those pieces on my own, I would have been overthinking it and wasted a LOT of time."
"Aline makes the process of working together feel really easy and accessible. Her calm demeanor and candor make the work feel like a true partnership and collaboration."
"When I saw the spreadsheets she put together for my admin and I to prep for the expo event, I was blown away. I felt at ease knowing someone was thinking of all the little things I would have forgotten about."
— Paige Burns, Founder & Creative Director, Main Paige Media
The Takeaway
Conference sponsorships represent a significant investment of both money and time. Without a strategic approach to pre-event planning, booth engagement, and post-event follow-up, businesses risk missing valuable opportunities.
Main Paige Media's success came from treating the conference as a complete campaign, not just a day at a table. The combination of an engaging booth experience, systematic lead capture, and strategic email nurture turned 44 contacts into meaningful business conversations, with multiple proposals in progress and a strong sales pipeline.
As Paige noted, the real value wasn't just in the deliverables, it was in the peace of mind and confidence that came from having an expert think through all the details. The result? Paige walked away not just with leads but with a repeatable playbook for turning every conference into a revenue-generating opportunity.
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