This is a pretty problem indeed. My gut is not much liking the contact proposal on Linked-In. One of the problems I think you face here is that the decision to record a conference and who will do that, is typically made weeks or months ahead, during the initial planning. I think a lot of the time, clients for these conferences will just surrender all of this areas to the hotel and their in-house services.
Hotel in-house services are your rivals for this business, even if you just want be their subcontractor, so you have an uphill climb on this.
I am disappointed that the local Convention and Visitors bureau doesn’t see the value in promoting AV support service packages for conferences; the synergy makes so much sense. So I’m going to blue-sky some ideas; they may or may not work, but perhaps they’ll spark some other approaches when you think about them.
If you think you want to work within the Linked-In ecosystem, I think you want to create a stand-alone AV support presence there, with a weekly column or podcast or whatever they let you do over there… it could be as simple as a weekly one-page newsletter with bullet points of helpful info, photos of setups, common questions answered, that kind of thing. Sweetwater has me on their mailing list and they send out a monthly newsletter with mini-articles, profiles of some of the staff, demos, etc. Occasionally I look at those, if the topics interest me, though generally they are fluff.
But what that weekly presences does here is create a node for potential clients to connect to when they are planning. You’re doing what radio spot campaigns do: get you some “mind share”. You’re not selling specifically, but rather, getting your name in their heads, so when they start to think of needing these services, your name is already in their heads and they look you up. This is so much of the game of selling when you can’t be one-on-one.
The second idea is bigger, but maybe too much work, for uncertain reward… that would be, since the Tourism Bureau won’t package it, create your own bureau. That is, form a sort of keiretsu (check Wikipedia) or loose association of your local rivals, pool your resources to make referrals to each other and to advertise as a block of service providers, like a city Restaurant Association might. I think that’s the perfect model for what I’m talking about. They are all nominally competing yet they market collectively on the theory that getting a piece of some steady business is better than getting no business at all.
It seems against human nature and certainly doesn’t sound like conventional capitalism. But I’m not suggesting you make a cartel and collude to fix prices. This is much looser than that; a handshake agreement to help each other out when one of the group has an equipment problem or shortage, or needs extra staff, but most of all: you’re pooling the ad and PR money to targeted buys, probably on facebook and Google and aimed at corporate HR people and Corporate travel agents.
Dunno if this works or is useful. But it’s what came to mind first.