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FREE ARTICLES
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Using Seminars
to Bump Up Sales
Many of my clients are turning to speaking at
chambers and other networking organizations to
generate business. This is a wonderful
method of building credibility and gaining free
advertising, especially when
you are in a creative business that often needs
examples and samples to get people to hire you.
Seminars are a great way for
potential clients to "test drive" your services
with out fully hiring you. Often, once a
potential client sees you during a seminar, they
are so impressed and convinced that you are the
perfect person to hire, they can't wait to hand
you a check.
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Wedding Planners could do seminars
for couples or brides on how to plan the perfect
wedding. |
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Interior decorators could present a
program on window treatments and decorating accessories.
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Artists can do programs on painting
murals in theme rooms for children.
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Web designers could promote a seminar
on creating websites that turning visitors into
customers. |
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Graphic artists could present on
branding for businesses. |
Sadly, however,
having a great topic and
getting lots of people to your program isn't
enough and many people
don't utilize this
golden opportunity well enough to actually turn
attendees into clients.
Here are several ways to
increase your attendee to client ratio after
your next speaking engagement.
GET
INVOLVED WITH THE MARKETING
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Find out ahead of time how the organization
plans to market the program and get involved
with the marketing.
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Offer to write articles for their website or
newsletter.
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Write a program description filled with
BENEFITS of what the attendee will get by
attending the program.
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Send a notice to your contact list inviting
them to the program.
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Add information about the program to your
website.
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Use this as an opportunity to invite
potential clients as your personal guest to
see you in action.
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Encourage the organization to mail at least
one printed item about the program to its
membership, in addition to their on line
marketing efforts.
MARKET
THE WHOLE TIME
There is a big difference
between delivering an infomercial and subtlety
marketing from the platform. Be sure not
to blatantly deliver a sales pitch during your
program. You still need to provide VALUE
to the attendees.
Be sure your contact information
- including website and phone number - is on
every handout and every piece of information
given to attendees.
During seminar, give examples by
telling stories of other projects you've done.
Of course, you don't have to disclose sensitive
details about your clients, but real life
examples not only help the audience to learn,
but it helps them understand the types of
products and/or services you offer.
PLAN
FOLLOW UP
Encourage the organization to do
a post program mailing - even if it is via email
- with an article written by you that helps tie
your seminar up and gives additional VALUE to
attendees.
Mention during the program that
you are willing to send attendees information on
a specific portion of the program if they give
you their card. Tell them to write YES on the
back if they want the additional information and
to be added to your mailing list. Tell
them to write YES/NO if they want the info, but
don't want to be added to your mailing list.
Send the promised information
within 48 hours of the program.
Call any attendee who requested
information or spoke with you after the program
who seems like a potential client and invite
them out for coffee to learn more about their
business.
By putting more thought and
effort into these no-fee speaking gigs, you will
maximize the number of attendees you turn into
clients and help make these engagements more
profitable. Now get out there and make
some money!
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