What about "seminar selling"?

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Permalink Reply by Mark Winebrenner on October 7, 2010 at 12:48pm

I don't use this but rather can speak from a consumer stand point. Don't sell. Let people buy. Provide valuable info to help your audience. Set yourself apart as an expert in your field. Provide your contact info. Your follow up is the key. Not only via phone but also may be an ongoing newsletter that also provides valuable info. (email but do not count out snail mail)

Resist the temptation to close the sale at the seminar rather be available for Q & A. Follow up is the key but from the position of offering to help. "Thanks for coming last week. Do you need a more thorough analysis of your risk management? How can I help? Here is what I can do for you.

Starting is the toughest part. You may consider partners who offer services to the same target market.

I would talk to Lynn Noe more about this.

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Permalink Reply by Jim Standish, CIC, CRM on October 21, 2010 at 10:53am

Thanks Blake, that is helpful information. One thing I am pondering is cost. It seems to me to offer a free seminar may bring "less than commited" participants and I would think a higher "no show" rate. On the other hand, you do not want to price it so high you do not get any takers. Any thoughts on how to strike a balance?

Rob Moritz, I know you have had success with this, what are your thoughts on charging for seminars?

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