Seminar selling is a great way of building relationships with prospects without invading their personal space. I call these leads "warm and fuzzy" leads. Annuity seminars can be a burden if you spend too much time or money working them. Yes seminars are going to cost you money, but if you hold them at the right location and under strict guidelines, they can have tremendous results. Use the offer of information as a hook to begin building relationships with prospects. Here are a few tips that I have found to be very effective in holding a successful seminar.
1. Never hold the seminar at a restaurant. The food and environment is too distracting and it will take focus off of your presentation plus it has always seemed to me to be like a bribe. "I will feed you and then sell you," it just never felt right to me. I have found that the most effective atmosphere to hold a seminar is at a library or large conference room. This will show that you are professional and it will keep distractions at their lowest.
2. When presenting, use this: Problem, solution, benefit. Bring up a general financial problem that your target market can relate. Your seminar should be widely based on a large number of topics which could have broad appeal to the group as a whole. Give your attendees the opportunity to see you in a private setting but never push an appointment. The greatest success will come from their need to see you because of a topic in the seminar in which it relates to their personal situation.
Consider seminar selling as source for lead generation.
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