Last week we covered five of the top ten recommended ways to help boost your seminar’s effectiveness and close more appointments. This week we’ll take a look at the next five suggestions we’ve seen work well with our own clients.
6: Get your clients involved.
Invite some of your existing clients to your next seminar. Having a live testimonial can go a long way with selling your services, but be careful not to oversell the client. If your guests perceive the clients as bait, you’re not helping yourself. Another idea is to have your clients sit in and review the presentation, their insight can help you see what’s missing to convert guests into appointments and clients.
7: Looking busy adds to your value.
When you open your appointment book or tablet to start scheduling appointments, try to look busy. Having only a few slots of time available to meet will guarantee your guests see you while you’re still fresh in their minds and will go a long way to making your services seem in demand and highly valuable.
8: Hold a drawing!
Have a table set up at the back of the room where you and/or your assistants will take their seminar handouts and set their appointments. Announce that there will be a drawing after the handouts are collected and appointments are set. No matter if you are or aren’t going based off appointments only, guests will think they need to set one up in order to enter the drawing.
9: Appeal to their interests.
Offer a donation to their favorite non-profit. If you cannot find a way to save them X amount of money, the chosen organization gets $100 in the person’s name. More than likely you can find a way to make, let’s say, $1,000 savings, but telling them of this offer will show you are confident in your abilities.
10: Don’t let Q&A devalue the importance of an appointment.
During the final minutes of the presentation, don’t answer too many questions or give too much information, if you do you’re taking away the value of the appointment. If you feel that is the road your seminar is taking, practice saying something like “That’s a good question, I think the answer would be a little too long for right now. If you write that on your handout we can address that first in our one-on-one appointment.”
Closing appointments is a learning process, the more you work at it the easier it’ll be and the better you’ll become. Start practicing some of these tips during your next seminars, and let us know of any other tips you rely on in the comments below.