Boost Sales

In an educational/public seminar, the goals of the seminar are to present yourself as an expert in your field-someone who understands and is knowledgeable about the problems and challenges attendees face-and someone who has solutions to those problems and challenges.

The purpose of a 1- or 2-hour seminar is to wile potential customers for your product or service. The topic must be provocative enough to pull towards attendees, without sounding too much like a sales pitch with diner thrown in. Topics can be thereabout the latest advances and/or technology in your industry; the impact of the latest political, legislative, or economic changes; increasing profits, reducing costs, avoiding unnecessary expenses, and so on.

In an educational/public seminar, the goals of the seminar are to present yourself as an expert in your field-someone who understands and is knowledgeable near the problems and challenges attendees face-and someone who has solutions to those problems and challenges. You may want to restore in other experts, such as your strategic combination partners, to present with you.

When you hold customer allowance seminars, the liege typically arranges for the facility and refreshments as a way to thank his customers for their projection and provide other value to their businesses. You give help by exposing your products or services to the client's customers. You deliver the program and provide handouts. As an introduction, you can call invitees to confirm their attendance. If the attendees like what they see and hear, it may result in future fair trade opportunities.

Seminars give you a light to lead off to run up rapport with potential prospects. They are also a low-risk way for potential prospects to learn at hand your company, your product or service, and you.

Excerpted from Sandler's President's Club Professional Development Program (trainer edition and workbook) ©2000 Sandler Systems, Inc. All rights reserved.

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