Teleseminars - What Cookies and Teleseminars Have in Common
A little known secret for converting visitors into paying teleseminar customers is to satisfy the "try before you buy" mentality.
Someone who was a master at this is Debbie Fields founder of Mrs. Field's Cookies. The problem was that when she first began her business no one believed she would succeed.
Even though her husband's business acquaintances loved her cookies when she asked them about starting a cookie business none of them thought it was a good idea. "Bad idea," they said with their mouths stuffed full of cookies.
"Give it up," they said, "There's no way." Debbi's mother, her in-laws, and her friends and fellow students at Los Altos Junior College also said she would fail.
Against all odds Debbie Fields signed a lease for her first cookie store in Palo Alto, California on August 18, 1977. She opened her store at 9 a.m., but by noon nobody had bought even one cookie.
Frustrated, but not ready to give up, she took samples to people on the streets. They liked the samples so much many of them returned to actually buy cookies.
Providing free samples to potential customers remained a cornerstone of her business in the years to come. Imagine that. Almost everyone thought she would fail, but by offering "samples" she built an empire.
The same principle holds true for you. Before you launch into trying to sell potential customers who may know very little about you, your products or your services, give them a "taste".
The way to do this is offer a preview teleseminar. It's amazing how many people will hear and read this important recommendation on hosting preview calls and yet, continue to do things their own way. You will realize a greater result if you are willing to lay a very solid foundation which includes preview calls.
One client I worked with was struggling to make money in her business. She was barely getting by when she decided to hire me as her mentor.
What she had working in her favor is she had a very solid market reach, a clearly defined market and is one of the most highly respected experts in her market. Yet, sales were not at all what she wanted or needed to keep her business profitable.
The solution we worked on was a series of preview teleseminars that led into a $4,000 program available to only 25 people. The result; hundreds of people on her preview calls and all 25 spots filled within a very short period of time.
Not only did she make a substantial amount of money with this formula she had hundreds of potential buyers who were introduced to her by way of the preview call. Potential buyers for her other products and services.
Keep this story in mind as you develop your teleseminars. It's not simply what you do in the short term that matters, but rather what the potential in the long term is.
Once people are in your database there is unlimited opportunity available to you.