Red Zone Marketing® Seminar Tips
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Free Download - Eight Great Ways to Win All the Financial Services Business You Want By Maribeth Kuzmeski |
Hosting an educational event or seminar can serve to target your clients needs, provide a solution to a problem they may be experiencing, furnish answers to questions they may have, and build credibility.
The objective is to educate, introduce to your financial services offerings and expertise, and motivate to action. The results are credibility, expert status, new clients, relationship building with current clients and overall increased marketplace exposure.
Checklists and an organized timeline can help you manage the details of seminars that help others - events that can be cost-effective, time-efficient tools for promoting your business and building client loyalty.
-Invite clients to a seminar that will solve a problem they have (i.e. not being prepared for retirement).
-Ask clients to bring friends (referrals).
-Call to personally invite select clients.
-Send a press release about your seminar to the local newspapers.
-Hold your seminar at a nice restaurant with dinner (only if you want more attendance). Seminars can also be held at a hotel or in your office (space permitting) without food. The site and offering of food will most often determine your attendance.
-A manageable number of attendees is 40.
-Hold on a Tuesday, Wednesday or Thursday evening. Begin at 6:30pm.
-Have clients call into your office to register for the seminar or have a reply card they can mail in. Make sure you have given instructions on your voice mail or to your answering service about seminar registration.
-Confirm attendees the day before with a phone reminder.
-Practice, practice, practice the presentation and/or your opening & closing remarks.
-Have a registration table with a staff person greeting clients, delivering handouts and directing people to their seats.
-If you are holding a dinner seminar, you may want to create assigned seating so you can put good clients and prospects together (it will be a live testimonial for you).
-Have music playing when people enter the room.
-Start and end on time.
-Have a strong opening that gets their attention.
-Use stories in your presentation.
-Limit questions until the end.
-Videotape your practice presentations to critique yourself before you present live.
-Have attendees fill out an evaluation form that gives them a chance to say “yes” to scheduling an appointment with you.
-Have a staff member schedule appointments for you at the seminar – bring your calendar.
-Create a checklist of to do’s for the next time you do a seminar.
-Smile while delivering your presentation. If you are enjoying yourself, they will too!
Red Zone Marketing Seminar Tips - To learn more about this author, visit Maribeth Kuzmeski's Website.
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