The Invisible Close Sales Nugget - Maximize Your Speaking Opportunities - 3 Ways to Grow Your List!
It's very common to see presenters speak for a fee or for back-of-the-room sales, but then have nothing in place to collect leads and grow their list.
And then there are others, who speak for free, relying not only on back-of-the-room sales to bring in the big bucks, but also on the leads. They know the value of growing their list.
In fact, building up your list is one of the most important things you can do to ensure your success. Here are a few reasons why.
* It's a free way to reach your market. Think about it...the people in your audience are usually your perfect target market. Acquiring them with online or other methods would cost a lot of time and money. So, why would you want to squander your free opportunity to add them to your list?
* The math adds up quickly! Let's say you have 500 people on your email list, and an average of 20% listen to your free teleseminar or webinar or attend one of your talks. If 10% of those buy your $497 offer, that's $4,970. Now, double your list to 1,000, and, without raising your conversion rate or doing much more work at all, you've now made $9,940. With results like that, it's easy to see why your list is golden!
* Affiliate deals find you. The larger your targeted list, the more attractive it becomes to other experts who will offer you lucrative affiliate deals for the opportunity for exposure.
Growing your list yields terrific dividends, and it isn't difficult to do. Here are three ways to get started.
1. Flat Out Ask
Many promoters of smaller local events will gladly give you a copy of the sign-in sheet or member roster. Just ask them before the event and be sure to collect it after. Before adding the attendees or members to your list, however, they have to opt in. Just email all of them, offering a free report or audio recording of one of your talks plus a complimentary subscription to your ezine if they opt in with their first name and email address.
2. Grab Them with a Drawing
It's amazing how many people will clamor to get their business card into a fishbowl for the opportunity to win something. A drawing is a great thing to do whether or not you're allowed to sell from the stage.
When you announce your drawing, make sure to say that anyone entering will also receive a "complimentary subscription to your XYZ ezine." That way you've disclosed that you'll be sending it to them in advance of their opting in with their business card. And of course, you have to describe in depth what they will be winning...one of your products, of course!
3. Provide Notes from Your Talk
Using the fishbowl approach, offer to send all of the interested attendees notes from your talk or a copy of your PowerPoint presentation or something of value from your presentation that you know they crave. Then follow the steps above for the drawing.
Note: At larger events, make sure to thoroughly read your contract. Some events prohibit any lead collection, so you have to make sure you are honoring the promoter's guidelines.
But once you have the go-ahead, follow through. Collect those leads, grow your list, and watch your income-and the impact of your contribution-take flight.
The Invisible Close Sales Nugget Maximize Your Speaking Opportunities 3 Ways to Grow Your List - To learn more about this author, visit Lisa Sasevich's Website.
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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David BarrDavid Barr is the President of Venture Opportunities, Inc. David has been a professional business broker/intermediary since 1980 focusing on General Business Brokerage and Mergers and Acquisitions representing client transaction value from $400,000 to $20,000,000. Mr. Barr has handled the sale of over four hundred and fifty companies. David earned a university degree from the State University of New York majoring in economics and business. David holds the Mergers and Acquisition Master Intermediary and the Certified Business Intermediary designations from the International Business Brokers Association. He is also a Senior Business Analyst and a Texas licensed Real Estate Agent. For more information about David and Venture Opportunities, visit www.bizdealmaker.com. - Visit David Barr's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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