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Seminars – Some Additional Thoughts

Last post I mentioned seminars. They are such a great way to attract buyer I thought I’d just add a couple of more reasons to get involved.

An additional benefit of giving public seminars or at least being the guest speaker at someone else’s is that the more you engage in this activity the more competent you will become. Lets be honest a key attribute that all buyers are looking for in all sales people is competence. Now one of the fears we all have when speaking or conducting seminars is that we will be confronted by ‘expert’ naysayers. So what can you do? If there are one or two cynics in the audience you can overcome any problem they may cause by only taking questions after the presentation, one on one. To ensure this happens you can say, “I have a limited time to speak however I will remain after in case any of you would like to talk to me personally”. If some smart individual tries to corner you publicly just say that you do not consider it wise to have the entire gathering held up while you answer personal queries. If after some time you feel you can successfully field any ‘difficulties’, allow open questions, HOWEVER don’t feel you must always have a question time after a presentation.

A wise person once said to me… ‘often the things you do for nothing will pay you of the most dividends’. This I have found is also true of seminars. For many years and in more than one industry, I have given talks to small business groups and ‘clubs’ and much of my business has come from this activity. One of the ‘free’ seminars I conducted for a professional group on a quarterly basis lead to a request for an industry magazine article which was then republished across a wide range of industry publications, which again lead to more talks and more business. Sure it’s a bit of work at the start, however it’s a lot less stressful than cold calling for the rest of your life.

Oh! Have a fear of public speaking? Train yourself out of it, or don’t sell, become a ‘techi’ or a ‘number-cruncher’. Sorry, however it’s a necessity for salespeople to be able to hold an audience.

WHO HOLDS REGULAR INDUSTRY MEETINGS, WHAT SEMINARS OR EVENTS ARE COMING UP IN YOUR CITY THAT NEED SPEAKERS? FIND OUT!

Sales lead generators, two quick ideas

Market yourself: by attending networking functions, discussion groups, business luncheons, civic events and conventions and by volunteering to be involved. If a speaker is present, always when you are given a chance, ask a question. To formulate your question listen carefully to what is being said and ask something sensible, the other listeners will be watching you. A good question can attract lots of focus on you and of course hopefully  some potential buyers.

The people you know: can be a great source of business. Attach your business card to everything you send out. I once had a salesperson that attached her business card to her electricity payment every month. The person who processed the payments bought a house from our company. Tell your uncles, aunts, friends and old school mates, what you do and for whom you work. Talk with enthusiasm about your company and products, however remember short is sweet, don’t become a bore and talk about nothing else.

ACTIVITY CREATES SALES, BE ACTIVE IN YOUR COMMUNITIES AFFAIRS