Seminars for Prospecting

The purpose of a 1- or 2-hour seminar is to attract potential customers for your product or service. The topic must be provocative enough to attract attendees, without sounding too much like a sales pitch with breakfast thrown in. Topics can be about 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 about the problems and challenges attendees face-and someone who has solutions to those problems and challenges. You may want to bring in other experts, such as your strategic alliance partners, to present with you.

When you hold customer appreciation seminars, the client typically arranges for the facility and refreshments as a way to thank his customers for their business and provide added value to their businesses. You benefit 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 business opportunities.

Seminars give you a chance to begin to build rapport with potential prospects. They are also a low-risk way for potential prospects to learn about 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.

Dan Hudock is an owner of the Sandler Sales Institute in Pittsburgh, PA. He can be reached at (724) 940-2388 or [email protected]. His web site is: http://www.dan.sandler.com

In The News:

B.C. retail sales nosedive in March  Business in Vancouver

Customer Loyalty in the Technology Industry

For technology companies, service after the sale has emerged on... Read More

Aikido and The Art of Cold Calling

Imagine being in a crowded concert or bar. All of... Read More

Customer Service Revival

Value is in the Eye of the BeholderSales today is... Read More

Lead Companies, Eight Features To Consider

So now the time has come to invest in Lead... Read More

Getting Referrals

ReferralsA substantial part of your business can come from referrals.... Read More

How To Sell Your Products or Services on Value And Stop Selling On Price Alone

Have you ever met with, or talked to a prospect... Read More

Lead Generation Sins - 7 Of Them!

I really just don't get it.How can so many businesses... Read More

Why You Buy, Part Three

Still more discoveries from the recent studies in behavioral economics:Over-Valuing... Read More

Stop Telemarketers, Do Not Call List or Not

American consumers have spoken and have done so loudly registering... Read More

Sell YOU With Your Small Talk (Yes You Can)

Want to build a relationship -- sell yourself for a... Read More

The Benefits of Metal Store Fixtures

Your choice of materials for store fixtures includes wood, metal,... Read More

How To Get Your Mail Past The Gatekeeper And Into The Hands Of The Decision Maker GUARANTEED

There are several ways to get your information into the... Read More

A Brief History of the Sales Profession

The formula for defining a "profession" is similar throughout many... Read More

The Force That Drives Buying Decisions

What do people buy? They don't buy your wonderful presentation.... Read More

The Secrets Behind Hypnotic Selling

Hypnosis has been a taboo word for far too long.... Read More

The Benefits of Display Mannequins

Mannequins are primarily used in stores to display clothing. A... Read More

Selling For Keeps

When you are in sales and you come across a... Read More

To Buy or Not to Buy? Motivating Your Customers to Take Action!

All customers have a choice to make. Sometimes that choice... Read More

101 Ways to Improve Your Direct Mail Response

1. Mail to your customers more often. If you are... Read More

Sales Brochures - 9 Steps to Success

Even in this day of websites, many customers want to... Read More

Six Steps to Creating Online Presentations for Telephone Selling

How much extra money could you make by closing just... Read More

Nothing Happens Until Someone Sells Somthing

You can always tell a good salesperson, they are always... Read More

Cold Calling Reluctance

Most salespeople I know consider cold calling a dreadful, but... Read More

Grow Your Business By Increasing the Value of Each Sale - 29 Ideas to Spur Your Brain

There are 3 ways to grow any business:- Get more... Read More

Another Warm Lead

Saturday morning, I sat in my pajamas, sipping strong, black... Read More