Convincing busy, budget-conscious people to invest their time and money to attend your seminar can be a challenge. That is why you should sit up and pay attention when a prospective attendee indicates even the tiniest bit of interest in your event. Seminar leads are golden.
Yet many seminar promoters treat their leads casually. They will field phone calls and emails from prospects who have questions, yet they will not keep records about who has called in. They will deliver free preview seminars, but assume that prospects who leave without registering aren't interested. They let the sale go, assuming that prospects will call back on their own if they are really interested in participating.
If this sounds like you, it is time to change. Anyone who has summoned enough energy to get in touch with you to ask questions about your event if far more qualified as a prospect than the average person on your list. These individuals have indicated some level of interest in your material. Therefore, they deserve more attention when it is time to market your seminar or workshop.
Here are 5 tips to increase seminar registrations by improving your follow-up:
Note: I don't recommend adding email addresses to your broadcast list without explicit permission. If you want to contact prospects via email, do privately from your desktop. Feel free to offer them the opportunity to opt-in to your list. For example, you could tell them about a free preview teleseminar you are hosting to promote your next seminar, and provide the link where they could get full details about your event.
Warm leads offer a significant opportunity for improvement for most seminar promoters. If they are interested enough to reach out to learn more about your event, they are closer to buying from you than the average person on your list. Invest the extra time, money and resources to follow up regularly with this motivated group, and watch your registrations and revenue climb.
Jenny Hamby is a direct-response copywriter and Certified Guerrilla Marketer who helps consultants, speakers, and coaches to create Internet, advertising and direct-mail campaigns to boost revenue and generate qualified leads for their businesses. She is also author of How to Successfully Market Seminars and Workshops, a home-study course that shows professionals how to develop marketing plans and promotional materials to fill seminar seats. Claim your copy of her e-course, 31 Secrets to Jumpstart Your Seminar Promotions.