Thursday, January 04, 2007
7 Tips for a Lead-Generating Teleseminar
Want to begin offering workshops (by phone or in person) to attract clients and maybe build another revenue stream? Marketing your seminar can stop the snoozers and create a powerful sales tool. (1) Recognize that price changes your class dynamic. Charge nothing and you may attract sign-ups, but they're often no-shows. Some openly search for content they can use in their own classes. Many will disappear as soon as you ask for a dollar. (2) Present a how-to topic. Promise that you will help people make money, lose weight and/or find a soulmate, you'll attract more motivated participants. (3) Watch the clock. Participants pay with their time, whether or not you charge monetary fees. Ten minutes for a sales pitch, ten minutes for roll call, twenty minutes for participants to "share" why they're here. Now you've got twenty minutes to deliver content. Better to plan on fifty-eight minutes of value with a one-hour class. You can follow up with an email to remind participants who you are. (4) Create a title that sizzles. A problem-solving class might be called: "Creating an 'Aha!' Moment Just When You Need It" My friend calls her novel-writing class, "Write your novel -- in one day!" A class on the business of creativity was re-named, "As you earn more, keep more!" (5) Emphasize positive outcomes. Turn off your Inner Grinch and focus on moving to something wonderful, not avoiding something horrible. "Most businesses fail! Will yours be one of them?" becomes "One percent of home businesses will gross six figures this year - and yours can be one of them!" Of course, you must be able make that claim honestly and ethically -- and a few testimonials wouldn't hurt. (6) Take charge. Be prepared to cut off long-winded questions and participants who want to give "advice" to other callers. Stay focused, organized and on topic. Make sure everyone has a chance to participate -- not just the most proactive callers -- but I wouldn't force participation. I believe participants have the right to "lurk" silently. (7) Show enthusiasm. "June" has such a charismatic personality that her classes would fill with eager prospects if she read the phone book aloud for an hour. "Bill" has such weak, tentative delivery that his classes actually turn away prospects who love his website and need his information. Whether you're delivering by phone or standing in front of an eager group, you need to project energy. Some class leaders actually go for a walk, jump up and down or practice a few dance moves. Others sing. And others just get high on the experience. Bottom Line: Classes can be fun for both leaders and participants -- and there's no more convenient way to learn information. Once you get going, you may be hooked on excitement...and money. You may use this article in your ezine or blog if you (a) make no changes, (b) notify me at cathy@makewritingpay.com, and (c) include the following resource box with live "clickable" links: Cathy Goodwin, Ph.D., helps service professionals increase the maketing potential of their websites so they can attract clients, increase sales and build a community of raving fans. Get the 7 Best-Kept Secrets of Client-Attracting Websites. http://www.copy-cat-copywriting.com/subscribe.html |
Labels: client attraction, copywriting, promotion, teleseminars, website marketing
# posted by Cathy Goodwin @ 8:03 PM 
