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 dan@sandler.com. His web site is: http://www.dan.sandler.com

---

Your Profit is in Your Follow-up: A System for Increased Sales Conversion

No matter what you sell--products, services, or causes--one of the... Read More

How to Sell Your Products Without Competition

Selling your products at shows can be difficult when you... Read More

Telephone Techniques

TELEPHONE TECHNIQUESSelling face to face is different from selling on... Read More

Selling: an art of a skill?

Selling is as much an art as it is a... Read More

Closing Sales Is Not A Problem, It?s A Process

In my opinion, the most overrated topic in sales training... Read More

Selling Is Not A Dirty Word

Selling--a word that strikes terror in writers and professionals. We... Read More

9 Packaging Problems That Lose Sales

You have a great product, but it's not flying off... Read More

How Can Fundraising Consulting Help Us Raise Money?

If you need to hold a fundraiser and don't know... Read More

Selling Your Business ? Step by Step Process

So it's finally come time to sell the business. After... Read More

Do You Want to Know the 8 Tips to Selling More Products?

So often sales men and woman are the very people... Read More

Schedule Telemarketing Time For More Success

Telephone canvassing, or cold calling, is the practice of sitting... Read More

Sell YOU With Your Small Talk (Yes You Can)

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

Sell More: How to Get Motivated Buyers To Call You First

How many sales opportunities have you lost to competitors who... Read More

Give Up the Need to Sell

Most business people will tell you that selling is not... Read More

How To Get Rich Giving Away Something Free

The best of all worlds is to have a product... Read More

Quotations Tell... Proposals Sell!

The traditional "Quotation" was originally devised during the Industrial Revolution... Read More

Telling the Value Story

You arrived on time and completed your calculations. You worked... Read More

Sales Training from the Ghostbusters

Picture this scene from the 1984 smash comedy movie from... Read More

Lance Has What It Takes

Lance has what it takes and then some.Did you know... Read More

Chicken Little And The Disintermediation Myth

If Chicken Little were alive today he wouldn't be running... Read More

Tapping The Potential Of Your Customers

Business owners of long standing know the cardinal rule "take... Read More

Selling Services

Selling a service isn't the same as selling a product.... Read More

Everyones Favorite Topic - 3 Tips for How To

I believe that everyone understands that no matter what business... Read More

Psychological Tricks in Selling

Psychological Tricks in Selling By Stephen Bucaro In this article,... Read More

The Damaging Admission - A Persuasive Technique

We would all like to think that our product or... Read More

Eighty Percent of Success is Showing Up

The above quote, "Eighty percent of success is showing up."... Read More

Your Voice is Your Instrument

On an introductory call, your voice is your instrument. During... Read More

Unique Selling Propositions

If you have competitors, then you should have at least... Read More

How to create your own Unique Selling Proposition

Why would a prospect buy from you rather than from... Read More

Dress as Though You Mean Business

Could casual Friday be undermining your leadership ability?One of the... Read More

Diverting the Flow of Customers to Your Business

I was a lucky kid when I grew up. Lucky,... Read More

3-Levels Of Successful Selling

Any selling approach that lacks a proven strategy, a practiced... Read More

The Force That Drives Buying Decisions

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