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

---

Why I Hate (Most) Benefit Statements

Benefits are what motivate people to purchase from you, right?... Read More

More Cleaning and Janitorial Customers Using Yahoo

We use this method to find new cleaningcustomers, and it... Read More

Consulting Versus Selling

Consulting Vs Selling, How we can make sales by not... Read More

Top Seven Ways to Write An Order-Pulling Sales Letter

Ready to put your Web pages up? Ready to sell... Read More

Why Cold Calling Is Dead

Our world of selling is closed off from other areas... Read More

Referrals: Getting Good Business By Doing Good Business

Whether you're a conventional sales person, a professional ? such... Read More

Why Are Customers So Indecisive?

Do you know why your customer won't buy? You've given... Read More

The Struggle to Decide: The Paths Customers Take to Solve Problems

Usually my essays discuss the issues that the 'sales' method... Read More

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

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

Schedule Telemarketing Time For More Success

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

Why Executives Wont Take Your Call

Do you hang up on telemarketers? 9 times out of... Read More

The Force That Drives Buying Decisions

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

Five Things More Important to Buyers than WHAT Youre Selling - I

Article I of a two-part series.No matter what customers say... Read More

Do You Know When You Are Being Sold To?

Britney Spears has recently caused controversy with suggestions that the... Read More

Stuff We Make Up About Our Prospects

? Go through the "no's" to get to "yes." ?... Read More

How To Get Rich Giving Away Something Free

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

Can You Use Hynotic Like Statements To Sell More Products?

As I become more successful with my internet business I... Read More

Everything in Life is Selling

Robert Louis Stevenson said 'Everything in Life is Selling' and... Read More

Value Based Pricing, Not Price Cutting

Special Requirements for Reprint: we ask only that you include... Read More

Four Easy Steps To Building A Powerful Employee Incentive Program

Want to build a successful incentive program for your company?... Read More

Exporting to Europe: Not the Challenges You Think

If you plan to do sell your product or service... Read More

Why There Will Always Be High Paying Sales Jobs

With the dot.com revolution crushing once solid business models on... Read More

Future Business Key Element In Sales

A challenge facing many businesses is how to maintain a... Read More

Making the Sale When the Customer Wont Buy

Ever had a party online or offline, and had guests... Read More

How To Write A Riveting Sales Letter That Closes Sales

How do you get people's attention and build their interest... Read More

Why USPs Dont Work

The USP (Unique Selling Proposition) is based on the assumption... Read More

Business is Great; I?m Just Not Selling Anything!

Awhile back you had a great idea. An idea that... Read More

Female Mannequins: An Overview

Female mannequins are very common in clothing stores. They are... Read More

I Am A Habit

JOHN DI LEMME on "I Am A Habit"H-A-B-I-T...When 95% of... Read More

6 Creative Questions To Move From HOW Are You To WHO Are You

Imagine you just met someone new. The formalities of names,... Read More

Health Insurance Lead and Health Insurance Leads

Health insurance lead generation systems provide a stead stream of... Read More

Are You a Winner or Whiner?

I've found that winners say "I choose to." Whiners, on... Read More

Youve Got a Great Business, but Nobody Cares!

I would like to share a disturbing little secret with... Read More