Stop Chasing Seminar Attendees
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When COVID came, live seminars stopped.
Now they’re back!
But nothing is the same.
Things appear to be the same: You invite attendees, they show up, at the end you offer them a one-on-one consultation, then you follow-up with them after the event to schedule.
Same process, but this time when you call them after the event, most will not call you back to schedule, or you won’t be able to catch them live on the phone.
Then you’re stuck.
It’s easy to assume when you can pack a seminar room full of qualified prospects, you’ll expect a bunch of new paying clients.
You’ve done your job, you’ve proved your value by educating them and persuading them truthfully that you are authentic and competent.
Then why, out of say 50 qualified and eager attendees, perhaps only 20 want to talk to you again... and out of the 20, you end up scheduling 2 – 5?
To fix this problem, there’s a simple process change you need to make.
Stop trying to schedule them after they leave your seminar. Instead, schedule them while they’re still in the room. Here’s how you language it so it feels right for everyone:
My goal is to help each and everyone of you and to provide you with deeper insights into your personal financial situation. At the back of the room my assistant is available to schedule each of you for a complimentary private one-on-one financial consultation/review, where we can take a much deeper dive into your financial situation. We’re making this available to you free of charge. After our time together today, my style is not to chase you or follow up with you. It’s entirely your choice. But if you want this one-time opportunity, then I’d highly suggest you head back to the room to see my assistant and she/he will schedule you on my calendar while you are here. Those of you who are open to feedback on your specific situation, are the ones who I’m best suited to help the most. Thank you for coming today.
If you time this right and say the above with sincerity and warmth in your voice, all the qualified buying units in the room will schedule with you on the spot – no more follow-up and chasing.
Ari Galper is the world’s number one authority on trust-based selling and is the most sought-after sales conversion expert for Financial Advisors. His newest book, “Unlock The Sales Game” has become an instant best-seller among financial advisors worldwide – you can get a Free copy of Ari’s book here and, when you click the “YES” button in the order form, you’ll also receive a complimentary client growth consultation with Ari or one of his trust-based consultants. Ari has been featured in CEO Magazine, Forbes, INC Magazine and the Australian Financial Review. He is considered a contrarian in the financial services industry and in his book, everything you learned about selling will be turned upside down. No more chasing, no pressure, no closing.