I know you’ve heard the saying, “you can’t judge a book by its cover.” Although that statement is generally true, we are still faced with the fact that people judge us based in part on appearance. I sometimes enjoy just watching people, perhaps at the mall or while waiting at the airport. Inevitably, I start to form my own opinions about the person I’m watching, even though I haven’t spoken a word to them.
Have you ever talked to someone on the phone and imagined what they look like? If you ever meet that person, you usually find they don’t match up to the image you formed in your mind. Whether you like it or not, prospects at your seminars are also forming opinions about the kind of person you are. That’s why you need to be a “COP.”
Whenever someone meets us or maybe just sees or hears us for the first time, we make an impression about who we are. You are responsible for determining if that first impression is good or bad. If you want to make it a good one, then you have to play an active role.
If you sit in a corner while your prospects come in for your presentation, they’re going to see you and form an impression about the kind of person you are. Unless you’re a supermodel, that might not be a good thing. That’s why I always greet people when they first arrive. It’s important to look them in the eye, introduce yourself, and welcome them to your seminar with a firm handshake. You have now communicated that you are confident, approachable, and the person in control.
You and your staff need to be prepared. If you’re unable to manage your own seminar efficiently, why should you expect anyone to turn over their life’s savings to you? My staff always arrives one hour before the seminar begins. They make sure all materials and handouts are in their proper place. They also make sure the atmosphere of the room is conducive for learning by having the restaurant staff turn up the lighting and turn off any background music.
By preparing for the seminar in this way, we ensure that every guest has the handouts they need and that they’re able to hear and see everything without distractions. If just one person doesn’t have a pen, then everyone is disrupted, and everyone in attendance will see that you and your staff are not well organized.