In addition to last week’s four successful seminar tips, here are five more.
Invite existing contacts: Inviting clients helps fill the room with friendly faces that can provide testimonials and recommendations to your prospects. Encourage clients to bring people they would like to introduce to you. This provides them with an easy way to give you a referral. Finally, invite prospects who you have been speaking with but haven’t yet converted into clients. This invitation might be what makes them realize they need your help.
Collect accurate contact information: Without accurate contact information for each attendee, you have no way to follow up after the event. Use an online registration system, such as EventBrite.com, to collect basic information. Or if your audience is more comfortable with phone registration, make sure you confirm the accuracy of the information prior to the event. Another option is to collect information during the event on a postcard or seminar survey.
Provide nametags: Nametags help you put a name to a face and identify which prospects you should follow up with first based on perceived interest. If you are hosting seminars for existing contacts, nametags eliminate the embarrassment of forgetting the names of people you should know.
Provide valuable leave-behinds: Retention of information is low when heard for the first time. Increase the retention rate by providing a valuable leave-behind for attendees highlighting key points. Leave-behinds can be books, CDs, DVDs, workbooks or checklists. Be sure whatever you are providing has your contact information on it.
Follow up: Have a clear follow-up process for all attendees. The process may include a “thank you for attending” email the day after the event, and then a series of automated drip emails recapping the key points of the seminar over a period of weeks or months. Don’t let a perfectly good prospect slip through the cracks just because the timing isn’t right.
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Kristen Luke is the principal of Wealth Management Marketing Inc. (www.wealthmanagementmarketing.net), dedicated to providing marketing strategies and support to RIA firms.