Get Clients For Free (or even get paid)

To know how much you should spend to acquire new clients and customers, you need to know how much each customer is worth, over time.

Something that can be difficult to calculate.

If your clients cost you nothing, though, there's no problem. You just want as many of those kind of customers as you can handle!

For a great way to get customers, and especially clients, at no cost to you or even at a profit, there's nothing to beat speaking engagements.

In front of you, when you speak at an event, will be an audience of potential clients and customers, specially selected to be interested in what you offer.

Why else would they be there?

That's why conversion rates from attendees at seminars and workshops to customers and clients can be astronomical - close to 100% in some circumstances - but as they're all costing you nothing, any customers you acquire this way are good news.

Simply give your audience good information to demonstrate your expertise and your generosity, offer your services or product at a special rate or within a special package for 'today only' and see how many customers and clients you can pick up.

Get some practice at other people's events under your belt, especially if you're a bit nervous about the idea, then think about staging your own event. You could even get so good at the events that they earn more than your original business!

Roy

PS. Discover the secrets to the seminar/events business for one dollar!

Answering a Question You Didn't Ask

How do I overcome 'pitchfest phobia'?

Note: these articles are supplementary to Niche Seminar Secrets, available for a 30-day trial for just one dollar, HERE.

I'm sure we've all been to events where at least one of the speakers did little more than pitch their product or service, where the information you got was all about them and their company.

Equally, I know some excellent 'teachers' who tell you loads of what you need to know and don't manage to sell a thing. That's great for you when you're a delegate but not so good when you have your seminar promoter's hat on.

Most experienced speakers will get it about right, of course. Natural selection will see to that. Meaning, you don't get to gain experience if you don't get the gigs because you don't sell anything...

I usually suggest about 80-85% good, unbiased content to about 15% or so spent promoting yourself and your product. Delegates mostly see that as acceptable. So about ten minutes out of every hour can be 'pitch'.

You might still get some resistance, of course. What you don't want is people spreading the word that your event was just a 'pitch fest', especially when it wasn't. So here's a way to get your delegates to look at it (and the sharper ones will see it this way, anyway)...

...it's all part of the education process.

Learning how to pitch is as important as anything else in business, and seeing someone do it right is an education in itself. Actually, seeing people get it badly wrong is even more instructive, but you can't afford too many lessons like that at your event!

When we were learning the seminar business (not that we'll ever stop learning), seeing how smoothly or otherwise each speaker segued into his or her pitch was fascinating. Seeing inexperienced speakers struggle a little and then make rapid progress was actually quite a thrill, while hearing a few of the delegates' grumbles taught us a thing or two.

And we were keen to learn.

So you can make a virtue out of the speakers' desire to sell by including at least one session, perhaps near the end of your event, where you explain what the presenters were doing and why.

As I said, it's all part of the education process for your delegates and it might help them appreciate just how much thought, effort and experience goes into the average presentation.

Most of us are used to being sold to by now. As marketers, we probably keep swipe files and acquire countless books and ebooks about 'how to sell'.

Your event could be the example 'par excellence'!

Roy

PS. Many people take copious notes during an event but most of them stop writing once the speaker goes into his or her pitch. Imagine the boost to your DVD sales when people realise the lesson you just gave them, and that they won't find in their notes.

PPS. The One Dollar Trial is still available, directly from this blog, here.

Another Question From The Seminar Secrets Survey

One of my members asks, 'How can I sell more effectively from the back of the room?'

Firstly, in case you don't know what we mean by 'back of the room' sales, we're talking about the products on sale at a seminar event, usually at a special 'today only' price. They're almost always literally at the back of the room.

Healthy sales depend on a few factors, among which are:

1. The speakers having a suitable product to promote on the day that's relevant to the audience (or the audience being sufficiently targeted to be likely to want that product) .

2. The ability of the speakers to offer an excellent 'today only' deal.

3. How convincing the speakers are, both in the information they give and their ability to sell.

4. The audience being in a positive, upbeat mood generally.

5. The audience members trusting you and your payment process.

6. Enough of the audience having the money to spend or being offered terms they can afford.

7. Having a convenient and well-organised buying process, so everyone who wants to buy can do so quickly.

8. Offering brilliant, no quibble guarantees.

9. The speakers being available to talk with undecided buyers and explain their offer, maybe offer special terms, etc.

10. Offering good value in the presentations, suggesting (rightly) that there's a lot more to tell, if only we had the time, and offering the products (information products, courses, coaching, etc) as a solution to getting that information, help, encouragement, etc, across.

Briefly, get the best speakers you can (or do the best presentation you can), with the best and most relevant products. Give your delegates a great event by entertaining, educating and encouraging them to take action - starting with this investment in themselves.

You'll notice, especially when you've been to a few events yourself, how often the speakers will congratulate you on taking action (by being there), choosing to be among the four or five percent who've opted to succeed, and so on. The implication is that to stay among those top few percent you need to keep taking action by investing in your education, by equiping yourself and your business for the future and by 'teaming up' with them and their evident success.

And all that needs to be true. Then you can have what Niche Seminar Secrets promises you: real wealth with a totally clear conscience.

Roy

PS. You can still take the one-dollar trial of Niche Seminar Secrets, when you click here.