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How to Make $8,000 Attending a $5,000 Seminar
It’s possible, but you must have a SYSTEM. A system that’s been tested. A system that works!
To make this happen you first must have a product or service to sell. You then want to try and find opportune times during the event to let people know about you and what you’re selling.
In some instances you’ll be able to sell your product or service on the spot. If you can, then by all means do it! If you can’t, you’ll want to generate a boatload of well-qualified, HOT leads.
In most cases, you’ll probably have to be satisfied with generating leads, but your individual situation may be different.
The difference usually revolves around the price point of the product/service that you’re selling. What’s the RIGHT price point? It depends. Bad answer, but true.
You’ll generate these leads by asking the RIGHT questions and making the RIGHT comments at events.
When people come over to you as the result of you asking or answering a question, be prepared to “hold court.”
As people come up to you, start a circle going with you in the center. Try and move your group into a quiet area where you don’t have to scream to have everyone hear you.
Where Should You Sit at Events?
Always sit at one of the four corners of a room. This means you will sit on the front row either all the way on the left or all the way on the right. Another option would be to sit on the back row on the far left and right.
I actually PREFER to sit in the back row on the right. I don’t think this is necessarily THE best place because people have to turn around to look at you. Most people would say that the front row either left or right would be the best.
Frankly, I choose that location because it allows me to slip out easier if the speaker is terminally boring.
The reason for choosing these locations is simple. They are the only locations in the room where you can be easily seen by everyone in the room. When you stand (which you always should) to make a comment, everyone in the room will be able to see who you are.
There are two times where you can highlight yourself at your seminar. One is where you make comments. The other is where you ask questions.
Comments:
Make comments at a seminar when you have something VALUABLE to contribute. When you do it, it should not APPEAR to be self-promotional. It should APPEAR to be giving people valuable information.
If you’re doing it right, you will be giving people great information, BUT, you’ll also be promoting yourself!
Here’s an example from a recent event.
I was at a recent marketing seminar where the speaker was discussing an internet issue. I then spoke up and told people about a VERY important issue that few people know about. When I made my comment everyone came up to me at the next break to ask me for more information about that topic.
There’s a specific method for answering questions at a seminar or event. Every answer has got to show people how bright and insightful you are AND make them want to come up to you at the next break.
At another event, I made this comment:
“In my testing I’ve discovered that reserving certain key misspellings within your topic makes sense. Since I do a lot of work with professional speakers, I own the site: www.speeking.com. This site gets over 200 unique visitors and closes over 5% of those individuals on a $100 front end product.”
This comment accomplished two things. First, it gave people a GREAT concept they can use for themselves AND it promoted my site: www.speeking.com. That’s the kind of comment you want to make.
Questions:
The way you ASK a question is critical. Before you ask a concise, highly intelligent question you’ve got to precede the question with a mini-bio.
In your mini-bio you want to show people that you have a lot on the ball in your specific area.
Here’s an example: “I own over 100 websites, all of which make money selling a specific information product, what I’d like to know is blah, blah . . .?”
Never ask TOO MANY questions during an event. You’ll be perceived as a pest. Hold your fire until you see the RIGHT opportunity, then take it.
Whenever people ask me about how many comments/questions constitutes too many, I tell them my rule of thumb is NO MORE than 3 per day.
Preparation
Before you go to an event, you’ve got to have your ducks in a row. You should have a list of self-promotional items to make sure and bring to every event.
I forgot to bring all of the items listed below at a recent event and lost thousands of dollars.
Here’s my list: 1-page order sheet; copies of all of my books; flyer promoting any and all upcoming events; flyer promoting any soon to be released products; articles by or about you.
Come with all of the above and you’ll be armed for the battle.
What to Wear
Whenever I go to a seminar and event I wear my “Coogi” sweaters. These are extremely bright (and many people feel obnoxious) multi-colored sweaters. These have become my trademark. In fact, I’m known as “The Sweater Guy.”
To give you a complete idea of the look that I use, I’m either in a pair of jeans or a nice pair of dress slacks. The only thing I don’t like is wearing uncomfortable shoes which are the only kind I have that match my dress slacks. I prefer jeans!
I’m not suggesting you do the sweater thing, but I AM suggesting that you wear something that will make you stand out from the crowd. That way, people will remember you.
I’m not suggesting that you dress up in a clown outfit. Keep it memorable, but keep it professional. People should be able to spot you easily at one of the breaks.
What You SHOULDN’T Do
Don’t become a pest or annoyance at any event. There is nothing worse than someone who over-contributes at events. People start to get annoyed. Pick your times and issues carefully. Only comment or ask questions when it DIRECTLY relates to you and/or your field of expertise.
This would mean a maximum of 3 instances during the day when you speak. This seems to be the most anyone should contribute in the course of an event.
Question the Status Quo
Look for ways to be different from anyone at the events. To stand out, but to stand out in a positive way.
No one cares if all you’re going to do is agree with the speaker with your comments. That will bring a HUGE YAWN regardless of how articulate you are in making your point.
Questions peoples assumptions and “sacred cows” but do so in an intelligent, articulate, manner. Also make sure and do it in a way that doesn’t directly challenge the speaker and make them look bad.
Printed Matter
Whatever it is you’re trying to promote should have a flyer or other printed matter associated with them.
At a recent seminar that I attended I was hoping to promote a series of seminars that I was going to have in the upcoming months.
I printed up a one page sheet with a list of the seminars and some bullet points associated with each seminar. I included all of the websites associated with each of the seminars. Someone won’t be sold with a one page flyer but they are much more apt to buy at a website.
Don’t try and promote more than one thing or one set of things.
For example, I wouldn’t want to try and promote both my seminars AND a whole set of my products.
Your Book
People tell you to bring business cards to events that you attend. That’s OK, but there’s something MUCH better. Bring a copy of your book!
Don’t have a book? Write one or get one written.
If you need more information on how to do this, go to www.selfpublishingsuccess.com.
A book will give you a massive amount of credibility in any marketplace. It’s infinitely better than a business card.
What topic should your book be about? Preferably in the field that you want to “hold court.” That would be the best, but a book in ANY related topic will do.
By handing out my books I end up getting three things:
Orders for books, people onto my opt-in lists and orders for my other programs that are listed in the back of the book on the order sheets.
Get the Mike!
At many seminars and events, they pass a mike around for people to ask questions. He/she who controls the mike, wins!
Get a hold of the mike in advance of making a comment or asking a question. When there is a gap in the action, shoot.
Don’t interrupt anyone, but when there is a gap, jump in!
The Kind of Events You Attend
Unless you attend the right kind of events, this system WILL NOT WORK! What’s the “right” type of event? One where you have a match with your product or service offering. This means that if you sell civil war memorabilia you don’t want to go to internet marketing seminars. There’s just NOT a match!
This doesn’t mean that you should only attend seminars attended by your peers. Attend events where your peers are there only to learn more about your business and socialize. If you’re trying to attend events for the PURPOSE of selling your products and services, look for events where your PROSPECTS will be in attendance.
Your Contact Info
My 800 number is 1-800-FGLEECK. I’ve had this 800 number for 18 years. An 800 number is better than an 888, an 877 or an 866. Why? The 800 number shows you’ve been around a lot longer. Even if you get one today (which is tough to do), people will still associate longevity with your business if you have an 800 number.
If you CAN’T find an 800 number, go ahead and get either an 888, 877 or 866 number in that that order. If possible, try to make it a “vanity” number. One where the numbers spell something out as well.
Conclusion
Seminars that you attend are the best lead generation and sales opportunity on the planet. Go to events and follow the suggestions mentioned above and you’ll be able to make MUCH MORE than the cost of the seminars that you attend. Good luck and good hunting!
About the Author
Fred Gleeck is an expert in the field of Information Marketing and Seminar Marketing. He's the author of 10+ books and is an accomplished coach and consultant. Fred is known as the "King of Content" and "The Product Guru"; to receive his regular INSIGHTS via email, send a blank email to tips@seminarexpert.com; www.FredGleeck.com; www.TheProductGuru.co
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