Doing Seminars to get clients...

[Tsarina]

While AP gets inquiries from half of the audience of his seminars I would be glad to get 10% + exposure and positioning. So seminar it be. I assume the steps are ...

1. Find the organization that either professional organization for the business owners or local non-profit with very big audience
2. Write a letter (email or print) and offer the seminar offering split money 50/50 or give all the proceeds
3. Learn as much as you can about the audience and prepare the seminar and a slide-show as well as give away material
4. Have someone take photos/video there. Possibly invite your current prospects there as well
5. Get everyone's business card at the door and enter them to your ezine list
6. Have a drawing of a marketing product and as a 2nd prize your site review, blueprint, etc. Give the 2nd once to whoever you want to get

Anyone has an advice on this beside great info given by AP?

[BAYO a.k.a. Mr. B]

I offer my business coaching to organizations that have members. The coaching is a $5,000 package for individuals but I offer it as an extended event from 6 months to a year to trade organizations and professional bodies. I offer it at no cost to those organizations and provide the bridge line if they don't.

They contact their members and I don't gather email addresses up-front so we never run into the issue of who controls attendance, but during the course of running the sessions its guaranteed that people will want to know more, move fastser etc and that's where I mention my separate webinar for business and professionals located at Attract Business Like Crazy.

The organizations win because they get something of high value at no cost, their members win because this is an additional benefit for their membership at no cost and I get in front of a highly qualified market for an extended period of time every other week and get to position myself without having the need to hard sell.

But there's even a more stealth way whereby if you attend events you get to generate leads, but that's an entire different approach on its own.

Hope this helps

[L.James]

Have anyone here ever did a seminar/workshop before and have their slides availables? If not will someone will be willing to help me get some slides together for a presentation in the near future?

[jacquic]

I know someone did a WSO on that (Chris Lagarde, maybe?).

I'll be updating mine over the next month or so, so you can have a copy then; please shoot me a PM this time next month if you still need it. The question is, what length of seminar; general overviews; specifics workshop, etc, are you looking to do?

You'll also find ideas at SlideShare; you need an account (free), so if that link only takes you to the home page, go down to the bulleted 'Business' bit, andthen do a search there on marketing.

~ Jacqui

[Tsarina]

Thanks to all. I will follow AP's recommendation and go for 2-hour seminar before I was thinking hands on workshop with few websites from the studio commented in front of the audience. I place 90 minutes of speech and 30 minutes of questions.
I uploaded the professional PPT template on business topic. Only first 10 people will be able to download it from here . It's a 20 slide template in light shades with cool graphs and layouts. I have some additional templates on children, medical, agriculture, nature, education, wine, golf.

I would go for 'less words' approach (been on Seth Godin's seminar, his slides have NO words at al) I don't want to be fighting for attention with the screen. I would through some graphs, data and related images and topic of the slide (sometimes people make notes and just lose what you are talking about... I do). Here what I'm thinking to cover (just what and why, not a how):
- How marketing dramatically changing in 2010s
- Tracking ROI on marketing
- Does your website speaks "Google"?
- PPC vs SEO
- Upselling, crosseling
- Joint ventures - fresh waive of cost effective marketing

Anything else?
What organizations you think makes sense to approach beside professional associations (our chamber of commerce is like $400 a year each)

[L.James]

This may be a dumb question, but I haven't messed with powerpoint since high school. Is it a way to edit another persons slides?

[Tsarina]

This may be a dumb question, but I haven't messed with PowerPoint since high school. Is it a way to edit another persons slides?

Absolutely as long as they are in PPT format, meaning they are still a power point files.

[L.James]

I need some ideas, I wanted to give out like a resource guide to different places online I could get a commission if they sign up under me, to try to monetize it every way possible since I will giving a free seminar/workshop ... Has anyone here ever actually done a seminar before? ...

[jacquic]

I need some ideas, I wanted to give out like a resource guide to different places online I could get a commission if they sign up under me, ...

Not sure what you mean here - could you elucidate?

~ Jacqui

[kelvin brown]

I will be doing a small 1 hour free workshop at the local library, Tuesday.

Will report back.

kelvin

[AP]

Group seminars are one of my top methods to attract Prospects.

A great response can yield 60% of the audience contacting you. A good seminar will get a 38-42% response, and a poor response will yield 20%.

Let's use the average of 40%.

40% of attendees (50 people) will yield 20 people who will contact you. Of those contacting you, a normal Closing rate is 25%.

50 attendees
20 attendess (40%) will contact you
5 will become clients.

If you stay on the very low side (which I would never do) $997 upfront and $497 month x 5 clients = $35,000 first year fees.

Seminar cost should be a breakeven if you charge a fee to attend. $47 each will net approx $2,500

Seminars create INSTANT money and instant clients.

With that said, I am going to WARN you. Do NOT do seminars if YOU are NOT prepared.

Taking on 5-7 new clients Instantly can be chaos. Have some structure in order to handle the instant business. If new, I would limit your first seminar to 30 prospects of Less.

Teach your attendees the What & the Why, not the How (that's where YOU come in and get $$$)

Ex:
What = you need a Website
Why = to get you an Internet presence and exposure to your prospects

How: YOU build them a website or blog via outsourcing.

~AP

P.S. $5,000 upfront and $1,500 month would yield $115,000 in first year fees in the above scenario.

[BAYO a.k.a. Mr. B]

Another spin on the group seminar if delivery isn't your thing...ATTEND.

What few people realize is that if you aren't really cut out for delivering seminars there are still ways you can attract leads from seminar events. The secret is on the questions you ask that allow you to 'position' yourself as an expert.

Here's an overview...

You need to have services (obviously) that relate to the seminar you're attending

You strategically ask the questions so that people recognize that you too are an expert worth talking to (They do and they will).

[L.James]

Good stuff AP, I'm trying to get something together in the next couple of weeks .. Just trying to get a place now, have a few quotes need a few more before deciding. I think of have a presentation together, I wonder if someone has some "PLR powerpoint slides".

[L.James]

Not sure what you mean here - could you elucidate?

~ Jacqui

I wanted to give some type of resource guide to all attendees with websites that would be useful to them (you know some people try to take the information you provide, and do it their self) that I would get affiliate commissions for such as hosting for websites or other things ... Just something that can put a few cents in my pocket just in case I don't get the response I should from the seminar/workshop

[AP]

I wanted to give some type of resource guide to all attendees with websites that would be useful to them (you know some people try to take the information you provide, and do it their self) that I would get affiliate commissions for such as hosting for websites or other things ... Just something that can put a few cents in my pocket just in case I don't get the response I should from the seminar/workshop

Don't do that LL.

NO resource guide, period.

You're focusing on the wrong people. You should be focusing on the ones who WANT your service. Don't bother with the DIYers.

Forget about the few pennies that will NEVER accumulate.

Never tell them the "HOW."

NEVER, that's why YOU're there. Give Big money to LL Cool J, he's the expert.

Make your services so valuable that people will pay a Premium to be one of your clients.

I had a client tell me yesterday "AP, even though your expensive, you know your chit."

You want your attendees to believe that they can not do this on their own. You are the expert, this is not something you can get from a website.

Get your "Head screwed on right."

~AP

[jacquic]

I'm inclined to agree with AP here, but I'd still like to answer what you asked.

As far as slides go, you can get WSO products from people like Chris Lagarde at the Warrior Forum - and, if you can use PowerPoint, you will get enough info from these forum pages to be able to put together your own. For ideas you can also look at www.SlideShare.com (go to the business section and take it from there).

In terms of affiliate links - say you were an affiliate for Aweber, you could give attendees a link that looks like this: ljames.com/autoresponder. Set it up so it does an immediate redirect to Aweber throiugh your affiliate link.

Sometimes redirects go slow, so always have something on your site page saying, "You are being redirected to your autoresponder: if this doesn't happen within a few seconds, click this link." The link will be your affiliate link.

~ Jacqui

[L.James]

Thanks AP, more valuable information. I'm one step closer to locking down a location. I met someone at a networking event that works at a local community college thats giving me a great deal, 2x's cheaper than most of the hotels were talking about. The college auditorium will hold up to 140 people classroom style, and 200 theater style. I could even get a better deal, if I went with a smaller room that will hold 40 people classroom style and 65 theater style. Not really sure which one to go with, I may go with the auditorium just because its bigger and I don't know how it will turn out.

I wanted to ask what are some ways to attract prospects. This is what I have planned so far.
*Press Releases
*Wellness Association in my city will send a email to its members for me.
*My grandfather belongs to a large church with over 15k members and will have the Pastor make a announcement and sign up after church.
*I plan to try to get the word out through LinkedIn in certain groups.

Its a couple of more questions I wanted to ask. Is it a certain website or service I could use besides facebook to direct people to for registration, so I can have a idea of who will be attending? Also will I be able to manually add the people who signs up at my grandfathers church. My other question is after I go through the slides and the the presentation is coming to a close, should I have a question and answer session? Also how do I get people contacting me when its over with without sounding like a salesman trying to pitch my services, because the seminar/workshop will be free. Any additional information will be greatly appreciated.

[kelvin brown]

I will be doing a small 1 hour free workshop at the local library, Tuesday.

Will report back.

kelvin

Ok, the first workshop since I have been back in Oklahoma is done.

Because it was at the local library, I was not allowed to ask for money, so it was an hour of information. Mostly, what I did was explained or broke down concepts.

I had my list of prepared items to cover just in case there were no questions from the attendees. Turned out not to be a problem. I don't really like to lecture, instead I like audience participation. There are several reasons that works. And it does work for me.

Anyway, I went around the room, (small in number), and asked what is the one question you really need answered, to make spending this hour with me worth it.

Instead of telling them what I though they needed, I simple asked them what they needed, and gave them answers.
I already have plans to do at least 2 more classes in the next 5 - 6 weeks.

These free classes, will let me know how I am doing, it will also let the attendees see if they can learn from my style of teaching.

The next step (goal) is to move from the free 1 hour classes to a 3 to 4 hour paid workshop. The biggest difference is simple time. I can only answer so many questions in 45-60 minutes. So, with a larger class 25-30 people, I would the extra time. Get paid for it up front, as well as from there cull the clients that want to work with me, and that I want to work with for the next step which would be the higher paying one on one consulting fees.

I had not taught a formal class in almost 2 years. It felt good getting back into the groove. And probably the biggest thing for me was not dismiss any questions no matter how simple you may think it. Often when we know how to do something, we think, it is so easy, everyone can do it. But we would be wrong.

Many of the questions were very beginner type. Such as what is the difference between private and public domain registration. Simple right. But the person asking did not know the answer. I explained it as being akin to having an unlisted phone number. She was grateful for the simple answer. And there were several more like that.

Anyway, onward and upward.

Kelvin

[jacquic]

Glad it went so well. Have you found a venue for your next one, and how will you market it? I imagine some of the first group will come again. How many came?

Did you do without a computer and projector, then?

Look forward to hearing about your next success.

~ Jacqui

[kelvin brown]

Glad it went so well. Have you found a venue for your next one, and how will you market it? I imagine some of the first group will come again. How many came?

Did you do without a computer and projector, then?

Look forward to hearing about your next success.

~ Jacqui

Hi Jacqui

I have been welcomed back to continue the free session at the library. Yes, I used a projector. Probably for a total of about 15 minutes. Mainly to show how search engines grab info from pages. Explained free (organic) vs paid listing.
The values of each.

I have found a place, (civic center) for paid classes.

Only a handful of people showed up, but that was good to because now, they know that they can learn from my teaching style. A couple will turn into small clients shortly.

Marketing: I really gave very short notice for this. Even thought it is free, it deserves more marketing attention. So, next I will start at a minmum of 3 weeks, using radio, and newspaper classifieds, facebook, etc.

When I am ready for the paid classes I will do all the above. Plus by then I should have 1 maybe 2 more free classes, to help with word of mouth. Plus, I will mail to at least 200 local chamber members.

With-in 2 hours of finishing the first classes I had 5 new people asking to be placed on the contact list for next class.

Kelvin

[ijohnson]

Kelvin,

I'm glad your workshop went well. Yes, you definitely need to allow more time for marketing . . . you need a good 45-day lead time to set up the seminar/workshop and allow people time to arrange their schedule. Do not push it 2 months out after you announce it, though because they may forget about it.

You can contact the attendees via: email; postcard/invitation; letter; phone call; video; CD; newsletter; in person visit; Twitter; Facebook. You need to contact them three times over three weeks -- once a week using one of the methods I referenced.

You need to limit the # of attendees or give the impression that you are. Fear of loss is greater than the possibility of gaining something. Let them know that seats are limited and that the competition is getting the same offer as them but only one of them can win. This is a great way to get butts in the seats because people want other people to suffer loss, not them. They want to "block" you out!

You can also offer your workshop for a nominal fee like $20 (refundable if you wish). Tell them that if they attend, they will get their $20 credited toward any service you render for them. I think people put more value on things they pay for. They also feel more compelled to show up when they have some money invested in it. So, have them pre-register at $20 with an increase of $25 at the door.

You can offering door prizes, prizes after you speak, give them stuff to take home like a stress ball, ink pen, CD, special report, coupon for a free consultation, etc. These are good incentives to fill those chairs. You can invite other speakers and draw prizes after each speaker finishes. People like to get free stuff.

As for the church announcement, set up a toll-free telephone number they can call to register. Have that telephone set up to capture their name, address, email, telephone number and mobile number. Use that information to send them out reminders about the workshop. On the day before the workshop, send them a text message reminder -- most people have their mobile phones with them 24/7, so they are much more likely to open that text message versus their email.

When the attendees arrive, have them sign-in on a Sign-in Sheet that captures all their information, including mobile telephone numbers.

After the workshop ends but before the attendees leave, have them complete a short anonymous survey. You can have them rate you, the information you presented, the value of the information, list other areas of interest or topics they would like to have covered in a workshop, ask them to rate the location/venue and add enough space for "additional comments".

Upon closing remarks, you may want to ask the attendees, who are interested in learning more about how you can help them increase their profits, to meet with you in the back of the room. You can spend that time setting appointments to do an in-depth business consultation with those business owners and getting referrals from them.

I hope you will be able to use a few of these ideas and make them work for you.

~ Iris

[jacquic]

Well done with your workshop. Keep them rolling!

We helped run a seminar for someone just as the economy started to go down hill. The 'owner' was disappointed when he only got 30 sign up and had hoped for 60-80 attendees.

A quick rearranging to desks meant it looked as if it were meant to be that size and, if people expressed surprise that it was small, I said the owner had done this deliberately so as to make it more personal, and to allow more access to sepakers during the breaks.

The owner and speakers didn't make as much money as they hoped - the attendees loved it! Much of it is about positioning.

What Iris said about payment is true. If you have a freebie, reckon on up to 50% not turning up unless oyu have time to keep following them up. Now, in your library, you can't ask for payment. Maybe you could get around it by charging them and then returning the money when they attend - explain this to the library. Iris' idea works well where you can make a charge.

~ Jacqui

[phil]

Great to hear about your workshop. Looks like you have a really good gameplan.

I am looking for cheap projectors on Ebay and planning my first seminar. I found an Internet Cafe that will rent the back room out to me for $25/hr. Has 4 or 5 computers in there, too, but the room is small, and in the basement. Not very pretty, but it is also a block away from the "main st." of my town, so business owners can easily get over there. Now I just have to work on some good copy to send out and put together my seminar. Should be able to do that with all the valuable info posted generously by everyone.

Would be nice to get a projector first, but funds are kinda low. Maybe I'll just use one of their computers for the presentation for now.

[L.James]

Is it any service available that we can have people rsvp online so we can get a idea of who will be attending?

[phil]

You could use an autoresponder (there are free ones and free trials if you are low on funds, plus DogScout has a good one--sign up through his link and I think he offers to pay your first month!)

Or, perhaps if it is at a library or church where you cannot charge for the seminar, maybe a paypal link to "hold my spot" for $10 or so. They show up, their money is refunded through paypal ONLY if they attend the seminar. Maybe that would work.

[jacquic]

If you're OK paying, there are plenty out there. An example is www.eventbrite.com.

Otherwise you'll just need to do the grunt work initially, and email them/call them.

~ Jacqui

[jacquic]

Great to hear about your workshop. Looks like you have a really good gameplan.

I am looking for cheap projectors on Ebay and planning my first seminar. I found an Internet Cafe that will rent the back room out to me for $25/hr. Has 4 or 5 computers in there, too, but the room is small, and in the basement. Not very pretty, but it is also a block away from the "main st." of my town, so business owners can easily get over there. Now I just have to work on some good copy to send out and put together my seminar. Should be able to do that with all the valuable info posted generously by everyone.

Would be nice to get a projector first, but funds are kinda low. Maybe I'll just use one of their computers for the presentation for now.

There are places which will rent out projectors as well if you have their rooms, occasionally for free if you sweet talk them.. How about a non-profit organisation - you use their facilities, and you don't need to pay up front. What you do pay them will be as a donation.

~ J

[L.James]

thanks alot

[Jiminopks]

My town has a brand new community center that charges $40 an hour for a room that seats 40 people classroom style and $40 to use their projector with a screen that drops down from ceiling.

They have a smaller room that will seat 20 people classroom style for $24 and $5 for a portable screen.

I was thinking about printing up some flyers and going door to door to nearby businesses.

I know it is not good posturing but, it is an inexpensive way to get started.

Here is my question.

Has anyone ever gone door to door to advertise their seminar, and if so, how was the turn out?

Jim

[kelvin brown]

Because someone heard, that I did a workshop, but could not attend. I have a home office consult tomorrow. From the sounds of it, it is not a big or big paying project.

But like small creeks, flowing into rivers, into oceans, all the little tributaries add up.

Just keeping you up to date.

[RG]

AP,

I agree with this wholeheartedly:

Teach your attendees the What & the Why, not the How (that's where YOU come in and get $$$)

Ex:
What = you need a Website
Why = to get you an Internet presence and exposure to your prospects

How: YOU build them a website or blog via outsourcing.

However, what if you get asked outright by a prospect HOW to do one of your WHATs - either at a seminar, in reply to an autoresponder, at the questionnaire meeting or the blueprint meeting.

What should I say? I'm worried that if I avoid answering the question I lose credibility as I may seem evasive.

Thanks in advance for any pearls of wisdom.

Robert

ps. How can I get your YSO?

[MrPhelps]

See the thread I just posted here:

http://www.offlinegoldforum.com/show...Here-s-an-idea!

[BAYO a.k.a. Mr. B]

...But like small creeks, flowing into rivers, into oceans, all the little tributaries and up.

Now that's a positive outlook to life if I ever saw one!

[kelvin brown]

Back in Dec 09, I was trying to get hired for a contract at a local college. I spoke to the committee for about 2 hours.

Other than, a few, atta boys, good job, loved the info, nothing happened.

But 5 months later, a person on that committee recommended me as a speaker for a non-paid event.

I am excited about it, why, because I could not afford the publicity this is going to give me.

Now, you may remember last month I spoke at the local library. But it was just Kelvin, saying,
'come hear Kelvin speak'. But with the organizations involved now, I am basically getting great
3rd party endorsements. Individually, I have approached a few of these organizations in the past
about speaking. Or have met some of the principles either at Rotary or a Chamber event.
Now, none of them have to worry about being first to let me speak. It is simply up to me
to surpass their expectations, so that they will also feel confident in my abilities to deliver
good content as a speaker. And in that same line, it is up to me to convince my audiences
that they would do well by hiring me in the future.

This time, it is a partnership between an SBA funded agency, and a local junior college. All, sponsored by
by the Chamber of Commerce, another college, a vocational school, Oklahoma small business development center
and others.


First, I am not responsible for getting attendees. And this may be the largest single audience I have spoken
in front of as the main speaker and not just someone on the sidelines helping out. So, i am a little nervous,
but also confident that I know a lot more than the audience.


2 big things to take away from this.
#1: I laid the seed 5 months ago, when I did the presentation to get the college contract.
So, just keep at it.

#2: Just starting out, it pays to give. As, I stated above, I have been involved with several of the
agencies sponsoring this event. Any one of them could have spoken up to NOT have me speak.
But I have given of my time and talent to sit on committees and help out on non paid projects.
So, even if the committee members for this event were not sure of my skills, they were at least
willing to give me a chance because of my spirit.

[Bonnie]

Hey Mr. B -- When you do your Attract Business Like Crazy webinars, are they live and do you answer questions from attendees?

[BAYO a.k.a. Mr. B]

Hey Mr. B -- When you do your Attract Business Like Crazy webinars, are they live and do you answer questions from attendees?

Hi Bonnie,

Yes they are live and I do answer questions.

When I started out it was primarily local business people, but as the marketing started to take effect it became more known and has now got a wider and international reach. The event allows people to ask questions from the comfort of their homes/screens and they have to type in their questions. This allows me to select those I want to tactically respond to i.e. lead the direction of the event while capturing FAQs for follow-up information products.

Hope this helps?

Bayo

[deelorra]

Hi Jacquic...

I'd like to have a copy of your slides and any tips on doing seminars if you are still offering to share them.

Denise

[deelorra]

Bayo...I went to your webinar sign up page and I guess you
filled all the spots. If anyone cancels, I'd love to know about it.

Thanks.

Denise

[raskal]

Denise, give it another go, I just registered with no problems.

[BAYO a.k.a. Mr. B]

Bayo...I went to your webinar sign up page and I guess you
filled all the spots. If anyone cancels, I'd love to know about it.

Thanks.

Denise

Hi Denise,

There are still some spots open, so head over and register as I'm sure it will auto-close at some point soon.

If you encounter any problems kindly PM me.

Bayo

[bfelton89]

We have had 3 workshops the last several months and are signing 2-3 clients form each workshop. So, yes they 100% work.

[drdan]

We have had 3 workshops the last several months and are signing 2-3 clients form each workshop. So, yes they 100% work.

Do you sign them up at the event and collect the cash there, or do you wait and set up a consultation and then sign them up.

I have my event coming up on the 29th of this month and would love to get some ideas.

[patchouli]

Bayo,
What webinar service do you use? I like the idea of being able to filter questions to keep the seminar more focused.

[BAYO a.k.a. Mr. B]

Bayo,
What webinar service do you use? I like the idea of being able to filter questions to keep the seminar more focused.

GoToWebinar.com

BAYO

[Don Alm]

Thanks Dexx....

[drdan]

Great post Don and I plan on doing the same thing since I love doing events.

[RussReynolds]

I offer my business coaching to organizations that have members.

This is gold. There is a fortune to be made with affinity groups promoting your services or if you'd rather not work so hard...broker a deal between an affinity group like this and a third party that offers a great complimentary service.

If I were just starting out again I would go after associations and have them endorse me.

[JeffR]

I'm planning on doing a free webinar for local businesses in my area on Google Places next month. If anyone is interested, you're welcome to sit in on it to see how I do it. I don't have the date set yet, but will have it set soon.

[kelvin brown]

I picked up a local well know business, for a consultation. They liked the info, and service, and I will be getting continual business from them.

They also rent a hall, in which they just installed Wi-fi, and they already had a large screen and projector with PC hookup.

I will be able to get discount and or barter to use the facility for teaching.

My next seminar will be titled in a form closely related to:

Is your business internet ready for Black Friday, Cyber Monday and the holiday shopping season.

My current thoughts are similar to a post above of offering value while offering a free or nearly free workshop.

I hope to offer the workshop near the end of oct or beginning of nov.

Kelvin

[goalseeker]

Hi Hope someone can give me a bit of advice. I believe that seminars would be a way forward for me. I have just started a new business selling to local businesses and although I have a great deal of experience in public speaking and conducting seminars they have always been 'in-house' asrranged by companies for their sales forces, I have no experience of driving a seminar from cold.

Could anyone give advice on the content of invitation cards and leaflets and other pre-seminar actions. I will have to hire a hotel room and agree that perhaps an audience of 30-40 would be sufficient to get my business going. I see the reason for charging entrance and reducing the cost of any service being taken up by the entrance fee, but having never charged like this for a seminar need a bit of guidance, when I have levelled an per head charge it always been gathered by the participating company and then my fee paid to me.

I like the idea of a 'goody bag of freebies' to take away which should contain relevant information not just goodies.

I am putting a slide presentation together to back up my topic and I have gained a great deal of knowledge and ideas from the forum so far and I thank contributors for that.

here I stand in your midst appealing for help.....HELP!!!

regards

Dave