Marketing Checklist Before, During, and After Your Presentation to Generate Business Arnold Sanow, MBA, CSP www.arnoldsanow.com – www.speakingcoach.com – speaker@arnoldsanow.com 703-255-3133 Besides having delivered over 2,500 paid presentations, Arnold also works with speakers and trainers as a professional mentor/coach to assist them in building, growing and succeeding in their own speaking/training businesses. www.speakingcoach.com Things to do/ask before your presentation to generate more business: Contact past/potential clients in area– offer a session with no travel fees Mention fee by per person investment vs. by flat fee Sell multiple programs and offer multiple session discount Suggest that they invite their clients to your speech. Send pre-program questionnaire to know audience and also as a sales tool Offer articles to the client for them to use in newsletter, website, magazine, send outs, etc. Get e-mail addresses/telephone #'s of all attendees Send e-mail to all attendees encouraging them to attend/or highlighting course - put your web page on this and offer to answer questions Offer to deliver a free program to a charity of their choice after their session Back of the room sales get approval Offer CD’s for everyone. If they order then develop the product Offer Books for everyone. If they order then develop the product Tape your program and make copies available at a fee/sell to others. Tape programs and offer one a month to be e-mailed for set fee Pre-sale of possible products to all – books, cd’s – remind and reinforce Have a book included in the fee. Offer an all inclusive fee Offer insurance policy – For XXX$$ and expenses I will stay throughout conference Bring other books beside your own – with deep discounts. Pre sell books. Also if enough attendees write a book or record a CD – Materials fee Offer individual consultations at the conference Offer debrief as extra value Offer a disk of articles for their use $199.00 --- 12 articles only $16.75 an article Tape, CD, e-mail sent 2 weeks after summarizing everything – hitting “keepers” Would you like a video to use in future – free if professional and master Presentations skills workshop for all industry speakers to keep skills high Who else do you need? --- Offer other speakers Go over agreement with each client and suggest each option – in-person/on phone If keynote, offer breakout – have pricing package for more Meet in person with President or key people Offer articles for newsletter Offer e-mail to promote session Can you offer other services, events, consulting, seminars (upsell)?
Offer to host and be a part of 5 minute drills – get attendees, practitioners or experts to give their best ideas in 5 minutes. Session is 60 minutes – each person is timed – 10 people and you. - Offer to provide 30 minute consults after your session - Come in a day early and work with another group (ie. Administrators) or division within their company - Offer to host and coordinate a “Meet the Pro’s” session. - If delivering a keynote, offer an intensive breakout or all day session after your meeting. - Pre and Post Action meetings for attendees to meet their goals. Before meeting: List specific goals you want to learn and relationships you want to cultivate. List all investments in meeting. During meeting list potential action items. After meeting list ideas and prerequisites, best result, pay off, talents, resources and speed Invite companies or meeting planners who might be at location to attend your session Invite speaker’s bureaus, agents, advocates, potential clients, Get a trade show booth for free – provide “free” advice and sell yourself/products Alliance with association to offer sessions to their members Suggest sponsorship – they offer my speaking for free to their clients – pay me Promotional and marketing pieces on each chair Things to do/ask during your presentation to generate more business Stand by door and greet everyone Go early and stay late Know your audience and show relevance throughout your presentation Put your fast fax sheets and other advertising information on all chairs Read from your book Provide Success Stories of how you helped companies like there company Put books or sales items on each table. Put sticky sheets on each product with price-- add order form Ask for business before ending Get interested parties business card Offer free newsletter, get their e-mail addresses Show everyone your order form and have them cross out prices if they buy now Let everyone know you are looking for more business Things to do/ask after your presentation to generate more business: Get evaluations and send to the client – Here’s what people said. Go back to product table after session and answer questions there Get a volunteer to help take orders Have a sample of each product available. Send thank you e-mail with other services you can offer Send thank you the boss of the person who you worked with – praise meeting planner
Ask for testimonial – Once you get it send it to past/potential clients and mention you received positive feedback and could deliver a similar program for them. Get on letterhead if you can. On top, write – “Wanted you to see this” – would love to do this for you. Offer articles for newsletter Offer ongoing web/teleconferences to remind and reinforce Send follow-up e-mail to attendees to summarize what you discussed Send their commitments in self addressed envelope 30 days later Add information on client in contact manager/calendar – every 30 days contact Offer 30 minute consultations to the group for a fee while you are still there. Send a gift – my book, gift certificate Private coaching program Ongoing assistance program – make a talk into a process Send a copy of evaluations Have a debrief /with options Sponsor book - their name on it Suggest ongoing e-mail and phone support for each person Reward your customer – personally and professionally Discuss setting up an alliance – offer your services to their clients.
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Arnold Sanow, MBA, CSP (Certified Speaking Professional) is a speaker who has delivered over 2,500 paid presentations to more than 500 different companies, associations and governmental organizations worldwide. He is also the author/co-author of 5 books to include; “Get Along with Anyone, Anytime, Anywhere” and “Marketing Boot Camp” along with many CD’s. He is a frequent guest in the media (ABC World Morning News, CBS Evening News, USA Today, Wall Street Journal, etc.) and a former adjunct professor at Georgetown University. Arnold has also worked with numerous speakers and trainers to assist them in building a solid speaking and training business. www.arnoldsanow.com – speaker@arnoldsanow.com – 703-255-3133