Building Relationships with Seminar Selling

Your clients today need INSIGHTS. They need help navigating all the new platforms and marketing tools, and as their consultant it’s your job to help them. If you think your role is just to “sell” them something but not to consult – you’re missing a great opportunity to grow trust, credibility and rapport by HELPING them and CONSULTING them.

“Seminar Selling” is a modern sales technique that brings your clients into your offices with the intent to train them and teach them about marketing issues they didn’t know they had.

Here are some tips on how to utilize seminar selling:

1. 1. This is not about you. This is about them.
      • You can’t sell them your product or service in a seminar.
      • It’s designed as a marketing tool for you to be of service and to show your expertise.
   2. This is an opportunity to show your clients you care.
      • They need help understanding topics like social content, content marketing, marketing tools, email marketing – and you can help.
   3. Bring them into your office space.
      • Presentations should be on specific topics that are narrow.
      • No more than 30 minutes.
      • Create a short, image-based deck with a leave behind.
   4. Again, no selling!
      • Resist any temptation (at this stage) to sell them on your product or offering.
      • If you conduct the seminar well, they’ll come back to you asking for more information and how your offering can help.

Seminar Selling is a very modern approach to creating customer relationships based on the quality of your work and your true desire to help your clients’ businesses grow. Taking them to lunch just isn’t going to be enough anymore. They want more from the relationship and you’ll have to work harder to earn their time and their business.