Iqpc 2010 Conference Success Secret Presenting Your Session To Convey Value And Still Generate L

It doesnt have to be one or the other

It doesnt have to be one or the other. You can reveal to the seminar attendee that your product or service has value and at the same time generate leads. For purposes of this article, well look at how you do each of these as separate activities and then bring them together in the conclusion

Conveying Value

Word choice plays a big role in the impression people get from a presentation. You want your message to have maximum impact, so how you frame your vision and your values is important.

First of all, those attending may be representing their companies, but dont forget that they are individuals who bring their own likes and dislikes, beliefs and prejudices to the table also. Some values are important to most people such as fairness, respect, health, family, safety, security, etc. Peoples core values latch on to words such as justice, compassion, heritage, fairness, etc. Work these words or words like them into your statement of mission or vision and youll open doors that might otherwise stay closed.

Use action words whenever possible and avoid jargon and bureaucratese that leads to glazed eyes in your audience that you want to avoid. Some strong action words: activate, benefit, champion, harm, help, destroy, imperil, protect, etc.

Tell stories, either real ones about how your business has practiced its values or use made-up stories. But dont present them as real ones. Using suppose can help you do that. Actual stories will, of course, have more impact.

Generating Leads

Collect contact information from the people who attend your seminars. They can be added to your own contact lists when you are announcing new products or services. However, limit how much information you ask for. It should be relevant to the occasion and not generate suspicion that its a fishing expedition.

Make certain youre giving them something so they dont feel exploited. A booklet that relates to the seminar and that can be passed on to other employees is a possibility. Also, make copies of the screens available as a packet on your topic.

Use what youre learning from your marketing research about how customers receive your products or services. Prepare your presentations with that in mind. The people who attend your seminars are also consumers and may purchase from you or will, hopefully, let others know about what you have to offer.

Use consumer-focused language. Lead your attendees to feel that you are concerned about them, that its not all about you. Dont brag about how good your own company is. That doesnt draw customers.

Always evaluate your success at generating leads after a seminar and make everyone work better for you on the basis of what you find out in your evaluations. How many responses did you get from this seminar? How many sales?

Conclusion

Your attendees will be interested in what company you work for and what it does, so feel free to use it for examples and even in introducing yourself and telling how the principles work. If you follow the best practices for conveying value and generating leads as you do that, you should yield a bonus from your seminar.

by: IQPC

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