Lead Generator: Capture Leads through Speaking May 30, 2007
Want to capture leads through a speaking engagement? Smart thinking. Vickie Sullivan, founder of Sullivan Speaker Services, in Tempe, Ariz., offers these tips to make it happen.
Don't Sell
Audiences looking for information aren’t looking to be pitched. Any direct sales promotion will likely turn them off and kill lead generation possibilities. Instead, provide them with key insider facts they wouldn't otherwise know. It will increase your credibility.
Tease the Audience
Offer a solid tidbit of knowledge by solving just one audience member's problem. That way you're not giving away the farm, but it proves the worth of your company’s services and keeps the audience wanting more.
"Einstein" Your Audience
Buyers purchase products and services from sellers who help them solve their problems or make them feel empowered to do so. In a speaking engagement it's key to help your audience work out solutions on their own through interactive sessions guided by your sellers.
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