After consulting with hundreds of Seminar marketers over the past 6 years, one of the most often neglected tasks is making reminder calls to prospects scheduled to attend seminars. If you, or one of your office staff isn’t making reminder calls, not only are you at risk for having a higher no-show rate, but more importantly, you could be missing out on making a powerful first impression – an impression that’s critical to initiating the process of building trust in the mind of a prospect.
Some of my clients have a form of “call reluctance” because they think if they call to remind a prospect to attend the seminar; the prospect will change their mind. The pure fact of the matter is, by actually talking to a prospect before the seminar INCREASES the chances that they will attend – and it gives you the opportunity to confirm the attendance of any guests they are planning to bring. One other benefit to making reminder calls is taking the opportunity to ask the prospect if there’s anything in particular they are interested in hearing about at the seminar or if there’s a specific concern about their estate or financial matter they are thinking about.
Bottom line: Make the calls!
Jorge Villar is President of Response Marketing Excellence (RME), with more than 26 years of direct marketing experience, he is known in several industries for his ability to create mail packages that garner the highest response rates. He is responsible for the Seminar Success program that for the last 17 years has accounted for more than 65% of the events being held in the nation, with over 17 million individuals making reservations. Mr. Villar has also been very successful marketing to physicians and business owners regarding Succession Planning and Asset Protection. RME’s marketing programs are presently being utilized by over 10,000 clients, including: top producing financial advisors, estate planning attorneys, large financial organizations, health care organizations, franchises, universities and many other industries. Mr. Villar is a frequent key note speaker at national financial symposium and marketing training conferences.
Academy Guest Blogger
American Academy of Estate Planning Attorneys, Inc.
9444 Balboa Avenue, Suite 300
San Diego, California 92123
Phone: (800) 846-1555
www.aaepa.com
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