The 10-Point Conversation to Have with People Who Attended Your Presentation. When you add this process, you are, with those not buying at your presentation, using that fact and the presentation as a very good excuse or reason for the post-presentation phone conversation. In these cases, the calls don’t have to be perceived as telemarketing, and there’s a relationship of sorts in place in advance of the call. It is definitely best to get every sale you can at your presentation -- nothing beats now. We appreciate your having attended Dave’s presentation. He likes working with people doing something important, so please tell me how your business positively impacts people and might even change the world? People tend to enter sales conversations trying to sell. This lets people know we’re not just there to sell; we truly want to help people build a legacy for themselves and have their business and life mean something. We’ve learned that buying and price resistance goes down when people are focused on “deeper meanings.” This also challenges people to think bigger. This is how our on-site salespeople carry on their conversations with each person in attendance.
The following excerpt is from Dan S. Kennedy and Dustin Mathews’ book No BS Guide to Powerful Presentations. Buy it now from Amazon | Barnes & Noble | iTunes
Although we do a lot of presentation follow-up by mail, email, retargeting with social media, newsletters and other means, I find nothing trumps a one-to-one phone conversation with a friendly, competent person conducting the call. We’ve developed a very effective template for these calls. With some adjustments, it would be a good template for you, too. I don’t want you to undervalue this. If you hired a sales script writer to develop this kind of thing for you, it could easily cost you $5,000 to $10,000.
When you add this process, you are, with those not buying at your presentation, using that fact and the presentation as a very good excuse or reason for the post-presentation phone conversation. Anytime you can have a conversation with a qualified prospect, that’s a good thing, but as you certainly know, there’s a high level of resistance to telemarketing calls. In these cases, the calls don’t have to be perceived as telemarketing, and there’s a relationship of sorts in place in advance of the call. This is a very different dynamic than a typical telemarketing call.
It is definitely best to get every sale you can at your presentation — nothing beats now. But if you have a list of people who didn’t purchase your next-step products or services, here are 10 follow-up questions:
1. We appreciate your having attended Dave’s presentation. Thank you. Could I ask you a few questions about your thoughts about the presentation?
We ask this question to get people into the Yes State that’s important for closing a sale. It’s an easy way to start and sounds like the call is more of a survey call than a sales call.
2. What were some of the things you liked most or found most interesting about Dave’s presentation?
We ask this to put them back into the time when they were excited. You should notice that the question is framed to encourage a positive response.
3. Dave is very particular about who he works with. He likes working with people doing something…