Local Small Business SEO Seminar

5 replies
If you do live seminars with the goal of selling them the service, how much information do you give away and what things do you withhold from the attendees?
#business #local #seminar #seo #small
  • Profile picture of the author savidge4
    I would say hold nothing back. Here are all the things that We do. 1 2 17 35 etc.. it ends up being so complicated and time consuming they will just call you instead.
    Signature
    Success is an ACT not an idea
    {{ DiscussionBoard.errors[9959570].message }}
    • Profile picture of the author Claude Whitacre
      Yeah, there are multiple threads on this. Answer every question. Tell them everything. The more, the better. If you hold back, the solution looks too simple, and they will think they can do it themselves.

      If you hold a seminar that is titled "Three Easy Steps To Local Online Profits"..and you just describe three easy steps...they think it's easy. Now, what do they need you for?

      I do three hour intensive seminars. They get it all. It's like I handed them a 5 ton anchor and said "Here you go". If they are really going to do anything, they will hire you.

      But everything you tell them has to work. I give my seminar exactly as though they were going to do it themselves. I'll answer any question, and give them the real answers.

      At the end of three hours, they know three things;

      They need what I showed them.
      They know every step of the process (it builds enormous value)
      They don't want to do it themselves.

      And by telling them everything, you display your expertise. And for the people that have some idea of what you are doing, it establishes trust.

      Plus, they really feel they are getting their money's worth (assuming they paid to hear you).
      Signature
      One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

      "Be kind. For everyone you meet is fighting a hard battle".....Ian Maclaren
      {{ DiscussionBoard.errors[9960478].message }}
      • Profile picture of the author infamous dave
        Originally Posted by Claude Whitacre View Post

        Yeah, there are multiple threads on this. Answer every question. Tell them everything. The more, the better. If you hold back, the solution looks too simple, and they will think they can do it themselves.

        If you hold a seminar that is titled "Three Easy Steps To Local Online Profits"..and you just describe three easy steps...they think it's easy. Now, what do they need you for?

        I do three hour intensive seminars. They get it all. It's like I handed them a 5 ton anchor and said "Here you go". If they are really going to do anything, they will hire you.

        But everything you tell them has to work. I give my seminar exactly as though they were going to do it themselves. I'll answer any question, and give them the real answers.

        At the end of three hours, they know three things;

        They need what I showed them.
        They know every step of the process (it builds enormous value)
        They don't want to do it themselves.

        And by telling them everything, you display your expertise. And for the people that have some idea of what you are doing, it establishes trust.

        Plus, they really feel they are getting their money's worth (assuming they paid to hear you).
        Thank you for the response Claude. It's funny you replied as I am in the middle of reading one of your books on Kindle.
        {{ DiscussionBoard.errors[9960955].message }}
        • Profile picture of the author Claude Whitacre
          Originally Posted by infamous dave View Post

          Thank you for the response Claude. It's funny you replied as I am in the middle of reading one of your books on Kindle.
          If you are stuck with a much shorter time frame, like half an hour...

          I'd sell them into a longer seminar. I recently spoke for 30 minutes at a local business meetup group. I sold 20 people (I think) into a $199... 3 hour seminar, which I recorded. The room was $125. There was no marketing cost, because I spoke to a group that someone else had gathered.

          So, after all costs, let's call it a $3,000 net profit or the 3 hour seminar.

          But wait! 2 of them, at the end of the seminar, each gave me $6,000 for my local online service. So, that's $15,000 for a total, including prep and travel time, of 6 hours. This was a mix of business owners and people interested in starting their own business. Not a very qualified crowd.

          I usually sell between 10-15% of the room. if it's a niche program, where everyone is in the same business, it's more like a third of the audience. It also depends on the niche, and how well I've been promoted to the group.
          Signature
          One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

          "Be kind. For everyone you meet is fighting a hard battle".....Ian Maclaren
          {{ DiscussionBoard.errors[9960989].message }}
  • I'll just add in here and say it again, do not hold back during the seminar.

    The biggest problem I see in most newbies is that they don't take the time to explain everything, so they make business owners confused on what the potential is when it comes down to doing SEO. Send them home knowing that they learned a thing or two, discovered the reasons on why they need it, and the desire to hire you as their consultant.

    Don't let a single thing stay unanswered.

    Even if you give away everything, they still won't have the time to do it on their own, so explain everything and don't be afraid to let each now about your own personal services.
    {{ DiscussionBoard.errors[9965854].message }}

Trending Topics