ArticleBlaster What No One Tells You About Seminar Marketing

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Please consider this free-reprint article written by:
Larry Klein

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Article Title: What No One Tells You About Seminar Marketing
Author: Larry Klein
Word Count: 619
Article URL: http://www.isnare.com/?aid=94515&ca=Marketing
Format: 64cpl
Author's Email Address: lk[at]nfcom.com (replace [at] with @)

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================== ARTICLE START ==================
Seminar marketing is a very powerful way to sell professional
services. But most everything you read is shallow advice. In
this article, let�s focus on one aspect in detail�how to
convert the maximum number of seminar attendees to clients. I
learned this valuable lesson from giving over 200 financial
seminars personally and t5raining thousands of financial
advisors in financial seminar marketing. (You can find a link
to articles that focus on other aspects of seminar marketing at
the end).

Unfortunately, most seminar presenters have the assumption that
they want to accomplish one of these objectives in their
seminar:

1 Show the seminar attendees how much they know. These
professionals assume that if the seminar attendees see them as
well informed, well educated and knowledgeable, the seminar
attendees will want to set an individual appointment. But this
logic is flawed. These professionals are educators and if you
educate people, you�ll never earn more than a school teacher.
That�s because education is not motivation. The seminar
presenters job is to motivate the seminar attendees to action.
Educators don�t do this. Educators are in the business of
telling and informing. Motivators are in the business of
persuading and enrolling.

2. Confuse the seminar attendees. These professionals believe
that if you confuse people, they will seek you out to get
clarity. I don�t think this is a valid seminar marketing model.
The average person is attracted to someone who explains things
in a way to give clarity not obscure clarity. Confusing people
can do nothing but alienate them and leave your seminar
attendees saying �I�m more confused now then when I came in.�
People don�t like to be confused.

3. Scare them. Seminar attendees don�t like to be confused and
they don�t like to be sacred. That is unless you share the same
market as horror movie producers�teenie boppers seeking a
thrill.

You get an insight into what seminar attendees really want when
you look at who we pay the most in our society. We pay
entertainers and sports figures the highest salaries. So it�s
clear, that as a society, we want to be entertained. Therefore,
if you want to attract people, if you want to maximize the
appointments from your seminar presentation, entertain your
seminar attendees.

Being an anal, information retentive CPA, it took my speech
coach a long time to convince me�when I give a presentation,
think Hollywood. She trained me to see that the presentation
must have the elements of a blockbuster movie. Seminar
presenters need to entertain with stories with humor, with
music, with magic, with intrigue, with mystery. What you want
to accomplish in the seminar is to get people to LIKE YOU. And
you get them to like you if they have a good time, i.e
entertain them.

�But I�m not musical or funny and I can�t do magic tricks,� you
protest. Then you simply need some props to assist your milk
toast personality. And those props are NOT a bunch of
PowerPoint slides (unless the slides have humorous cartoons
sprinkled throughout or embedded music that provide a humorous
commentary on your seminar content or video clips of popular
movie scenes).

You can in fact learn some jokes or learn some magic tricks or
learn some humorous stories. If you cannot do this on your own,
then simply find a speech coach (your local chapter of the
National Speakers Association can help you). But whatever you
do, don�t invest thousands of dollars in your seminar marketing
and then not get a ton of business from the attendees.

About The Author: Larry Klein is a leading expert on marketing
financil services and seminar marketing. You can access his
library at
http://www.financial-seminar.net/seminar-marketing.htm

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For more free-reprint articles by Larry Klein please visit:
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