CHAPTER 20

Seminars

MANY ORGANIZATIONS AND INDIVIDUALS WANT AN EXPERT to explain and interpret the opportunities available in today’s market. You can position yourself as that expert if you are proactive in contacting these organizations and groups. Seminars may be one of the most effective market action plan techniques you can use because, done properly, they set you up as being a teacher and authority rather than a salesperson, and this means you will get follow-up appointments more easily than with almost any other marketing technique.

KEY SUCCESS FACTORS

In order to make any seminar work, you must address all three of the following key success factors:

1. Be knowledgeable and select an appropriate topic. The topic you select can vary—the ...

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