Prospecting Methods: Seminars

A popular method for prospecting is to hold and attend seminars. Seminars are essentially a forum where specialized knowledge is shared.

If you are holding the seminar yourself, you have the opportunity to invite prospects and present your company products or services to them. In this manner you can reach a wide audience at the same time and chances are that the knowledge shared will prompt further engagement with the prospect.

The downside is that though you’ve spent the time and effort preparing the seminar, the prospect may send someone who is junior and who may not be in a position to properly understand or take action on the points discussed.

The effort has to be to ensure that the attendees information is collected and follow up is done with them. If they cannot help you, ask them for a referral to the person in the organization who can act upon the information. Set up a meeting with them, but do not let the opportunity slip away.

If you are attending a seminar on the other hand, it is a great opportunity to mingle with people and find out their perspectives. It is possible that some people in the seminar could be your future clients. Observe the people around you and take notes on people you are interested to meet. Use the coffee breaks and lunch breaks to seek them out and exchange cards. Find out if you can arrange a meeting after the seminar to discuss further aspects for business.

Whether giving or receiving information, seminars are a great opportunity to meet like people who may be of benefit to your business. Make the most of the opportunity.