Clients are reluctant to start working with new suppliers of goods and services. This is due to the abundance of companies that do not fulfill their obligations up to the mark. To stand out from the crowd, some firms invite clients to free events, where they talk about themselves and offer partnerships. This tactic can be successful.
Instructions
Step 1
Prepare examples of how the company's products and services help customers achieve their goals. Examples do not have to be theoretical. It is necessary to contact clients with whom we have established a good relationship and collect the benefits of working with you.
Step 2
Based on the examples, draw up a step-by-step plan for how new clients could solve problems or achieve other goals on their own, without your participation. Forget about the commercial side of the job for now. Show in the plan how easy it is to get what you want with the goods or services you have. But don't say these are your products. The client needs to be shown the future.
Step 3
Rehearse the training seminar. Based on the developed plan, the seminar can turn out to be either 2-hour or 2-day. There is no need to delay, but the information should be released at a reasonable pace so that the participants learn the key principles. Consider the complexity of the topic and the preparedness of the audience.
Step 4
Invite potential clients to a free seminar. The number of participants depends on what title you come up with for the workshop. Take the example of newspapers with a circulation of millions. Article titles attract readers. The title of the seminar should set ambitious goals for clients. They must have the feeling that if they miss the seminar, they will lose something important. Please inform that the workshop is held only once. Naturally, you will conduct other seminars, but in the future you will choose different goals, structure and name of the event.
Step 5
At the end of the seminar, offer your clients a paid service. At the seminar, you will show you step by step how to achieve your goal without your help. The longer customers listen, the clearer they will begin to understand that it is better to pay for your services than to organize all of it yourself. This will build trust and negotiate new contracts.
