1. Not Calling Seminar Attendees
One of the single biggest mistakes that you can make when it comes to making sure that your seminars are poorly attended is to not call your seminar attendees the day before they are to attend your seminar. The difference between a successful seminar and an unsuccessful seminar is taking that one additional step of calling the day before to remind them that they signed up for the following night’s seminar and that you are looking forward to seeing them there.
Most successful dental practices will call you to remind you about your appointment, mail you a post-card reminder, an email reminder and even call you a second time to remind you about your 6-month check-up. For the men and women in our industry who feel that they are above making those reminder calls or that they simply do not have the time and resources to make those calls, they will not be in our industry very long. Making reminder calls is one of the factors that separates MDRT members from the rest of the men and women that make their living in the financial services and insurance industry.
2. Not Calling Future Clients
Do not lose sight of the fact that before prospects become your clients, you need to first meet with them at one of your seminars. Between them attending your seminar and them meeting with you, you need to take advantage of several additional opportunities to contact them. These opportunities will come in the form of a reminder email, a reminder post-card and most importantly, a phone call reminder the day before their appointment with you.
It will be these simple, value-added steps that you take with them that will win them over and make certain that they attend your seminars and keep the appointments that they’ve set with you after your seminars. At the seminar, they are moved by what they see and hear, picturing their own financial realities and realizing that they need to talk to an expert about everything.
As the time between the seminar and their appointment with you passes, it becomes easy for them to lose their conviction in meeting with you. Your contact with them will often be the only difference between them keeping their appointments with you and forgetting about you altogether as they continue to receive additional seminar mailers from your competition every day between when they attended your seminar and when they are scheduled to meet with you.