Whenever a particular interest group, home-related business associations, or any other group set up seminars, they usually go out of their way in order to get sponsorship and the like. While it may seem unlikely that you will get anything out of sponsoring a seminar, think again! Moreover, you can get the most out of a seminar without even sponsoring the event yourself.
Let's talk of sponsorships in events first. By giving the organizers a required amount of money, you will be given advertising mileage and marketed as the company who made the seminar possible. This makes your real estate venture very attractive not only for potential customers, but even for people who are impressed and may refer you to one of their friends. Sponsorship also gives you the benefit of setting up a booth within the vicinity of the seminar, where guests can approach and find out more about what you offer before and after the seminar, or in-between seminar breaks. With a booth set up, you have a clear avenue for which leads can come up to you and ask questions. In return, you have the opportunity of giving a winning sales pitch to convince them of your real estate venture's merit, or simply ask for their information should they want additional informative materials on your company. Because people are currently experiencing great fatigue from being sent padded and impersonal brochures through postal and electronic mail, you'll be surprised at how responsive they would be to an interactive and personal sales talk that you can give through this seminar side.
The key to getting the most out of sponsoring a seminar is identifying which seminars are worth sponsoring. First, you may want to sponsor something that is at least remotely related to real estate. This way, you will have people flocking to an event who are already personally interested in real estate. This will make it much easier to convince leads to provide you their information or become a potential client in the future.
Choose seminars that invite people who are within your financial target market. It's difficult to convince a buyer of a service he or she cannot afford. Also, try to be part of an event that is going to be attended by a large sum of people.
If you are simply attending a seminar, sit alongside people who have slight inclinations towards real estate. This way, it will not be difficult to get their attention. Always bring with you a brochure and your card to give away to the person sitting next to you just in case he or she may be interested in your service.
Find Companies That Make Lots Of Visits To Your Kind Of Customers
To use this method, you need to interest companies that make lots of visits to potential customers of your products or services. For example, if you sell to residences, you might want to use a propane delivery company. These companies have several trucks on the road that deliver propane to homes. Each truck makes about 30 deliveries per day and so every month, each truck makes about 900 visits to home owners. If the company has 10 trucks, that means they go to 9,000 homes each month and you can get them to help sell your products.
If you sell to businesses, you might want to work with a company that sells bottled water, or services photo-copiers. These companies have lots of technicians and delivery personnel going into businesses every day. They get past the gate keepers that try to stop you if you visit! They just walk right in. They are authorized to be there. They can help you get in for appointments and sales too. Best of all, this method can get sales for you in residences or in offices. It can be used in any type of sales.
Sell Them On Your Offer
The First step is to contact the owner or manager of the company you want to use for prospecting. You think of an item that they could give away to their customers to generate goodwill and you offer for these items.
We only have enough space to discuss residential sales in this article but the same principals apply to commercial and industrial sales which we will cover in other articles.
Here Are The Details
Let's assume you sell replacement windows to home owners. You contact a propane deliver company and offer to buy, and give away to their customers, free carbon monoxide alarms. Let's assume the propane company has 10 trucks that make 30 deliveries per day for a total of 300 deliveries per day per 9,000 per month. All you ask the drivers to do is to leave a card or brochure at each home offering them a free carbon monoxide alarm. All they have to do is call you and you will make an appointment to drop it off and do an evaluation of the energy losses through their current windows.
They call and ask you to come out to their home. You go to their home, do your demonstration, calculate theirenergy savings and go for a sale.
This offer creates free goodwill for the propane delivery company. The card or brochure give to home owners says something like:
"At Acme Propane, we care about our customers. To thank you for you business, we want to give you a free carbon monoxide alarm to keep you safe and a free energy audit of your windows to keep your bills low. Just call Acme Windows at 555-1212. They will come to your home, measure the energy savings you can achieve and give you your free carbon monoxide detector."
The propane company wins because they are giving a gift to their customers. Best of all, the gift costs them nothing because you pay for it. There is virtually no extra work involved for their driver to put the offer card or brochure with the invoice they leave for the customer.
This is a tremendous lead generator with no work and very little cost for the window company. Once they sell the propane company ion the idea, they just answer the calls that come in and book appointments. If the propane company is delivering to 9,000 homes every month, how many appointments will the window company receive? Let's assume a 10% rate. That would be 900 appointments per month with no prospecting!
Best of all, the cost of the alarms might be $20.00 if bought in bulk. The propane customers only get the gift if they have an energy audit and window estimate. The cost to get into the home and do a full audit and demonstration is only $20.00 plus a fee to the propane company per sale or per demonstration. Everybody wins!
This kind of program only works for a limited time, since one all the propane delivery customers have received the information, the appointments will dry up. When this happens, move on to another company or industry. You can re-institute the program with the propane company when you have a new gift and a new offer or you might re-run an offer annually.
There you have an example of how to work smarter not harder. In our example, the window company gets all the appointments and sales it needs at a very low cost per appointment.
This is just one of the 15 methods we teach that can have you selling without prospecting. We hope you will try this method and that it allows you to sell and get leads without any prospecting.
Both David Riewe & Carl Davidson are contributors for EditorialToday. The above articles have been edited for relevancy and timeliness. All write-ups, reviews, tips and guides published by EditorialToday.com and its partners or affiliates are for informational purposes only. They should not be used for any legal or any other type of advice. We do not endorse any author, contributor, writer or article posted by our team.
David Riewe has sinced written about articles on various topics from Lead Generation, Marketing and Hair Removal. Discover How To Generate Real Estate Leads Like A Pro . David Riewe's top article generates over 33100 views. to your Favourites.
Carl Davidson has sinced written about articles on various topics from Fitness, Health and Computers and The Internet. If you hate to prospect or have no time to do it, this article reveals an ingenious and little known method for getting appointments and leads without prospecting. For more information on our fully guatanteed DVD that teaches 15 ways to get sales and appo. Carl Davidson's top article generates over 27100 views. to your Favourites.