Have you ever heard a marketing or sales person say, “I didn’t get any leads, but at least it got our name out there.”
Why on earth would you want to invest your time in an event and not get something out of it for yourself? Don’t do it! Don’t say it’s because you want to give back to your community! You can give back to your community even more when you position yourself to give away a free product or service that will cause you to gather contact information for people who are interested in that product or service.
If it’s a charity co-op, you could provide volunteers. There are three big things you can do to give back to the community. If you don’t give away a product or service, then you could
Photo Credit, Dave.
have done more!
Why would we go to an event and not get leads (lives)?
1. We have a system for setting the event in the first place, where the bulk of the presentation is on what you can do for them! Another pointer is to expect to get a “yes.” The last step is to say, “And there is one more bonus! We could give away a free ___ as an added value to thank everyone for donating their time and dollars! So what time did you want me to be there again?”
Here’s a picture of what you don’t want, “And there is one more bonus! I don’t know if it’s allowed or not…but we could give away a free ___. Would that be ok? Do you want to do it?” Don’t ask anybody anything. Explain all you can do for a situation and then EXPECT a yes!
2. We need to get better at the skill of collecting a warm lead (life)! When we go to an event and we pass out 100 flyers, we can expect only a 1% return. When you learn the skills of collecting a lead, you can expect a 40% return. Out of 10 leads, expect to book at least 8 (80% book rate) and have 4 show (50% show rate.) If we are going to events and coming back without leads then we need to sharpen our skills!
Let me be clear… we don’t do marketing to solely “get our name out there.” We choose things that will cause a “direct response.” Ads we run are created with the intention to cause people to flock through the door! Any marketing we do is done with the intention of getting people to raise their hand for what are offering. If we “get our name out there” in the process of generating business, that’s great, and it will happen…but it’s not our main goal. Our main goal is getting leads (lives) and sales to help us make more money while changing people’s lives for the better!