Have you ever been invited to speak to a group, or hosted your own event, where a majority of the attendees failed to request an appointment at the end of the presentation?
Of course, everyone can have an “off” day where your presentation doesn’t go quite right or the event itself is a dud. But, if this is happening to you consistently, something is MAJORLY wrong.
You should be booking appointments at EVERY event that you do—whether you are invited to speak in front of a networking group, or you are hosting your own estate planning workshop, or presenting for a referral source.
At LWP’s Tri-Annual Practice Enhancement Retreat, happening June 1-5, we have included a high intensity boot camp known as “Speakers School” where we teach lawyers the art of speaking to not only educate, but to SELL estate planning or elder law services right on the spot.
If you are struggling right now to turn more attendees of your presentations into paying clients, or you are not doing as much speaking in the community as you would like to, I would encourage you to go here NOW and reserve your space.
We are hosting Speaker School because it works. Past attendees often tell us how they are now forced to carry their calendars with them or bring staff to handle scheduling because people are so anxious to get their appointment on the books after the talk (…don’t worry about what to say or do to make this happen… we’ll teach you our entire presentation outline and success formula!) If you can follow a recipe, you can host a 5 figure ROI event!)
This event is limited to 20 attendees, and spaces are filling up. If you are even remotely curious how Speaker School can help you boost your results and make speaking the most profitable thing you do in your practice, view our agenda and reserve your space HERE.
Until then, here are three areas to investigate if you are hosting a ton of workshops but failing to fill up your calendar with fresh appointments from your efforts:
1. Your marketing– If you are hosting your own events or handling the promotion of events for referral sources, it is possible that your marketing materials are attracting the wrong prospects. Try tweaking your invitations, flyers, etc. to help prospects better “prequalify” themselves or tweak the demographics of where your materials are being sent.
2. You are not speaking to SELL- Anyone can give a lecture; speaking to sell is an art. If your presentation is not designed in such a way to “seed your offer” from the start of the talk and lead your prospects down a funnel where the only obvious choice at the end of the workshop is to schedule an appointment with you, you are wasting your time, effort and resources.
3. Zero or Insufficient Follow Up– Some people need a few days to digest all that you’ve taught them before they make a buying decision. If you did not cleverly capture their email or phone number during your workshop, you will have no way to contact those people who are still on the fence a few days later. Talk about leaving money on the table!
Of course I am here to chat if you have specific questions about Speaker School or any of the other workshops we are hosting this year at our Tri-Annual Practice Enhancement Retreat. Just email me and let me know how I can help.
Best Regards,
Molly
