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STEP 6In the seminar beginning declare that in the end you will answer specific questions. Explain, what is it necessarily will occur, that some visitors did not lose time, listening to answers to the questions, not concerning their concrete situation. In end suggest visitors to meet free of charge in their territory for the purpose of closer acquaintance. After (instead of to) end of a seminar do not forget to hand over everyone a booklet copy on this point in question (the part II see). They necessarily should have it, that in case of occurrence of requirement for your services the nobility as to you it is possible to address.
Be ready to additional expenditure of time in the end of each session for short personal discussions with those who about it will ask. Many will want to exchange with you cut-aways. Answer their questions short, motivating it is shortage of time for details though the question and deserves it. Refer that you are waited by other people and that you would be glad to continue conversation during a free fact-finding meeting for more exact definition of requirements.
STEP 7
Next Tuesday start to ring round visitors to define, whether the free seminar has helped them. Use same "scenario" of telemarketing which already used regarding I concerning the booklet. If to you will tell that the seminar really was useful, explain that it was necessary for you to give it the general character, and offer a free additional meeting under the mutual agreement of the parties for definition of specific character of problems and-or projects. If they declare that the seminar has appeared useless, tell the same. In any case insist on a fact-finding meeting. There should not be problems so that you were listened by phone as clients feel somewhat obliged to you for the previous free councils. And to any, «arranging» by phone, it is necessary to notice interrogation that you only wish to discuss "meeting" which has passed on Friday with the mister X.
If on a seminar not enough people have come, you should change any or all 4 variables and anew begin campaign while it will not lead to a favorable outcome. (Remember, all of you still be in an experimental mode.) among these variables: ?) The name of your seminar; ?) The advertisement formulation; ?) The edition in which you have placed the announcement; ?) The formulation of the invitation letter.
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