One of of my clients who lives overseas is in the midst of marketing his year-long high level Mastermind group. We’ve been through setting up the sales copy for his website, and he’s pulled together some introductory workshops to give his potential clients a taste of what he does and how he works. Still, he wants to do all he can to maximize enrollment, so he asked if I had more suggestions for him. Sure do! Here are 7 ways to fill your events:
- Be clear about how many people you want. What size does the group need to be to function well, let connections and bonding take place, but still remain manageable? Share this number with your potential members, and spend a little time actually envisioning the group in your meeting place. See the faces as you look around the room. Clarity and visualization are two ways to manifest what you want.
- Leave yourself enough lead time to schedule more than one “preview” workshop for something that is as big as a year-long higher priced offering. Choose a different location. It’s rare to attract all the people you have potential with for just the one single day you have planned.
- Schedule at least one teleseminar, and preferably 3. Use these hour-long open and free calls to provide valuable, useful content to your listeners. Have them sign up to gain access to your call through your website, so that you gain their name and e-mail address in return for sharing a sneak preview of your content. Talk about the what, but not so much the how. Take a break before the end of your call to spend a full 5 minutes making your offer for the big event. Talk about the benefits, not what you plan to do. Talk about the pain points you feel your listeners have and what can happen when these pain points are eliminated from a person’s life or work.
- Review the stories of the people who have already signed up for the big event, and ask yourself why they opened their wallets for you. These early adopters can tell you a lot about what other people are feeling, too. Change your sales talk and copy slightly if you need to, in order to cover and emphasis these benefits since you already know that they are strong selling points for you.
- Consider offering a half-price ticket to the spouse or business partner or assistant of someone who has already paid full ticket price for a seat. This can be a very effective way to fill your seats. Essentially, you are upselling the already-registered client. It’s a great benefit to them to bring someone along, and a great benefit to you to have another person at the event. (Be sure, however, that you are covering your costs with this 50% person.)
- Be wise in the use of experiential work in your one-day workshop previews. People buy on emotion, not logic. So bring the emotion up at these workshops and when it is high, make your offer.
- Make sure that your offer is time limited. You can offer the half-price “second person” ticket for a limited time. You can offer an early-bird discount for a very brief time. You can offer a bonus but only if the person registers for your big event within the next 24 hours.
Filling the seats at your events and longer-term programs takes persistence and the use of multiple marketing strategies. Using these can help you gain visibility and build excitement for your big event. Let me know how it goes!
(c) Sue Painter
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suepainter says
March 14, 2010 at 8:42 pmThanks, Robin…I’m glad it is useful to you.
Sue
Robin Nielsen says
March 14, 2010 at 8:32 pmGreat info here Sue. I will use this for my next event and even my next free teleseminar. This is very thoughtfully laid out and easy to follow in a great step-by-step format. Thank you so much for sharing your wisdom.
Robin
Sue Painter says
March 14, 2010 at 12:04 pmYou’re most welcome, Terry. I hope this outlines and makes it easier for you.
Sue
Terry Monaghan says
March 14, 2010 at 11:58 amSue, this is so great. Since many of us are working on this very thing, I really appreciate the step by step approach.
Terry
Sue Painter says
March 14, 2010 at 11:43 amThanks, Anita!
Anita says
March 14, 2010 at 11:07 amSue,
That is AWESOME! Thanks so much for sharing such valuable and useful information. You really are the Confident Marketer and look forward to reading you every week and learning from you.
Anita G. Wheeler
Sue Painter says
March 14, 2010 at 7:46 amThanks, Pinky. Let me know how it goes when you have a chance to use it.
Sue
Pinky McKay says
March 14, 2010 at 3:39 amWhat a GREAT checklist – really helpful .definitely a ‘favourite’
Thanks
Pinky
Jenny Fenig says
March 13, 2010 at 4:43 pmWhat an uber-helpful, fantastic list, Sue. Thanks so much for sharing your wisdom. I have no doubt that my future program launches will benefit greatly!
suepainter says
March 13, 2010 at 6:58 pmThanks, Jenny. I’m glad you can use this in your biz.
Sue
Sue Painter says
March 13, 2010 at 3:55 pmLynn, I’m glad to know this is a goodie you can keep and use.
Sue
Mitch Tublin says
March 13, 2010 at 2:20 pmSue,
I appreciate your giving a concise checklist type of approach to this topic. The information you offer is ready to use. Who doesn’t appreciate that!
Goals Coaching says
March 13, 2010 at 1:56 pmSue, I really love ‘how to’ lists and this is a goody! I’m actually printing it and putting it in my ‘events’ file so I will not lose it because it is one I will really use. Thank you MPC buddy!
Lynn Moore
Sue Painter says
March 13, 2010 at 10:01 amThank you, Phil. Yes, Ali teaches that repetition works. And, it does!
Sue
Phil Dyer says
March 13, 2010 at 8:39 amGreat post, Sue. Totally bookmarked for future reference…
I really like the repetition ideas, both for tele-classes and for preview events and totally agree on the experiential part!
Phil
Grace Heer says
March 12, 2010 at 11:32 pmSue, this is an AMAZINGLY helpful list! Can’t wait to put it into action — now I just have to get myprogram ready! 🙂
You’re a gem, Sue. Thanks!
Grace
suepainter says
March 13, 2010 at 1:39 amThanks, Grace. I want to hear about your program when it is ready, too!
Sue
Lisa Manyon says
March 12, 2010 at 5:32 pmSue,
This is an excellent checklist of how to launch a successful program.
Thanks for sharing. We can all use this as a valuable reminder and resource.
Write on!~
Lisa
suepainter says
March 12, 2010 at 9:08 pmThanks, Lisa. I’m glad it is helpful. I find that sometimes I’m so anxious to get it out there, I want to skip the list. Not a great idea, LOL!
Sue
Barbara Holden says
March 12, 2010 at 2:36 pmSue, thanks so much – that’s great info for me, as I’m having a seminar next month! This is such valuable informaton – your generosity is second to none…
Barbara Holden
suepainter says
March 12, 2010 at 9:09 pmThanks you, Barbara, I’m glad it is timely for you!
Sue
Katherine C. H. E. says
March 11, 2010 at 8:24 pmGreat information, Sue! I “favorited” it to have access to it in the future as I begin to roll out more workshops. I see the value in each and every suggestion you made. You ROCK, my Confident Marketer friend! ♥
suepainter says
March 12, 2010 at 9:10 pmGood, I’m happy that it can help you out as you move your awesome programs forward, Katherine.
Sue
Laura Hollick says
March 11, 2010 at 7:40 pmThanks for breaking this down Sue.
I’m in the process of launching my new ‘Create Yourself’ 8 week telecourse and your list gave me the perfect checklist.
You are helping me to be a confident marketer!
suepainter says
March 12, 2010 at 9:10 pmLOL, good! I want you to be a confident marketer!! 🙂