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Free seminars: A powerful promotion, but difficult to sell

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in Business Management

Many marketers believe that offering a “free seminar” to their prospects will boost sagging direct mail response rates and make their company stand out from the crowd. But beware. The free seminar strategy is not as simple and easy as it appears and is fraught with peril. If you are considering offering a free seminar to your prospects, here are some of the questions you should ask—along with the answers.  

Q: Aren’t most “free seminars” thinly disguised sales pitches for a specific product?
A: Yes, and that’s why they fail. Obviously, your purpose in presenting the seminar is to convince people to buy your product. But if the seminar is a blatant promotional pitch, people become annoyed—even disgusted. 

On the other hand, if you present information of genuine value, attendees will think well of your firm and be more inclined to do business with you.  Attendees know they will be sold but want to learn something, too. 

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