In our Ask the Expert series, we will share with you real questions asked by our solopreneur clients, and how we answered them.
This week, we’re looking at how to collect contact information from the stage for the purpose of scheduling Breakthrough Sessions (you may also call these sales calls, strategy sessions, getting acquainted sessions – they are all basically the enrollment conversation to move a prospect into client status by getting an order). This is a vital MUST HAVE skill for an entrepreneur!
I have an opportunity to be a presenter at a Women’s Empowerment Conference. I will be on stage the last day for 30 minutes. My question is this:
What are the most effective ways to
- make an offer/invitation for a Breakthrough Session in this time frame,
- collect contact/email addresses from attendees,
- and what kind of marketing materials are best to bring and share with attendees?
I absolutely love speaking opportunities! This is one of the easiest ways to attract attention and get clients. Also, speaking on the last day is great. People tend to forget the middle and remember the beginning and the end. So, congratulations to you on this opportunity.
Because this is the last day, and last presentation, you have a perfect time slot. However, regardless of your time slot… you really need to ensure that your presentation grabs their attention and is absolutely amazing. You absolutely must have high-value content. Meaning, you need to be able to provide so much value in 30 minutes that they walk away in awe of all the amazing insights, tips and tricks you’ve given them.
Remember, 30 minutes is just enough time to make some impact. It’s not really enough time to make a sales pitch. Given that you haven’t asked about that, my assumption is that you aren’t planning on giving one. Which is great.
That said, here’s the simple format I use to collect contact information and invite these people to a Breakthrough Session:
- Give your amazing talk
- Transition to your Offer/Invite (see sample script below)
- Provide a Breakthrough session form (attached to your presentation printed in 3 up handouts and color)
Sounds simple, right? Well, in many ways it is. The ability to make this simple formula work is in the details. Below is a sample script for the Offer and a downloadable template for the Breakthrough Session form.
Sample Offer Script
Well guys, we’ve covered points 1, 2, and 3. I can see that some of you can’t wait to get started and are furiously taking notes.
And I would love to be able to talk to each and every one of you. about how this material affects your business personally. I wish I could do that, but it’s simply not possible, there is only one of me!
However, as a huge thank you to our host, Jane, for having me here today, I have opened up my calendar next Tuesday and Wednesday afternoon. I’d love to talk to as many of you as possible.
If you think that would be helpful to you, then please fill out the form attached at the back of your handout. Let’s turn to that now. Answer the questions I have there, and I will choose the people I believe I can help the most. If you have no need to meet with me, but would like to stay connected, just fill out the bottom section.
Then make sure to return these to my staff before I leave. There’s our table at the back of the room (Sam, can you please stand up and wave your hand? Thank you). Make sure before you leave today that we have your form and I’ll let you know before Friday if you were selected for one of these sessions next week.
Thank you so much for having me everyone. Goodbye!
Go ahead and download the Breakthrough Session Application Form Here: