The first question your prospects seek to answer is "Will I get something out of this program?" This article shows you several techniques will help you to overcome this objection and give them confidence in your program.
Your Title is Key
Grab them at "hello" by starting with an event title that captures the key benefit of attending… "Eliminate 80% of Registration Hassles with Online Registration." If you get their excitement flowing right away, they will seek out reasons to support that feeling instead of being skeptical as they read on.
"How others have benefited from attending this event:"
Testimonials are a great way to give credibility to the benefits of your program. Collect and publish testimonials from past attendees about what they gained from attending your event. Create a section in your event summary titled "How others have benefited from attending this event:" You can make it easy for past attendees to share their thoughts by calling or emailing them and asking "What did you get out of this event?" When they respond, ask if it is ok to share it with others.
"Don’t take our word for it, talk to past attendees…"
Take your testimonials one step further by offering to provide names and phone numbers of past attendees. When someone provides you with a stellar testimonial, ask them if they would be willing to share their experience with others, and if it's ok to share their email address or phone number. Having references shows confidence to your prospects and enables your happy attendees to do the selling for you.
"What you will miss by not attending?"
One of the most powerful motivators for people is to tell them what they will gain from attending or what they will miss if they don’t attend your event. These lists work so well because it tells your prospects that you understand their pain and have knowledge that could make their situation easier.
This is an example from a management seminar...
What you will miss by not attending:
"No question goes unanswered."
Eliminate any remaining doubts your prospects may have about value by telling them that they will get ALL their questions answered. Mention that you will follow up after the program is over to answer any unanswered questions.
The Meeting Planner's Online Advantage: The #1 Myth about Online Registration Systems
We hear it over and over again. It's the number one myth about online registration systems that keeps many meeting planners from making their lives easier and their events more successful.
The Meeting Planner's Online Advantage: 6 Ways to Reduce 55% of Your Daily Workload
Industry-expert Corbin Ball estimates that only 20% of meeting planners are using online registration to its real potential. Meeting planners that are managing registrations using paper, emails, basic web-forms, in-house systems or installed software are doing 80% more work than they really need to be doing.
The Meeting Planner's Online Advantage: The Trick that Doubles Client Satisfaction by Doing Less
We all know that communication is the most important component in any relationship; and that can be applied to business as well. The more timely the information provided to your clients, colleagues and suppliers; the smoother your event will run and the happier everyone involved in your event will be.
