There is no better tool that allows you to grow your business quickly, generate tons of new leads, and rapidly increase your revenue, than live events.
Live events are one my secret weapons. They have allowed me to build my platform by establishing myself as a leading authority in my field. And helped me build my email list, generate consistent revenue, and sell-out my programs.
My Simple Three Part Formula for Selling-Out any Event
1. Individual Invitations. Create a list of everyone you know who would benefit from attending your event. This can include networking contacts, past and current clients, friends and colleagues, and prospects.
You want this list to be 4x's the number of people you want in seats. If you want 20 people create a list of 100 individual contacts. Don't worry if you can't quite get to the number you need, the rest of the formula will help.
However, if you can't create a list of at least twice the number of people you need, it's probably a sign that you have major weaknesses in your lead generation, and you need to evaluate your marketing.
Begin reaching out to these people via phone and email. Yes, you have to be willing to do the leg work here and actually ask people to come to your event. Explain to them why the event is in their best interest. Always focus on the benefit they will receive by attending rather than explaining to them the logistics.
Bonus tip: if they are a NO on attending ask them for referrals. People are happy to share the word about events that they think would be beneficial.
Make sure you are tracking and working this list until the event is completely filled. You'll need more registrations than you think becauase some people will cancel or not show.
The great thing about this step is even people who can't attend get a reminder you exist and you'll often get new clients just by going through this process.
2. Qualified Partners. You don't need to have a hundred established partners to find partners happy to help you promote your event. Could you offer a free or discounted ticket to networking groups? Meetup groups? Are their particular shops your customers frequent that would be willing to let their customer lists know about your event?
If you're a health coach who offers weight loss coaching and consulting, could you partner with a few yoga instructors to offer a discounted ticket to their students? If you sell business coaching, are their meetings of entrepreneurs that could benefit from what you offer?
Think about what businesses already have access to your clients. The key here is having a conversation with these partners and explaining why it's in their best interest to help sell or giveaway tickets to your event.
I explain that offering tickets their clients is a great way to add value to their clients, and explain how my content will fit well with their mission.
One or two great qualified partners can make all the difference in filling your events.
3. Strong Referral Campaign. Tapping into the power of referrals is essential, especially in the beginning before your email list is fully developed. There are several components to an effective referral campaign. Here are some of the basics.
Offer a "bring a friend" to anyone already registered. It's fun to attend events with friends, let them bring a friend for a discount or even for free. This has doubled the size of my events! Then offer the friend the option of bringing a friend!
Call back anyone who couldn't attend and ask them for a referral. They will be happy to give you a few names.
If you really want to maximize your referrals: consider offering an affiliate commission to anyone who helps you sell tickets. This is a great way to motivate your partners and help you get more people in seats.
The key here is to work your plan. You actually have to implement, stay vigilant, and take action every day, but when you do you will find that filling your events becomes a fun and interesting challenge. Good luck!
Get a free chapter of my book The Conscious Entrepreneur's Guide to Creating Wealth and learn how you can generate more leads, get more clients, and make more money in your business by visiting http://www.michaelmapes.org
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