Business Strategy by Achaeus

Teleseminars are a cost effective way to stimulate sales and improve business communications. Teleseminars connect multiple participants to one phone call, allowing you to contact dozens if not hundreds of prospects.

Here’s what you can achieve…

I interviewed a client of mine during a teleseminar in March. We were flooded with callers but we didn’t get the technology quite right. The technology actually shut people out. AAAAGH! My client came up with a low priced product ($97) and within 24 hours he made $7,470 in sales and got great leads.

What’s a teleseminar?

It’s a call moderated by your company, maybe by the marketing director, where an ‘expert’ is interviewed or makes comment on topical issues that concern your prospects.
You can run a teleseminar where the participants do not actively participate or you can have your audience participate. If there are hundreds on the call then it is not practical to have audience participation.

These phone based seminars are cost effective because they don’t require extra equipment and can be managed from just about anywhere, anytime. There is no need for travel to a specific location.

The host simply plans the seminar, sets up the number and password, and waits for others to dial in and begin the conference. Most people prefer to keep the teleseminar to an hour in length, but this can vary according to the needs of your business.

There are a number of companies that you can use that offer teleseminar services. Look at www.GoToMeeting.com and www.teleconference.com.au.

A Couple of Tips…
•    Promote the teleseminar by email
•    Include the benefits from participating
•    Ask prospects to register so that you know how your numbers are going
•    If it is free make sure you say it is free. That alone will increase your sign ups but your drop out rates will also increase. You need to test pay vs free and monitor registrations vs actual participants
•    Test the system a day before you go live
•    Keep the content moving otherwise it will get boring.

Here are 4 ways to use teleseminars in order to boost your sales and get a jump on the competition.

1.    Relationship Building
Use the time to build relationships with the callers. In a teleseminar you are given the opportunity to offer relevant and topical content that your prospects want to hear about. You have 2 choices:
•    You can have someone from your company deliver the content with a moderator asking questions
•    You can invite in an ‘expert’ to be interviewed by someone from your company.

Because you are providing current information that is useful to your prospects you become ‘real’ to them and not just an impersonal force trying to sell something.

2.    Interview a Client
Use the teleseminar to highlight details about your product or service that goes beyond an ad or written presentation. People react differently to information presented in teleseminar format.

You could interview a client and ask how their company used your products/services and what they achieved as a result. This is a form of testimonial but make sure it is not just a disguised ‘sell’.

3.    Present a Panel Discussion
I have participated on a panel during a teleseminar and I was surprised how effective it really was. I’d stay with no more than 3 panelists and make sure that your moderator can control the discussion. With 4 people on the call it will easily get out of control if you are not careful.

4.    Reward Participants
Use the teleseminar ending to your full advantage. Since you have direct contact with prospects, reward their participation with a bonus or special offer. Your chance of making sales from the conference has just increased. Sweeten the deal by making it worth their while to make a purchase within a certain time frame. Additionally, you may want to consider offering a perk for each caller who connects a friend to the conference.

CALL TO ACTION
Here are some considerations to make when getting started with teleseminars.

1. Be yourself and allow listeners a chance to get to know you on the call. Keep it casual and informal.
2. Put a mirror by the phone and a note that says “SMILE” - your listeners will hear that smile in your voice!  Also, be enthusiastic.
3. Practice your closing before each teleseminar.  It is at the end of your call that you offer a reward to the callers or incentive for making a purchase – so you definitely want to have your closing polished and ready to go.
4. NOW RUN A TELESEMINAR!

With some planning and a bit of creativity, teleseminars can give your sales the boost you’re seeking.