Marketing event suggestions please!

[LotusSoul]

Hi Harlan and Sara,

I'm wondering if you have any suggestions on how to make the most of a marketing event I'm planning on attending. Several female entrepreneurs are hosting an evening in one of their homes to showcase their products/services to other women in the community. This is a very large new development of mid and upscale homes and a prime target area to market my services. I have been invited to attend as a vendor. I spoke with the hostess and she said there will be a place (near the food) where I can display a flyer and business cards. She couldn't tell many how many people will be there, but the invitation (via evite) went out to several other local networking groups.

So any thoughts on how I can maximize this opportunity, or if it's even worth the effort. I've already ordered business cards, but will need to pull the flyer together in the next couple of days. The event is next week.

Thanks so much for any help you have to offer.

~ Ellen

[Administrator]

First, thanks for joining us.

Second, what more can you tell me about this group other than they live in upscale homes.

How old are they? Children at home or are they more senior?

What would they want?

Weight loss?
Anti-aging?
Flexibility?

These are the things you MUST know before you walk into the room.

Third, no matter how good your business cards or your flyers are, they won't get you business. Unless:

A - you have a killer offer. Some thing that makes them want to sign up that night. (Out of sight = out of mind).

B - you must circulate and network. You need to have what's called an elevator speech - to be able to say what you do in 15-30 seconds.

"My name is Ellen. I help women who need to lose weight or increase their flexibility achieve their goals thru private yoga sessions."

Then go immediately into, "Have you ever done yoga?"

I've seen a lot of people get a lot of business from networking. But networking is about building relationships.

Ellen, if you come away with one private client, it will be worth the effort.

One private client seen just once a week for a one hour session for $100 is $5200 for the year.

So think about relationships.

One of the reasons Sara is so succesful is because of the relationships she builds with her clients. They become like her extended family and she treats them that way and they respond in kind.

Be open, warm, loving and kind at this networking event and expect to get some clients from it.

Peace.

Harlan

[LotusSoul]

Hi Harlan,

Thanks so much for your reply and your suggestions. I anticipate that most of the women will be in the mid-30 to mid-50 age range. And a large percentage will have children at home. When you suggest making a "killer offer" to get them to sign up on the spot, what do you have in mind? Is half-off the first session for the first 10 or 20 (or however many) people to sign up a killer offer? How do I grab their attention and get them to sign up without coming off like a used car salesman? Of course I want to be my warm, loving, open self

Namaste,

~ Ellen

[Administrator]

Ellen, do you plan on offering them classes or privates?

Studio or their homes?

The offer is based on what you ultimately want.

Harlan

[LotusSoul]

I'm planning on offering privates in their homes/offices.

[Administrator]

Good for you Ellen.

So the first thing you want to do is find out, individually what's important to them about their health, appearance etc.

Let's say they want to lose weight - a very common theme this time of year.

Everyone is thinking of summer and swim suit season.

Guess what you talk about with them - losing weight.

Do not use any yoga jargon at all.

Emphasize you can work with beginners.

Go with a photo album of simple yoga poses and a few intermediate poses.

Tell them they can do many of these poses already.

You may want to offer a love it or it's free guarantee - if they don't love their first session, you don't want to be paid for it.

It's a pretty fool proof way to get people to put their toe in the water.

You've taken away the risk.

What they are thinking is, "Boy, Ellen must really believe in yoga to do this offer."

And limit the offer to people who sign up that night.

Remember, just one loyal client means you are on your way!

Does that help?

Shanti.

Harlan

[LotusSoul]

Thank you Harlan, that does help! I love the photo album suggestion! I hope I have enough time to put that together before Wed. And offering the first class free is good plan too - of course I wouldn't want them to pay if they didn't find it beneficial. I was hooked after my first class - and that's what I'm counting on!

Thanks again...for all your help!

~ Ellen

[Administrator]

Ellen,

Don't tell Sara after all the complaining I did.

But I was hooked after the first class too.

Shhh. Don't let her know.

Peace.

Harlan

[LotusSoul]

Your secret's safe with me