The seminar format is a great way to reach out to new prospects.
Companies announcing new products now conduct road shows to show off their new products.
If you attend trade shows, you'll see dozens of seminars right there in the trade booths. It's true that education is a value-added service, and that seminars should focus on materials that expand the knowledge base of the participants. But simply educating your customers, without identifying future prospects or new opportunities to further assist existing customers, is a total waste of your time. I've worked with hundreds of salespeople who've given the equivalent of a Ph.D. to their prospects and customers without getting anyadditional business in return. Let me tell you a little bit about what we're going to be doing this morning.