Back Room Sales Ideas
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Nothing sells like a little ingenuity.
A great way to increase back of the room sales is to hold drawings. Drawings will help you build a database for promotional mailings and scheduling future appearances. Have audience members drop their business card in a fishbowl to be entered in the drawing — you now have captured their name, line of business, address, phone number and e-mail address. The person who wins the drawing becomes part of the sales process because when you award the prize you have the opportunity to describe the product in detail and promote its availability in the back of the room. Drawings create a lot of good energy because everyone loves to win stuff!
You can’t lose with free giveaways.
Another way to increase back-of-the-room sales is to put free stuff by your product display. These can be single-song CDs, business-card CD ROMs, bumper stickers, guitar picks, lyric sheets and computer screen savers, just to name a few.
If you do not publish a newsletter or e-zine, perhaps it’s time to start. These make great direct mail pieces and are the perfect forum for showcasing your performance and products.
And if you don’t have a Web site, consider creating one. You can use all of these sales vehicles to drive customers to your web site, where you can provide detailed information about your presentations, programs and workshops, show a preview video, and display your products, both free and for-sale — enough information to satisfy even your most discerning customer.
Free one-on-ones add great value, too.
Offer a free phone consultation with the purchase of your product. This works well if you are in the training business because it creates more perceived-value. When a prospect purchases one of your products – perhaps the bundle package – you can add tremendous value by including a half- or a one-hour telephone consultation.
Now that you’ve got the gist, what’s next?
You now have a basic understanding of what’s entailed in creating and marketing your multimedia product. Hopefully you’re excited by some of the ideas I’ve offered, and are motivated to dive deeper into the subject.
In the blog posts that follow I will go into great detail in each of these categories, as well as explore some others that will impact your success in this endeavor. Also, make a point of visiting our web site regularly to stay updated on the changes that will continue to revolutionize the recording and production process.
Interested in learning more about professional audio/video services? Contact me at 800-647-4281.
This information is taken from my book The Art of Production, which you can purchase from Amazon http://www.amazon.com/gp/product/096739967X/ref=sc_pgp__m_A37OD7TI15D03E… or you can purchase an e-book version from SmashWords http://www.smashwords.com/books/view/16020.