The Seminar The Results – Part Two

This interview with Kevin occurred shortly after he began growing his HMA consulting business. Kevin held his first seminar at a local hotel. You will hear how he prepared for his presentation, what media his presentation consisted of, and what Kevin’s end goal of the seminar was – namely to set up Opportunity Analyses with each of the attendees.

Although only a small number of people attended the seminar, a high percentage of the attendees scheduled an Opportunity Analysis with him.

We talk about a few of Kevin’s prospective clients and the reasons that they chose to have Kevin do an Opportunity Analysis with them. You’ll hear how Kevin was able to uncover some of the hidden marketing assets that these prospects had.

Kevin’s experience so far is that it is relatively easy to get a business owner to agree to an Opportunity Analysis. The problem that he needed help with was that, although the prospect may be very interested, once Kevin discusses his fees, most prospects say that they couldn’t afford his services.

Listen to my suggestion that perhaps Kevin was not “closing the deal” all the way though the Opportunity Analysis phase. Kevin thought that might be part of the problem and we discuss ways to do this more effectively.

We talk about one prospect, a chiropractor, in great detail. This gentleman has some great hidden marketing assets and appears to be interested enough in the HMA system that he may become Kevin’s first client. Listen to my suggestions on how Kevin could close the deal by negotiating different types of contingency plans so that payment for Kevin’s services would not be so painful for the client. You’ll also hear some other ideas that I offer with regard to direct mail marketing letters that may entice this prospect to sign with Kevin.

This is a great interview for new HMA consultants. You will hear some of the common problems that you may face as well as some creative solutions to these problems so you can close those deals.

For more information, go to http://www.hardtofindseminars.com/audioclips.htm.