Business Development Through Sponsorship of Management Talk Seminars
It is been observed that one of major problem in gaining entry into a prospective customer is that you or your sales people are not able to make an appointment with the customer or he is not receptive to meeting you or your sales people. Sponsorship of our seminars can assist you to:

(a) Gain entry into major potential customers
(b) Have face-to-face discussion with customers with whom you have been trying to get an appointment unsuccessfully
(c) Turn the potential customer into a friend

The above can be achieved as follows:

1. Let us assume, you sponsor our Customer Math Seminar
2. Participation to the above seminar is by invitation only. The company will send out invitation to prospective / potential customers to attend the seminar. They can also be told that they will also get a copy of the book free. Sending the specially designed invitation will have the following advantages:

(a) The potential customer will become aware of the company and will have a positive feeling towards the customer. (b) This will give an opportunity to the sales and marketing people to call the customer to confirm whether he would be attending the seminar. In such a situation, the probability that a potential customer who was previously not even taking your salesperson's call will now talk to him will increase. (c) The secretary who was not even letting you get through before will have no choice but to let your salesperson talk to the senior executive as you are calling regarding an invitation and not to sell.

3. Limited advertising, if necessary, can be done. However, this is not essential.

4. Most corporate executives and business people will be interested in a seminar on Customer Math because it is related to customer satisfaction. When your prospective customers come to the seminar, they will be your captive audience and you can market your products to them in a subtle manner as follows:

(a) At the beginning of the program, you will welcome the audience and inform them that you have sponsored the same.
(b) At the end of the program, you will give a very short 10 minute presentation about your company and what it offers.
(c) Your products and services will be displayed at the seminar site.
(d) During tea break, lunch or over cocktails (whatever has been planned) the company's representatives will get an opportunity to mingle with the participants. The company executives will have the opportunity to establish a relationship with the client in a relaxed and captive environment. This could be the beginning of a long-term relationship with the customer.

5. After the potential customer has attended the seminar sponsored by you and you have also met him at the seminar, the probability that he will talk to you on the phone or give you an opportunity to meet him to make a presentation will be considerably higher.