DrNunley's Biz-Tips
by Kevin Nunley
How to Get Audiences to Take Your Handouts
Talking to groups is a terrific way to build sales. It is important to give
a helpful, informative talk that
convinces people that you know what you are talking about. But unless people
have your contact information immediately in hand, the prospect's interest and
curiosity will quickly fade.
Since it is not easy to tell who will want to follow up with you and who won't, your goal is to get as many people as possible to take home your handouts.
One common way is to leave the handout on a table. This isn't the most effective way to do it, however. Most people won't notice the table or the handouts, and walk right by. Even if you point out the table, they still might not take one.
Another technique is to put a copy of your handout on each seat in the room BEFORE you start your presentation. It is likely that your prospect will pick up the handout and look over it before you begin speaking. Also, it ensures that more people will take the handout home, rather than leaving it on the chair.
One disadvantage with this idea is that people may become distracted with the handout and not pay attention to your presentation. Some people may also see this technique as being too pushy.
The most effective method of distributing handouts is called the "green sheet" method. Prepare a handout that expands on a main point in your talk. Cover it in more detail than you can in your presentation. Or, make the handout a supplement, covering additional points not discussed but that are related to your topic. Remember to mention this supplement in your presentation and refer to it as "the green sheet."
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