Here are 5 tips to help you increase your show-rate at events. Pick and choose from the proposed strategies below, or if you’re really serious, use multiple tactics to increase results.
But let me say it another way… don’t bother inviting if you’re not going to bother following up because the net result will be the same: no shows!
Here are a few sample follow-up scripts you can use (or edit), and the timeline I recommend for each contact attempt.
a) 2 days after they accept:
[Prospect], I’m so excited for YOU to hear this message. You’re welcome to invite people if you’d like. You’ll be glad you did!
b) 2 days before the event:
[Prospect], I’m looking forward to seeing you at the event. We’re going to do an overview so you’ll learn a little about a lot. It blew my mind the first time I heard it.
c) The day of the event:
Hey I have a time-sensitive question — call me back.” –> “Just making sure… do you have the gate code? directions? bringing anyone with you? I want to be sure we have enough room for our guests…
2) Pick them up.
a) They won’t have a transportation obstacle.
Think about how often you hear the excuse, “My car broke down.” Or something similar. The point is, head those off at the pass by being polite and offering to pick your guest up. They won’t have to find gas money, won’t stress about unreliable transportation, and won’t have any motor vehicle-related excuse.
Just make sure you have enough room in your own car that people can travel safely…and comfortably.
b) They will be on-time and won’t feel awkward walking in alone.
Often times, people are nervous about going to meetings alone. Maybe they’re afraid of walking into a stranger’s house, being the first to arrive, not knowing anyone, or maybe they’re nervous about getting lost on the way. Nervous people say “no thanks”. So avoid the nerves (and the tardiness that ensues as a result of the nerves) and enjoy the extra time you’ll have with them on the way to and from the meeting. That’s where some of the best conversations take place anyway.
c) They won’t jump out of a moving vehicle.
I’m serious. If you want them to arrive, arrive them yourself. Yes, it might be out of your way. Do it anyway. You can use the drive time (before pick-up / after drop-off) to call other prospects or catch up on your audio CDs of personal development.
3) Ask them to bring something…anything.
People who are given a responsibility are more likely to show up than those who can easily justify to themselves that you won’t notice one person missing.
So, give your prospects a responsibility. Nothing big — but something necessary for the event. For example…
Tell them you’re running behind in event prep. Then ask politely if they could please bring some cups, or napkins, or a few extra folding chairs, or whatever.
HINT: This could be the question you have for them on your last “day of event” follow-up call.
4) Tell them how important it is to you.
To you, it’s a big deal.
It’s ok to tell them that, but you don’t want to come off as desperate or come from a place of fear. Here are a few professional ways to convey the importance to your prospect:
a) For newbies:
I’m new to this team and really want to put my best foot forward. They asked me to be sure to bring someone, and you’re my someone! So I’m excited to have you as my special guest. I’ll pick you up at 6:00 — SHARP!
b) For rising stars:
My team has issued a challenge and I’ve accepted it because I know it’s going to help me reach my goals. I need to be sure I bring a guest and I’ve told them all about you. They’re looking forward to meeting you in person, and I’m excited for you to meet THEM. These are some of the hardest-working and most successful leaders in our company.
c) For serious professionals:
We have a special speaker coming that I’ve asked to mentor me. All they’ve asked in return is that we show how serious we are by carefully selecting 1 or 2 people we’d like to work with that have our same energy and tenacity. That’s why I invited you. I just wanted you to know how important you — and this event — are to me.
5) Ask your upline to pre-greet your prospect.
If you’ve already invited — and your prospect has accepted — it’s never too early to start helping your prospect begin building their network, beginning with their upline. That’s why I suggest you connect your prospect with the host or speaker for the upcoming event. It would go something like this:
You: [Prospect], I wanted you to meet the speaker for tonight because when you hear her/his story, you’re going to feel like you’ve known him/her for a million years anyway. He/she is a [edify: top earner, free cruise earner, trainer, etc.]. And [host], this is my friend [prospect] I told you about who is really interested in [prospect’s interest — e.g. health, saving for college fund, etc.].
Host: Hi [Prospect], [distributor] has told me so much about you and I understand I’m going to get to meet you tonight at my house and I just didn’t want us to be strangers when we first meet! I’m looking forward to seeing you face-to-face. Any particular questions I need to answer for you tonight?
Now you have several new strategies to increase your meeting attendance, so get out there and follow-up!