It’s exciting: Your Second Saturday attendance is building every month! Now that you know how to fill the seats, how do you convert the women in those seats into lifelong clients?
In the truest of virtuous circles, there are many ways to leverage Second Saturday into building your business. This month’s tip sheet synopsizes the many tried and true ideas for doing this from leaders around the country.
- Trust: Establishing trust is the number one tenet for women facing divorce, and the #1 qualifier for comfort level when it comes to their finances. Most women facing divorce have never felt more vulnerable or more alone. Acknowledging these emotions with a good dose of encouragement/moral support is a sure way to let them know that you are there to help – in the short term, and in the long run.
- Warm up the room: They’re scared, upset and undone – it’s your job to make them comfortable with some kind of “icebreaker.” Whether it’s helping them find something to be grateful for, or sharing a divorce survival story of your own, it’s helpful to offer up anything they can hang their hats on in terms of hope.
- Enlist volunteers: Lending a hand is not only empowering, it’s a huge part of healing. And, by offering your attendees the opportunity to volunteer and help you with any part of your workshop, you’ll be creating a free task force and establishing continuing relationships.
- Stay in Touch: Follow up, follow up. Your attendees want to feel that they are part of a community that provides ongoing support. Whether through informative articles, heart-felt blog posts or simple inspirational quotes, staying in front of them through the divorce process will increase the odds that you’ll stay in front of them forever. Wealth Manager/Second Saturday co-founder Candace Bahr also highly suggests targeted mini-seminars or webinars that highlight what you do in your practice. Asking for testimonials about Second Saturday or if there is any other information you might provide helps attendees feel cared for and valued.
- Plant Seeds: Second Saturday co-founder Ginita Wall plants seeds about the other workshop speakers, and they do the same for her. For example, Ginita might say, “When you go see so and so, be sure to ask him about ___________.” This makes attendees feel comfortable about calling your other speakers, who, in turn should continually plant seeds about you.
- Evaluations: Second Saturday Veteran Leader Melanie Johnson continually offered evaluation sheets that included a check box giving attendees other opportunities to opt into things like divorce support groups, other attorneys, or real estate professionals. This let attendees know Melanie was a terrific resource on all aspects of divorce. Translation: they’d found a trusted, reliable and long term friend, who also happens to manage money.
Be sure to continually check the Partner Portal for ongoing Tip Sheets and Tools to make your Second Saturday a virtuous circle success!
great ideas