Tips for a successful group presentation
Group presentations are a powerful way to engage an audience that wants to learn more about preplanning their funeral. Following are tips based on best practices to help you master this business-building technique.
Before scheduling your event
- Do you need internet connectivity? If so, does the location have Wi-Fi, or will you need to use a hot spot or adjust your presentation?
- Do you need to bring your own projector?
- Visit the venue before the day of the event – don’t expect it to be perfect for you when you get there.
- Schedule a dry run — practice makes perfect.
Setting the stage
- How can you make the room more inviting? Add small bowls with mints or candy.
- Set up a welcome station with a sign-in sheet and display a sample premium item. (For example, a planning guide with
- “SAMPLE” written across it so attendees can view it but can’t take a copy until they schedule an appointment.)
- Play music so attendees aren’t walking into a quiet room.
Day of the event
- Bring someone with you to help check-in attendees and make them feel more comfortable.
- Get there early to test AV equipment and manage any surprises that arise.
- Greet each attendee upon entry.
- Have every attendee fill out a feedback form [links to sample feedback form]. This will allow you to evaluate how the event went and thoughtfully consider how to improve your presentation skills. A Global Atlantic sales trainer can help with this task, contact Sales Development for more information.
- Set the appointments before the attendees leave the event and give them an appointment reminder card.
After the event
- Reach out to everyone, even those who RSVP’d but didn’t attend.
- Thank attendees for their time and offer to answer any questions they have.
- Follow-up with attendees multiple times.
Focus on existing events and organizations
One great way to host an event is to present to an organization. This type of event provides you advanced knowledge about the prospects due to their association and can have high participation rates because the prospects engage regularly with the group.
Organizations to target in your community:
- Retirement communities
- Assisted living facilities
- Community event center
- Knights of Columbus
- American Legion
- Veterans of Foreign Wars (VFW)1
- Specific religious groups
- Card clubs
- Health expos
- Hospice companies
Generate buzz about your event
Promote your event to drive attendance and raise awareness of your firm in your community. Here are some tactics you can use to advertise your event:2
- Printed invitation – View a template here
- Email invitation (will have a link with new Group Pres resources)
- Flyer in the funeral home (will have a link/doc with new Group Pres resources)
- Small, index-card-sized advertisements in the funeral home as takeaways
- Leverage existing groups
- Ask the group to include your ad in their bulletin
- Ask the group to include your ad in their regular emails or as a special email to members in which the leader introduces you
- Post info on the funeral home website
- Include info on the funeral home Facebook page and other social media channels
- Create it as an event
- You can also purchase an advertisement or boost your post
- Coffee shop community boards
- Add your event to local media company online community calendars
Tip: Have attendees RSVP to your personal phone number so you can start building a connection with them even before the event.
Who should you target?
- You can purchase prospect lists from vendors like Ad Direct,Inc.
- Utilize leads already in your CRM system – especially those who’ve expressed interest in past events but have not attended or those who have preplanned, but haven’t yet prefunded
- Use InSight to find your target market
- Call your eSales Consultant for additional support
Polish your presentation skills
The best thing you can do to improve your event is continue learning additional tips and best practices.