Seal the Deal with Empathy
Once your presentation ends, a warm and empathetic closing can boost conversions.
According to training guru Craig Valentine, the Toastmasters World Champion of Public Speaking and author of World Class Speaking, he transformed his seminar closing strategy by rethinking what he said after the talk.
Instead of a long, sales-heavy close, he shifted to a brief, conversational wrap-up that focused on connection over persuasion.
By trimming his offer presentation to just 20 minutes and using stories, social proof, and a clear invitation to engage, Valentine reported a 350% increase in back-of-the-room conversions.
He emphasizes the importance of delivering real value during the talk, then offering a clear next step with no pressure—just an invitation to keep the conversation going. “Don’t close the sale—open the relationship,” he says. This softer, trust-first approach works especially well in dinner seminar settings, where people value sincerity and solutions over a hard pitch. Craig recommends trying something like:
“I know you’ve invested time today—I’m here to help if you’d like more details.”
Follow that with a soft close offering a one-on-one.
Anchor Value Before Asking
Reiterate the seminar’s primary benefits using your strongest data or stories. For example:
“We’ve seen clients grow revenue 20% within three months—many started just like you.”
This reminder reinforces value before asking for the sale.
Use a Gentle Call‑to‑Action
Invite responses without pressure. Try lines like:
- “If you’d like my help, just complete this form at the table.”
- “Stay after and let’s chat about what this looks like for your business.”
Often, simplicity and ease “seal the deal.”
Offer Immediate Gratification
Provide a limited bonus for on-the-spot commitments—e.g., extra coaching calls, early access to resources, or a discounted follow-up package. Scarcity ignites action.
Follow Up with Personalization
Even if they don’t buy immediately, collect contact info and follow up within 48 hours, referencing something from their conversation or note. This tailored touch converts delayed decisions.
For information on our data-driven seminar marketing, Quantus Event Management System, or a Seminar Follow-Up Program, please contact our marketing consultants at (800) 340-4794 or visit us at www.dataleader.com
PLUS: When you have time…below are some free marketing resources to support the success of your dinner seminars.
The Seminar ROI Calculator
The Free, Online, Seminar ROI Calculator helps you visualize the impact of your seminar marketing. Just input your seminar data to see a projection of your cost for marketing, revenue generated, and total return on investment. To get started, Click Here.
The Free Insider Seminar Guide
The Free, Insider Seminar Guide includes the seven critical best practices for seminar marketing and an annual calculator of recommended seminar dates for the best ROI. To download your Free Insider Guide today, Click Here.
The Follow-Up Campaign ROI Calculator
The Free, Online, Follow-Up Campaign ROI Calculator helps you visualize the impact of continuity marketing. Just input your marketing campaign data to see a projection of your response rate, cost per conversion, commissions, and return on investment. To get started, Click Here
