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Do you have business questions that are stopping you from really progressing within your market? I know as my business grew I came across road blocks, big and small, that sometimes would put me behind schedule or just stump me. In this article I will answer one of those questions on teleseminars.

Here is the question:

Can you charge for a teleseminar, or is it better give it away free then try and sell your products while on the call?

I like to do both - charge and do free calls. I’m going to give you a few things to think about here.

With the free call, you are going to get more people but they are less qualified. This means if you are looking to sell a product or service, they are not as good of a prospect as somebody who has paid for that particular call.

You can take a variety of stances on this situation. One method that I like doing is holding a free call, but giving people the opportunity to purchase the mp3 and transcripts right away as an up sell. The transcripts and mp3s aren’t given away because by selling them I am establishing a sense of value on those products. Often times I will put together a registration offer, something that will grab their attention right after they have registered. It may say something to the effect of, “Congratulations on your registration. Since you have just registered, there is a special offer available to you which includes getting the mp3 and transcripts for $10, would you like to take advantage of that?”

This is my up sell process. I provide them the mp3 and transcripts for $10, and then I let them know that after the call is finished, it will be sold for $47 or whatever price you are going to sell it for. So in that way, it is a great deal for them right out of the gate. They are going to save a whack of money by buying it now, but at the same time, it allows me to build a sub list of more qualified people.

At the same time, I am able to hit both markets. By providing the content for free, those people are able to receive the valuable information by joining me on the call. The only problem for them is it may be inconvenient because they have to be on the phone at that time in order to listen to the content.

The people who actually purchase something are actually helping me build a sub list of qualified people. These people are willing to go into their wallet and take out their credit card and invest in learning materials, it doesn’t matter that it was only $10. I don’t want it to be a huge hurdle to get over, that is why I keep the price fairly low. The main purpose is to capture those people who are willing to purchase materials and also establish value for the mp3 and transcripts. By doing this people will now know that they are something of value and will be willing to purchase them again in the future because they know they won’t be free.

Giving everything away for free is not something I like to do because your whole back end sales won’t be helped by doing that. Qualifying people and establishing value is another goal of mine and this method as worked well for me to do both. By providing the actual call for free you will still get those people who are looking for freebies and be able to show them how much valuable your information can be. You also will be able to secure those qualified people who purchase the mp3 and transcripts during the up sell process. Offer them a deal at the time of registration for a much lower price, like $10. Also make sure you let them know that after the call that price will be increase dramatically to $47, $97, whatever price you decide upon.

Then at the same time you have also created a sub list of more qualified prospects. You could probably follow up with that sub list a lot harder than you could with your freebie seekers because they have expressed more of an interest based on the fact that they have proven that they will pull out their wallet.

You can charge for teleseminars as well as give them away for free. Both with leave you with different options, depending on what you are trying to sell and accomplish through your call.

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