Irresistible Event Registrations: How to Overcome Objections
About Affordability
First and foremost, make sure that your price fits the target
audience, topic, competition and image in the marketplace. As
with any product, your event is "on the shelf" next to
competitors and other options. If your price is too high
relative to your customer's wishes, they will go with another
service or just do without.
Register now, pay later
Why do so many products offer payment plans? Because they work!
Offering payment options can be an excellent way to get your
customers to sign up immediately. If they can pay over time,
they may avoid budget challenges and constraints. Offer
"register now, pay later" or an installment plan if your
organization can accommodate the accounting practice.
Discounts
Who doesn't like getting a deal? Discounts are an easy way to
promote attendance and they are proven to create urgency. Give
discounts for early registration, group registrations or to
those that register for more than one event at a time. If you
offer a certification of any kind, offer a sizable discount for
registering for the whole series up front.
Scholarships
For an event? Yes! Offering scholarships to a qualified person
or group is another way to attract your target market without
burdening them financially. It could be for kids to attend, for
non-profit attendees - just about anyone you deem appropriate.
Plus, it's a feel good thing for helping someone out.