Peter Winick explains when speakers should upsell: on the front end during promotion and at the point of transaction, not after. Two critical windows exist: a pre-event period when prospects take calls, and a post-event period when interest drops fast. Timing and value-added offers convert audiences into paying customers.
Hey, how'd that go? I got a standing ovation. Well, that's great, but what did you do to move the lever on the business perspective? And the time to upsell is on the front end, right? So letting them know that this is, you know, this could be just a great event for us, and it could be an hour and you'll learn a whole bunch of things, but here's some other things we can do. Can I put a survey out to your audience? Could we think about webinars? There are things that you can upsell at the point of transaction of the speech, and then there's also making sure that there's this weird period of time when you're getting ready for an event where everybody will take your phone call. There's another weird period of time after an event where nobody gives a crap who you are anymore. So timing is everything. I think all too often we wait till after to try to start that conversation.
