Getting follow-on business from your programs is key to building and growing a sustainable business. Plus it’s a whole lot easier than trying to find new gigs and new clients all the time.
But, it’s not always easy to know what to offer next. The first step I always recommend is asking the question I learned decades ago from Lisa Sasevich and T. Harv Eker. It is this:
“If your attendees got everything you promised in your talk, training, workshop or webinar, what problem or challenge will they still have?”
Then you offer a follow-on program that alleviates that challenge or solves that problem. Sounds simple, but how do you know your answer is correct? What if you can’t come up with an answer?
One of the best ways to validate it is to stay in close contact with your attendees following the program they just attended by offering a follow-up session (or monthly/quarterly follow-up sessions). This way, you can find out how they are doing and what they need next.
When I deliver my Corporate training courses, I include a 1 hour check-in call 2-4 weeks following the session with all the participants to see how they are applying the skills. On the call, I offer live Q&A and coaching and find out what they need next.
Here are some questions you can use to kickoff that follow-up session:
