Many salespeople are using educational seminars as a method of identifying prospects. Seminars provide an opportunity to showcase your product without pressuring prospects to buy. Many banks, accounting firms, wine merchants, and consulting companies use seminars to generate new prospects. Previously we mentioned that Edward Jones’s sales representatives often make cold calls on prospects. They also schedule seminars that provide prospects with an opportunity to acquire information regarding the potential benefits of investing in a mutual fund. Another popular seminar topic is the benefits of tax-free investing. A complimentary lunch is usually served before the informative presentation. When inviting prospects, be clear about the seminar’s content and always deliver what you promise.