… sent an email to webinar registrants.

I sent it to the people who are already registered for my Word of Mouth Marketing webinar on Wednesday.

I asked just one thing: What’s your biggest question?

Two benefits to this:

First, it gives me a good sense of what aspects of the webinar people really care about. So I know where to focus (60 minutes goes by fast!).

Second, it’s an opportunity for me to connect with each of them, individually, outside of the event itself.

It’s fine to sell people stuff. But the real money isn’t in today’s sale; it’s in the long-term relationships that you build along the way.