Friday, April 24, 2015

Webinar Marketing Tips and Tricks for Virtual Presenters

I learnt a great deal about webinar marketing from WebinarJamStudio.  Here are the nuggets I weaned from the experts.
  • Use Webinar for:
    • Prospecting, Sales, Education, Conference.
    • Pre-trainings, Quick Starts, Interviews, Strategy sessions.
    • Content creation, Product Creation, Content delivery.
    • Be a Master Virtual Presenter.
  • The Recorded webinar video is as powerful.
    • 8 hours of content can be sold sold as a course.
    • Accumulate in membership sites.
    • A Webinar conference can 3 days long with 12 speakers.
    • Can sell Video training at $500. With transcript and mp3.
    • Repurpose the Replays. Always edit them.
  • How to price you webinar?
    • Attending live is free. Recorded video $97 plus $1000s bonuses.
  • Create a win-win deal.
    • Share customers with other speakers. All benefit. Build a list.
    • Be a speaker in other conferences and build a list.
    • After webinar conference, do a  1 1/2 webinar to new members.
  • How to attract attendance to your webinar?
    • On landing page. Write big bold claim, 5 benefits and a bio.
    • Big bold claim is something that people really want.
    • Test several big bold claims with FB ads and choose the best.
    • Rewrite bio for every talk to align with the event. 
    • Registration page: Why this? Why Us? Why Now?
    • Attendance: Irresistible title, unique promises, ethical bribery, action cards.
  • What is the best time to announce the event?
    • Announce 3 to 7 days before event (not earlier), then send out 3 emails.
    • The 3 email reminders: Send 7-4-2 days before event or 5-3-1 days before event.
  • What to say in the invitation emails sent out?
    • Each email present a different angle to introduce the speaker (build credibility).
    • One more email reminder: a few hours before event. one more an hour before.
  • What to present at the start of the webinar?
    • First slide. 3 points.  (20 minutes)
    • 1. Framing: eg. "Thank you for attending the webinar, you are about to hear a set of strategies that is going to change your life... I am super happy to be here because my passion in life is to help other entrepreneurs to succeed..."
    • 2. Then transition to your pain and gain story.
    • 3. A heads-up: "At the end of this webinar, I am going to invite you to join me for an upcoming event that I have... at the end of this call, I am going to give all the information on how to register for it..."
  • What to present after the 3-pointer start?
    • Ask a Question: a question to the money / math loop. e.g. "Give me the answer to this question... write the answer in the chat box... what would you gain in your business if you could get additional 10 referrals per week..."
  • What to present after asking the question?
    • Start teaching from the answers. "Now I am going to show you exactly how to get 10 additional referrals per week."
    • Share your best content.
    • Align with objections. 
  • What to present after teaching?
    • The PITCH: After teaching, go to pitch. Bring back the money loop question. " What I taught you today is how to get 10 additional referrals, however whatever I shared with you is just 1 hour of the entire series, there are lots of other things that you can do.  Let me ask you this question: how would it change your life if you could get 10 more referrals per week in your business?"
    • The slide shows... "Let me ask you a question..."
    • Then ask " How would you like if I could take your hand and walk you every step of the way and help you to make it happen, because attending a lot of these free webinars we all know that a tonne of people attending these things that you will leave today, you will not be able to it, not because you don't have the knowledge, but because you are not going to do it. You are not going to take action. Now let me tell you this, for the past ten years I have helping people, taking their hand and walk them every step of the way and help them actually really do this. Now think about your answer of how it can change your life and how I can help you to go to the next level. "
    • Then move to the program. "The way that I can help you is through so-and-so program..."
    • Then give the pitch.
  • What to present during the pitch?
    • If sales is More than $497, use stack tactic. Different components presentation. Each one different price. Show testimonials.
    • Put your course into difference components. Each component with several modules.
    • Present the first component. "The first component is this and it come with this module and this module and... and the value of this is $2970."
    • Then move to the next one. show a testimonial.
    • Then go to component number 2 and give the value of component #2.
    • Then say "The value so far had been..." show the value of component #1 and component #2 and then show the final value.
    • Show another testimonial.
    • Keep going until the value shows $10,000 to $15,000.
    • Next: "I really want you to be on my team. So I know if you are just starting, you won't be able to afford $15000 to get access to this course. As I said at the beginning, my passion in life is helping entrepreneurs to succeed. So what I am going to do is for a very special time and during this webinar , you have the time to register for this course for only a one time price of $997 for 3 payments of $397. "
    • Monthly pricing is higher than upfront price. 15% higher total. 
    • Finally, thank them, review the offer, give some inspiration and say "you have time to register for this course until midnight."
  • What about Q and A?
    • Q and A using chat box. Push them to use the chat box. "Go ahead and ask you question." All this during the talk.  No Q and A during the pitch.  No distraction. Ignore the Q and A in chat box during pitch.
  • Other tips:
    • Do down selling. Start with high price offer and lower it step by step. Easier than up selling.
    • Engagement: What (topic), Why (relevant), How (Execution 70% of presentation), What if (future).
    • Conversion: "Begin with the END in mind"
  • Where to get traffic?
    • Paid (FB, YT, Google),  JVs (Evergreen launches), Events (Stage and virtual), Word of mouse.
Learn more about webinar marketing yourself by going to WebinarJamStudio.  

Adrian Lee