How To Use Webinars To Build Your Business
Did you know webinars can be amazing for your business? The purpose of this article is to teach you specific ways to make your webinar incredible!
First, you can never let any technical problems get in your way. The webinar platform will lead you straight to your goals. But you must relax, work through problems that WILL come up, and keep moving forward. If you start today, webinars can be a huge part of your income.
The focus for this article is to teach you how to use webinars to promote your products. What I am going to teach you is webinar fundamentals that have led me to bring in thousands of dollars in my business.
This article will focus on strategies that work for new marketers. Using these strategies could double or triple your webinar income.
For the first part of this article, I will be talking about tactics. These fundamentals are not taught by the majority of companies. So you will want to pay close attention.
Webinars have the highest conversion rates of any medium. You can easily sell 100 to 200 products per webinar when done right. If you are selling high ticket items, $1,000 and above, it is easy to see the income potential.
Why do webinars work?
Webinars are scheduled events. Scheduled events, or things that are on our calendar, we consider to be more important. Think of the last wedding you went to and how much effort you put into getting there on time. We take great care to attend scheduled events.
Webinars get more attention. In a world where we are getting hit by a million things at one time, webinars allow you to have a captured audience. Webinars put your audience into a ready state where they are open to buying. With the right techniques, your webinar drives the audience into a buying experience. Remember, selling is a process of crafting an experience for your audience. Not spewing facts or pushing, but crafting an experience.
Let’s take a look at a dinner party for example.
What should you serve? Is it formal? Is it casual? This is how I want you to think about your webinars. You craft the variable situation that allows your customers to open up and be ready to buy.
Webinars are effective because you get to teach the audience everything possible. You can do an hour or hour and a half, but 70 minutes is ideal for selling.
People will perceive you as an authority if you do webinars and this is important. Our society likes authority figures. We believe people on TV and we believe what the authority figure says. Use your webinar platform to tell people the facts. This will increase your authority and people start to trust you.
When you do webinars people will start to assume that you are an authority. This is powerful. People are psychologically influenced to do what authority figures tell us to do. The more webinars you do, the more your emails get opened, the more your social media posts get noticed, and so on.
Ready for the “Ah Ha!” moment?
People love screen time. Everyone picks up their screens to look at social media while waiting. We look at a computer screen all day at work. We come home and watch the TV screen. We spend our life going from one screen to another.
Webinars satiate our hunger to stare at a screen. And by being the person who shows up on the screen, you will create profit in your business. There is a prevalent thought that staring at a screen makes life more interesting. In fact, most people refuse to put away their screens and this is how you are going to maximize profit.
But, if you do not have a sound business model, you are not going to make money from webinars. So let’s tackle this topic next.
Top Income Earner Model
The Top Income Earner Model does not including spamming your business opportunity. What is spam? Spam is posting valueless product images on Facebook, Twitter, or Instagram. This is an amateur technique and it is rampant.
The Top Earner Business Model does work and it includes webinars.
Step 1: Position with a marketing system. Your marketing system must provide your audience a professional website. Free content to capture leads. And live trainings filled with helpful information to increase value.
Step 2: Generate leads, leads that convert into sales. Webinars allow you to generate leads. You can set up your webinar so that everyone who signs up gets added to your email list.
Simple tip: Be aggressive promoting your webinar. You can jump up and down in promotion and it will be just fine with people. But, do this with your products only and people label you a spammer. What is the difference? Webinars are educational and increase value in people’s life.
Step 3: Develop relationships. People are only going to buy from people they know, like and trust. Presenting a webinar that solves problems positions you as the authority. Not just another spammer jumping up and down about a business. Until people feel like they know, like, and trust you they will not buy from you.
Step 4: Monetize.
1. Sell on HOT TOPICS. “How to XYZ” and “How to do ABC”… focus on your products that sell at the highest commission for you. Focus on selling items that have a wide appeal.
2. Consider selling 100% profit offers. Some of you are missing this in your business model. If you sell affiliate products and they are not 100% payout offers, you will are missing out on money. Focus on the 100% profit items you could include to offset this loss.
3. Sponsor people into your opportunity. When you do the first 2 steps right, you will get people asking you “so how do I join your team?”
The second way to sponsor is to do a consultation, you can offer this as a bonus: “When you buy this product I will give you a 15 minute consultation”. Use this time to diagnose what they need and offer the solution.
The webinar model is not about chasing people. It is all about attraction.
Your webinar must include a unique selling proposition.
Why? Your prospect has a lot of events. Team events, conferences, super Saturdays, kid activities, three way calls, Netflix waiting on DVR… It is easy to become overwhelmed! This is the state of the industry. You have to stand out among the clutter.
If you get out there and do a webinar that sounds like everyone else, and you will lose people. Everyone in the industry thinks they should get all pumped up about the exact same topics. If you host webinars on the same topics that other people are doing, you will get overlooked. Ok, so then what are you supposed to do?
Position yourself with a unique selling proposition. And make sure you include a hook. A unique selling proposition is an offer. A unique offer! Some benefit, or a promise to deliver a benefit. Be different than what other people are offering. “How to make 10k in 6 months” or “How to make money online” are pretty blah these days. People are not going to get excited. Come up with something unique you have not seen yet. Position your offer so it inspires people to take action.
Here are 2 bad examples: “Get more Facebook fans.” “How to make money by being a stay at home mom”.
Frame your title so that it is interesting. People should feel that every aspect of your webinar funnel is different than what they have seen. Picture the most unreceptive person on the planet and make them your target.
Start with a basic idea (like the bad examples above) and expand on it. Now include different angles, hooks, and the pain points your audience is dealing with. You have to understand what keeps them awake at night. Focus on re-wording your hook until it is unique and something no one else is offering.
Tactic # 2
Use triggers. The following triggers work well in webinars.
Social Proof (showcase results)
Reciprocity (You give someone something and they give something back to you). “I am taking time out of my busy day to train you and I ask that you stay throughout and give me 100% of your time”.
Scarcity (scarce items are more valuable).
Urgency (items expire at a certain time).
Business opportunity (I only have 3 spots available).
Be likeable (don’t be rude, don’t make false claims) Be YOU!
Capture leads with your webinar: All your registrants need to go to into your email list.
You want those leads to get added to your list. This is critical. It allows you to build your list which is your asset.
Tactic # 4
Swipe Copy Email:
(Send Day of the Webinar)
Title: Emergency message about tonight’s webinar!
You have registered for my webinar tonight (then put in the title).
We are currently overbooked and the space only seats (amount of registrants). Word is spreading about tonight’s webinar and more people are trying to pile in.
Some of you might miss out. So, get here early and stay for the whole time because if you leave your spot will be given to the next person waiting.
(And give them social proof of how many people have registered).
This is what I am going to teach you to do: (a few bullet points).
And this is why I am so different than what everyone else is trying to do!
Look forward to seeing you tonight on the webinar!
Tactic # 5:
Inject personality and passion.
Doing webinars is EASY. This is the absolute easiest thing in the world to do. Have fun with it, be passionate about your company and your business opportunity. Be ok with mistakes!
Tactic # 7:
Making mistakes at your 9–5 job will hurt you. You can be penalized for poor job performance and everyone is afraid to make mistakes. Mistakes are a big deal in the 9–5 job world.
But making a mistake on marketing is no big deal! You have to start out somewhere. Going from bad webinar’s to great webinars is easy. If you are giving it your all and trying… I guarantee that by webinar #10 you will be great.
You might be 8 webinars away from making $1,000 on a webinar. 1 webinar a week, only 2 months away. When you know how to make $1,000 per webinar you know how to make $3,000 per webinar you just scale it up!
Marketing is just about trying it out. You test stuff and you try it out and then you get better.
Anne DiVitto, Co-Founder Intentional Marketer University