speaker 0:   0:00
how to make a boatload of money from Webinars on today's episode. Today's episode is brought to you by fresh books. Accounting and bookkeeping mistakes destroy thousands of small businesses every single day. Bookkeeping doesn't have to be hard. Turn to the number one invoicing software for small businesses. Start for free today at serve no master dot com Backslash Fresh books Are you tired of dealing with your boss? Do you feel underpaid and underappreciated? If you want to make it online, fire your boss and start living your retirement dreams now then you've come to the right place. Welcome to serve no master podcast where you learn how to open new revenue streams and make money while you sleep. Presented live from a tropical island in the South Pacific by best selling author Jonathan Green. Now here's your host looking on social media today, looking for ideas for what I wanted to talk about. Have a couple of things going on in my life and kind of swirling, and I'm some of the things that I want to cover. I'm gonna block about some of the things I always want to put in a podcast episodes, and I'm always looking for new ideas, and I was thinking about Webinars again and thinking about how powerful they are. And I know we've had some previous episodes about Webinars Minos thinking Maybe today we can cover was ways to get even better webinars and ways to really advance your technique. And so I was doing some research and I found a couple of articles that had a huge number of shares about howto have better webinars I had to put together. Webinar and I looked at their content, and it was I would use the word garbage. But it's insulting to garbage to use a term like that. They were giving advice like have a good topic to top of talk about and think about asking smart questions and decide who's gonna be the speaker. None of that's useful. I'm really not interested in interesting sounding lists that don't have actionable intelligence, because that doesn't actually help you. So what I want to take you There was a couple of techniques that are actually gonna make you a bunch more money and understanding the way Webinar Dynamics works. The key to a webinar success, and I was amazed that none of these articles, I looked at several that had hundreds or even thousands of social media shares they never talk about. It's all about the live event. It's about creating a moment. See, I can record a video with the exact same content, and it won't work. The format for Webinar on the format first sales video are completely different. When I'm writing the content for a sales video, I follow very, very strict formula that covers nearly every sentence. Every word there is designed in a specific way. Webinars Air run differently. Now you can, and we'll talk about this. In the later episode, you can run automated webinars, which our technology that makes it appear like it's an event. But it's actually not now. Auto webinars will always convert lower than the real version. You could do the exact same presentation, but something about the technology people can feel, or if they're not sure that it's not live. Something will affect the sales numbers, and you'll go from converting its 6% to 5.45 or 5%. So you will notice a different performance. Even if you do some very advanced technological things Now go to Webinars only alive with our platform. Go to him. It isn't. You do auto webinars. You have to use different software right now, but there are ways to do and play a recording through Go to Webinar, where appears like a live webinars, even though it is a recording, and even when you do that, you still get a dip. So let's talk about creating that sense of live event live engagement. Part of it is having a specific time, one of the things that you'll notice whenever you have a skilled presenter some of experience on the webinar They'll never say anything that mentions time or seasonality, a classic mistake that someone makes when they're first. Starting out Webinars is to say, like, Oh, it's nine in the morning. It's perfect or oh, I'm so ready for Christmas in a few weeks. As soon as you say something like that, you date the webinar and you'll notice it's often considered a glitch in movies. Many movies. They try not to put a specific date, either. The movie is very specific about the year where it occurs or tries to hide it. If you watch TV shows, there's a really popular TV show right now. And again, this would be me dating who This episode will get dated if I name a TV show that gets cancelled in a few months, the moment the show's cancelled that would date this weapon over. There's one about the eighties and they always say, Oh, it was September 8th 1980 something They never say this specific year because they're trying to give them an entire 10 year band with toe work around to kind of cover different eighties nostalgia episodes. The reason we don't say, Oh, Saturday Oh, it's this day is because we're going to as a presenter, user replay or use an auto. Women are down the line. We want to be able to reuse the content if possible, so you don't want to say anything that gives up the specific date. Now this is a little bit of a balance, right? We're trying to make it seem like an event, so just start off your weapon or you do want to let people know that it's interactive and it's live now. Depending upon the registration software you use, you may only have first names. You have first names and last names. Sometimes this happens quite often when you use ah partner software program to grab your registrations if you only use email addresses. So if you register people using lead pages and you link it up and you can sink up through a p I to go to webinar. But if you only capture an email address and say, Hey, register, just give your email address instead of populating with names your entire list, We'll just a friend, friend, friend, friend, friend. The default first name that goat webinar sends to presenter is the word friend. And if it's your first time and you don't realize this is gonna happen, right, you think, Oh, I don't want to ask for names normally with an option for me. Don't want to ask for a name, because then you lower the number of people that joined, You know, lower the number of people that will opt in. We'll give you their email address, but here you're getting people to sign up for a specific event. The reason you wanted capture at least the first name. It's so that you can talk to specific people. So if someone asked you a question. You know who asked you? So this is a little glitch to warn you about. So I'm also long way gonna share some of the common mistakes and how you can avoid them. When you start your webinar and you have a list of names, whether it's five minutes, 10 names or 20 names, you want to start off creating as much engagement as possible. Really, engagement is everything, because that makes it feel like a live event. The more you say something to people or answer their specific questions, the better. Now there are gonna be questions that you want to specifically avoid for particular reasons as you get down the weapon or I'll cover those in a moment. But to start your reverie and say, Hey, I'm so excited. Everyone's here. If you can hear me, just type yes, in the chat box. What we're doing is training people to communicate with us. We want to get people responding to our messages. The more people reply to what we say, the better engagement leads to more sales leads to more business, leads to more attention, and also there will be a certain number of people that can't find the chat box so we're trying to do is get them to look for it before the content starts before we go into the content. The second reason we're asking this is to see if there actually is a problem. So I often times will send a message to everyone via text. It says, Can you hear me? I'm doing an audio check. So I want to make sure sometimes the audio is messed up. About 10% of the time. There's an audio glitch. I haven't had one lately, but I have had them in the past. And so I am checking things the second then you say and is Oh, where you're from. And there's a very good reason you ask this. You say, Oh, if you're online right now, tell me where you're from and tell me how you're excited or tell me your first name and where you're from, things like that. If if all you have is friend, friend, friend, you can ask people say type in your first name and where you're from, and this will allow you to engage better. And in fact you can actually get people while they're logged in to go to heaven and then collect on a box and add in their name live if you want to go to the next level. If you really need their information, you can adapt on the fly and get that information. Get them to manually do it. What I like to say, Oh, look, it's Lisa from Charleston or oh, it's Jenny from West Virginia and you say the first name of people where they're from that tells those people it's live and what you really want is to get every single person to give you their names and where they are so you can say, Hey, so and so from so and so. Each individual person has to hear their name and where they're from to be 100% sure it's live. So if you say 90% of the people that 10% whose names you didn't say, they're still not sure, because guess what. I can do fake names and fake towns all day long, but this allows people to create a certain level of engagement and especially, I like to say specifically about each all you're from Virginia that's going to college or you're from Australia. I've never been there, but I've been in New Zealand, and then usually people respond to something. If you say something, they start responding the chat box. What you want is really, really active chat box. Then you can start your weapon, and some people like toe start off by saying things like, Oh, please, turn off the television, Please stick notes. Sometimes I say that sometimes they don't. I don't know that it makes a really big difference, because guess what, 90% of time I'm gonna webinar. I'm doing other stuff, too, When I'm watching someone else teaching, I get bored by really long webinar. Some people, unfortunately sometimes to our webinars convert really well. And so sometimes I'm attending a webinar, and it's really long because the person knows they make more money if it's longer, even though it's more boring. It's unfortunate, but that's the calibration. My webinars tend to be about 20 to 30 minutes. I really want to teach something really, really valuable quickly, and even if two hours would increase the conversions, I just can't do it. I can't be boring, okay? It's like the balance between integrity and profit, and we all have to find where we are on that. That spectrum, but we want to do is create engagement. And throughout the course, the webinar you want to ask questions, and there's a couple ways to do this. You can set up with every different piece of software with all the different webinar platforms. And with all the auto and platforms, you can ask questions and surveys and say, Hey, click number one for this number two for that 34 I don't like to do that because I don't like to set up the technology in advance. I don't have enough faith in the survey software. So instead, I'd like to say people, Here's Joyce 123 or four Type your answer in the box. I'm much bigger fan of that because it encourages people again to use one way of communicating with me. I don't want to get them clicking this type of box and click in this type of survey thing. I don't like to overwhelm people by giving them too many different ways to communicate. Just saying type in the chat box over and over again really works and you'll get a lot of open form answers. Hey, tell me what industry and what I'm gonna do is a specific example. So let's say that I was gonna do a webinar about networking. You know, I've been talking about networking a lot lately. It's because it's on my mind and you know, I'm working on this conference and I'm working on my Web in our product. I'm going on my networking product. I'm thinking about some extra bonuses to build into it. I'm actually thinking about ways to improve the product right now, so networkings a lot on my mind, but we're on a networking weapon. I'm teaching, using never networking techniques. That would say, Hey, tell me what industry Aaron, What would be your dream result? What would you love to have happen in your life? Who is the perfect person to meet to grow your business and I'll type in the name of your industry and the type person you'd want to meet? And I'd say, Oh, you know, if I was using the example from about 10 episodes ago, I did on episode about networking, talking about becoming a director in Hollywood. So if someone said, Oh, I'm a screenwriter and I want to meet a director in Hollywood or Amanita big producer so I can get my script read and I would go great. And then I would use that and start talking about that live or maybe you'll say, Let me make sure that you're interested in this. How many people on this call are interested in becoming author? How do people care about that? How many people arm or interested simply about building an online business and the financial aspect? How many people want to be an offer to make money, how people want to be an author simply to use it to create cachet and respect for others of their business? This information is critical because it allows me to adapt on the fly. Sometimes I'm under webinar. The thing about to teach, I realized no one wants to hear. I realized that 80% of the audience I was wrong about having this engagement lets you change on the fly, so engagement throughout the weapon, and again and again you'll have things now you also want to say very critically. I'm not gonna answer all your questions. You type in the chat box, but there's so many coming in. I might not see one. If I miss it, I'll try to answer at the end. The reason you want to plant that seed early on and say I'm gonna answer a lot of questions. Type in the chat box is you have the questions, but we have a big queue and athe end. The question answer section is very, very, very valuable part at the end of the Web site that we used to increase our sales, to overcome objections and to make more money. We want to use all that question answer after we've made our pitch. So the first part of the weapon of the first part of the content should be something really valuable, very valuable. Actual step. There's two ways to create this. One school of thought is to walk people all the way up to the door with a technique you say. Okay, here's how you do a B and C to get you in position, but if they want to find out d the part where they actually make money from the implementation, they gotta buy the course. That's a common sales theory. That's how a lot of people teach you get people a lot of excited. Another format is to demonstrate and show off a piece of technology or show off how doing something to make people a bunch of money. I was recently on a webinar about buying and selling textbooks on Amazon, which is getting really hot right now. It's really interesting and really exciting. Who, by a textbook from Webinar by text book from Amazon, not from a weapon or bite for him, is on itself back to Amazon for more than you bought it for. The problem with this business, far as I'm concerned, is that right now there are three or four people selling, of course about this, and they're just on the webinar circuit. So there's thousands and thousands of new people getting into this business, which means it's going to die out. Probably it will be great again in a year once all those people give up, but it's too crowded of a market. You can't have thousands of people trying to buy and sell the exact same books, but it is interesting was on that webinar. It was a two hour weapon, and the guy's been ages. Just talking about showing off the software how much money you could make it. That's a hype Webinar that's getting people really, really excited getting with chomping at the bit Everyone starts going. Just show me the offer to show me the offer. Show me the offer. How much is gonna cost? I want to buy it. Just give me the buy button. Start getting those questions and you wanna wait until it's the right time. Your weapon. I tell you it's part of your pitch until your you have the slide, where you given the link, The type of woman that I like to do the most that I prefer to do that has always worked well for me. I've tried the demonstration, so I wouldn't just It doesn't fit my personality. That style works best for me is to just teach something I'm excited about. That's really actionable. I want to teach something that you can do so even if you don't buy the offer at the end of the webinar, your time wasn't wasted, so the structure of the weapon or I like to use is 20 to 25 minutes of teaching. He really saw content have some engagement, long way we asked him questions. Make sure going on the same path then, when it's time to announce your offer. This is called the pitches where you pitch your offer. This is where you announce what you're selling because this is a webinars about selling something. It's a format for making a product and selling something and making some money, right? So when you're in the pitch portion, what you do is there's a lot to creating a sales pitch. And you can watch infomercial to get the right idea. Because this is the same format. Well you want to do is build up the value of what you're offering. Say, how much would you think something like this should cost? How much would you pay someone if they said to you, Hey, I'll double your salary if you I'll tell you one little secret and you know the office door and say I want 100% raise and you get it. What would that be worse to you? And most people say I'll be worth six months salary where two months salary. There were $20,000. Whatever right people start creating value. You want people to price the result of your course product software, whatever, rather than price your training. Say, what would you pay for a course teaching how to get a raise? 100 bucks? What would write? People don't value the same way. But what would you put a price on? Paying off all your cars? Paying off your house? What would you put a price on doubling your income? That's the way you do. What price would you put on extending your life by 30 years? Getting rid of your diabetes, reversing your hypertension problems, getting your youth back senior feet again? Price the benefit that they're looking for. When you start saying that, then you say, you know what? This course is also what I want to take to the next level. This entire training I put together will help you reverse your type attention, But not only that, it's specifically designed. I put together a special bonus combined with this that will shrink your belly. You'll actually have a six pack. Not only that, it's gonna give you back your youth, and it's also gonna reverse your type two diabetes, and that's the third bonus. So I've got a special course to help you tighten up your belly specifically. So you start feeling sexy again and another bonus thrown in there to really maximize the value. This is of course, I normally sell for $297. I'm gonna include it today because I'm excited to have you here department, special audience. I really care about you. And we're gonna reverse your diabetes. So we're gonna take care of two of the biggest medical problems you have. Six of the top 10 causes of death in the United States. The most common cause of death or caused by diabetes and hypertension. Working in concert. They're often the cause behind other things that kill people. Stroke, heart attack. They're all caused by hypertension. High blood pressure, which leads to diabetes. They enter a cycles. We're gonna shut all that down. What would you think living an extra 35? 40 years would be worth. Would you rather live to 64? Would you like to be 100 and seven when you die? What would that be worth to you? And you see how exciting that isn't. Building up a lot of hype and not in a bad way. Right? You're still saying the truth, but it's let's focus on the greatness and what a difference your life will make it will make. This is the difference between a price and catalog and a sales message. So you're creating your sales. Message it. There's a bunch of different clothes you can have in webinars and different techniques where you could talk about logic, closes and emotional closes in the fear clothes and the crossroads close all these different ways of getting the sale have different names. But what I like to do is make the pitch very short. Say, here's my offer. Here's how it's gonna help your life and I say, Look, I've got a bunch of bonuses. You have much of bonuses for you. I can only guarantee them till the end of the webinar as soon as we hang up the phone. As soon as we end this call, I'm not sure how much longer I'll leave the bonuses up. They might step for a little while, but I can't guarantee it, and you could take the bonuses away or not afterwards. That's really up to you. But what you're doing is creating a sense of urgency because It's a live event. You can say, I'll give you these things long as we do and I say, Hey, you know what? I know you need time to make a decision. I don't want to rush you. So guess what? If you're not sure, if you want to make this purchase right now, ask a question because as long as you're asking questions in the Q and A all stand here and talk now, the reason we do the Q and A after the pitch is because there are certain types of buyers. There's the type of buyers and person goes fine. Let's do it right away and they buy as soon as you post a link. The second group of people are They need a little bit of time to decide, so they're just thinking about it, and they'll part just sometime in the Q and A. And then there's people that will purchase at the very last second. There's there's no more questions. You want to kind of grab all three groups of people, and by creating an incentive for asking questions, you ensure that people do ask questions and the last some really good ones you know. Oh, I'd love to. You know, Lord, wait and reverse my hypertension and fight my diabetes. But guess what? I can't exercise anymore. I don't have the ability to run. I haven't run or walk out of flight up a flight of stairs in 17 years. And you Hey, that's a great question. Guess what My courses about Starting off if you can't even walk, I start up with exercises you can do just sitting in your chair so we slowly start to change your life. And so now we've overcome an objection that allows people to ask their questions. Oh, I would love to buy your course about finding true love, but I'm 37. Is it too late for me to ever find someone to love me and marry me? Great question. This is specifically designed to help people older, 67 years old. A lot of my customers are actually the sixties and seventies, and they're trying to find love one last time because they've lost a partner. It's never too late. So of course, a 37. This will still really help you. So you see how I answered. You answer one person's objection, but you're actually capturing the entire group because you're saying actually help people, even their sixties and seventies. It gives you a chance to give a wider answer to the question and overcome those objections. So having your kun ate the end has a lot of value. It allows you to create a sense of urgency, allows you to tie it into the offer. So people ask questions so they have time to decide. So people who are like I'm not sure they'll keep asking questions. They have more time and the questions they ask her often objections or the answer to almost every question people ask you, is going to increase your sales, increase the value. Now there's some other things. Weaken. D'oh! There's some pretty cool techniques. One of the things you'll get is people will ask questions. You don't want to answer one of them if you have a course that you're selling and it's different prices for different people or your you do custom packaging, depending on people need, you don't want to say the price. Sometimes you just want people to apply. For example, for my private coaching program, I often times most of time my weapons were doing group books or other things I say just felt the application for I don't want to say the price because I would rather talk to more people planning people. I talked on the phone. 80% of people I talked to can actually afford the course, and I said, Oh, it's $5000.7000 or 2000? Whatever I'm going to say if I said a huge number, they wouldn't fault the foreman. I never get to communicate with them, and I don't want to lose them. His tribe members see, I have training, as you know, on my website to help you get started so you can start off making that 1st $1000 a month. So I still want to help you, even if you can't afford my high ticket stuff. And I love talking to people, so I don't want people get left in the dust and you answer that one question. Someone asked the question cause I don't wanna waste my time. Hey, guess what I get to decide how to use my time. That's my perspective. So it's very important to know what your goal is, and you could drive in that direction. Now, if you want to release the price, you certainly can. You can say Oh, you know, you all said this. We were $3000. Guess what? Not gonna charge 1500. I'm in charge of 1000. This is 7 99 is listen, 25% of what you guys guess this course would cost. So you can do a price revealed Just depends upon the method you're using. But you want to build up a lot of value make. You'll think it's gonna be $6000. What do you mean? It's $89 of course. Gonna buy it for 6000 other techniques you can do to close the sale. You could say Oh, we've only got 50 spots. If you're selling type of service, we have a limit number spots and some of my friends do this. We'll say I've only got 50 spots and sometimes they're looking. They're sold 47. They gotta get three more sales toe, fill it out because they have to pay their staff and still say, Oh, wait, Tommy, you know, and some things you can say, OK, one of things that's really great is you say? Hey, type in the chat box, write down what you purchased and why? Why did you if you place orders, say, Yeah, I just placed my order. I'm so excited and tell me why I want to know why you bought it If you didn't buy it yet. Please tell me why in the chat box as well and someone say, Oh, I'm Tammy from Wyoming. I bought because I'm so excited to be sexy for my husband again. And you go, Oh, Tammy, that's so exciting. I'm so glad you made that purchase. I can't wait to hear about things. Please. In six months EMI fault email. Tell me how steamy things have gotten between your husband again and other people here that they go. Wow, Temi Temi. But that's a good reason. You're creating what's called social proof, which is where people say, Oh, other people are buying it. I should buy two. They get caught up in the excitement of the moment. This is the same thing that happens at live auctions. It's very good, because again you're showing people real things, and again you want to use real buyers. You don't want to pretend someone wrote a reason, right? You wanna make up, Tammy? I don't do that. One of the other things you can do is you could say, Tom Johnson. I'm so glad you bought Tom. If you type in the chapel. Wait, Tom. Why did you buy twice, Guys, it turns out we're not so that we've got one spot left. Tom, don't worry. I've just re funded and cancel your second order. You're not gonna get double billed you're still in. This is a very advanced technique because it makes it sound like it's sold out. Await. We've got one spot left here. Get that. When you're a little bit massaging the truth, you're creating a little bit of sense of excitement. I think that, my friend, develop that, cause that actually happened once on a call. But the idea that people still most so excited they bought twice and Oh, wait. I'm gonna open up one spot left. I've got one spot left. That's awesome. And that will actually get you three or four sales that will bump your sales. Another couple of units when you say that one. It's a very powerful technique. And again you have to decide where your if you think it's too sly or not. I think that one's okay because it's just creating a sense of excitement. And you're saying, Hey, we've got spots left all these little things they're very valuable and they allow you to get through the interview webinar and again because you've been engaging right that engaged. We start at the beginning. We say, Hey, can you hear me right now? That is why people now at the end there asking questions in the kuna and when people, right? I didn't buy your course because I can't afford it or I didn't buy her course because I think you're a liar. I didn't buy her course because you kind of sound like a jerk. I've gotten all those and you go okay, that's a good feedback. And what's also great is each of those people say I couldn't afford it. You can email them and say or send them a direct message ago. I totally understand. Here's something you might find really valuable. A lot of people who enter my funnel or learn about me I don't have any money to spend. It might be one of those people too. There's people that are hot, different forms of assistance or welfare there on the dole, and I get that and they want to break off. And I have a great deal of respect that you want to start earning your own money. You wanna start general your income great. And that's why I have so much training to get you that 1st $1000 online. You can make for 1000 bucks in next 4 to 6 weeks. You're willing to put in three or four hours a day. You can easily make an extra $1000 so easily over the course of the next month. Six weeks at the outside, and I provide that training so that people get that first taste of making money online. So I don't want to lose people. You know. They can't afford the expensive stuff. That's my approach to business. Some people are like, If you can't afford it, go find someone else. That's fine, too. You don't have the time for extra stress. I get it. I don't want to pressure you doing. You don't want to d'oh! But either way, getting the feedback lets you know. Oh, my sales numbers were to softer than you look and say, 90% of people said it was too expensive. One of the big mistakes you could make this pricing yourself out of the market. I see this on products all the time on physical products. I saw someone on TV invented these light up sunglasses and you want to sell them for, like, $25. And this investor was like, You know, if you sell, is it $20? In 1999 they become an impulse buy, and you'll sell seven times more units. You'll make a little bit less for unit, but you'll sell millions and millions of dollars more units. And sometimes people go, I don't care. I don't wantto diminish the value that we create this artificial valuable product in our mind. Epstein's Before people sell, I want to sell something for $1000. People look at me and in a white zone blueprints for $7. How can you send a cellblock blueprint for $7? How can you have a course on blogging that hundreds of dollars and another one at seven or since? Because sometimes people just need something really beginner, really simple and I don't wantto price myself out of the market. I don't want people to feel like the only wayto interact with me is to spend $1000 of me. It's about understanding her audience and what your methodology isn't who you're trying to bring in, see. My stuff works. Now if your system doesn't work, if you're bringing people in and you just wanted to buy something, but you know they're not gonna make the money back. Well, of course. What's the point of having free stuff for a chief, Of course, of none of your stuff works then it's a waste of time, but my low level stuff works. Someone go through it, earned $1000 buy my $100 course to buy my $1000 course with the profits that they get from my free stuff. I'm okay with that. That's a real value. That's the reason I have that approach. So when you're designing your webinar when you're thinking about the structure of a webinar, these are some things you can add in some of the spice to bump up a webinar that only sells one or two units to one that selling 10 or 20 units to really get those high conversion numbers and start really growing your business. And that's how you can make a boatload of money with Webinars. Thank you for listening to this week's episode of Serve No Master. Make sure you subscribe, so you never miss another episode. We'll be back tomorrow with more tips and tactics on how to escape that rat race. Head over to serve no master dot com forward slash podcasts Now for your chance to win a free coffee of Jonathan's best seller, serve No master. All you have to do is leave a five star review of this podcast. See you tomorrow. Thank you for Listen to this episode of the serve No master podcast. Follow me at facebook dot com Backslash serve no master.