As sales tools, one good webinar can single-handedly put your business on the map. In one day, with one presentation, you can generate more revenue than you have the previous 3 months…
That’s how it was for me anyway, the first time I ran a webinar. I didn’t have a list either!
Now days, you can run traffic on Facebook to your landing page and start getting sales that night!
There are 4 reasons why webinars consistently outperform sales videos online:
- Your webinar is an event. Scheduling a webinar to start at 3PM EST or 6PM PST forces folks to carve out time and schedule it in their calendars. If they miss it, they also lose out on the chance to ask questions!
- You naturally increase likability. Being that webinars are often imperfect, you show off your human side. Since webinars, at least start out being delivered live - there is a certain amount of content that is unscripted!
- You'll deliver valuable content through your presentation and by answering questions. By sharing your processes, beliefs, teachings or systems; you are helping solve real problems in your attendees lives...
- By the time you get to your pitch, you have a captive audience! It's true that not everyone will stay for your pitch. But those who do are there because they want to be!
With webinars, you can sell pretty much anything, at any price… That includes high end courses, coaching and consulting, and service based gigs.
The trick is to know how to structure your content and move from delivering value and content to making your pitch.
Lucky for you, we just added a webinar creator inside Scriptly, called the Webinar Wizard!
Aside from making webinars simple to put together and export as a PowerPoint file, you’ll also get all of your sequencing right so you know that the event you put on will generate sales!
Now, let’s talk about a few things you can do to increase your webinar sales, right out of the gate!
I’ve personally done close to 600 webinars, and I’ve tried lots of different things – from offering cash and gift cards, to giving away scholarships to a lucky attendee…
What you see here are the tricks that have withstood the test of time and work brilliantly for boosting webinar revenue.
Include A Fast-Action Bonus
One of the biggest problems you’ll run into is getting folks to jump over the fence and take action. That doesn’t sound like a difficult thing, but you’d be surprised how people will delay their purchase and never come back and buy.
A good way to prevent that and get folks to take action right away, is to offer a Fast-Action Bonus (FAB).
Your FAB should be pretty awesome, in it’s own right. The best one I ever ran was where I offered to send 2 DVD’s and a workbook to a new customer’s house, in the mail!
Oddly enough, it was a last minute decision I made and the webinar went so well I had to overnight a DVD printer to my office, set it up, and burn 160 DVD’s the next day (80 sales X 2 DVD’s each). That webinar was only supposed to be a test and I had a 52% conversion rate!
Give A Free Download To Attendees
It’s always great to offer an incentive for the people who make it to your call. During the webinar, give away a PDF of something that’ll make the rest of the presentation go better.
- A checklist walking your attendees through a crucial process...
- Screenshot-based tutorial that your audience can download and print out, allowing them to concentrate on your presentation rather than taking notes.
- Printouts of the slides, so they can keep the presentation safe and implement it easier.
- List of resources (including your products and services) that will make it easier to accomplish the goal they're looking to achieve.
This can be done easily by including a link in one of your slides with the URL of the download.
Encourage Interaction By Asking Pointed Questions
Make it a habit to ask a pointed series of questions, to engage your attendees early on. I usually work these in right after I introduce myself.
(The other good reason to ask questions early is to foreshadow some of the content that you’ll be sharing… Ralph – make sure to watch out for the step where I talk about finding good rental properties online…)
There are 3 questions to ask:
- Question 1: A general qualifying question that should apply to everyone on the webinar. An example might be, "Who here has a few bruises in their credit report."
- Question 2: Something a little more focused, like "How would you like to qualify for a mortgage without going through a traditional bank?"
- Question 3: A focused question, preferably about the content of the webinar that's coming up... "Example: How many of you would consider a private lender?"
The idea is to engage as many people as possible, while also pointing them to the training that’s coming out, as a process that will help them.
Call Out Sales And Action Takers
Everyone likes to be mentioned, especially when they’ve just joined a group!
Announcing sales as they come through does two things… It encourages folks to sign up because they know that aren’t the first ones to join, and it helps acclimate them to the course and the group as a whole.
You can either pull up your sales records and announce their name that way…
Or, you can have them write in in the chat box as soon as they completed checkout!
The latter is probably the better way, since folks who want to be called out can be, and the ones who want to remain anonymous are safe too.
Reveal Your Process, Step By Step
Lots of webinars out there are filled with a bunch of fluff and stuff that doesn’t really matter…
You should always strive to give your attendees as much value as possible, since they’re taking valuable time out of their day and spending it with you.
Reward them for that, and reveal a process or a system that will help them get to where they’re wanting to go.
In fact, you can dovetail the process you’re revealing into the course that you’re offering at the end! That way, but the time the pitch comes, the already know the steps. What they lack are the pieces that get them from Point A to Point B!
Offer A Free Consulting Session
If you’re selling something that’s over $1000 in most markets, you’re going to want to close your webinar with a pitch to a sales call or a ‘strategy session.’
So, rather than offer a course and a link to a ‘Buy Now’ button, invite them to pick a time on your calendar for a call.
Ideally, after they choose a time, they should then fill out information about who they are, what they do, and what they need help with.
These strategy session signups are the reason we created TimeSlots, which is available to you for free for 14 days!
Use A Countdown Timer
Lastly, if you really want to create urgency on your webinar, offer a Fast Action Bonus for only 15 or 30 minutes while you answer questions…
I’ve used this one before!
Ideally, you only use something like this on a cheaper product – something that’s below $100. If folks feel like you’re forcing them into a $800 purchase with a false sense of urgency, it’ll decrease conversions (and also give you quite a few unhappy buyers!)
One of the best things about the Scriptly Webinar Wizard is that all of these revenue boosting triggers are included!
From inside the software, when you start creating your webinar, you choose whether you want to include a Fast Action Bonus or a download link…
From there, you continue answering the questions in the form while your webinar is built in the background for you!
If you need anything at all, make sure to leave me a comment below and I’ll be sure to help!