Want to sell with your webinar? Actually go for the close at the end or generate an appointment for your reps to follow-up immediately? Stop wasting the audience’s time with blather about your speaker.
Ok, it will take more I admit. The rest can be done by getting to the point fast and helping your buyer become attracted to the idea of talking more about the itch your speaker just scratched. Here’s a three-step process to getting that done.
You Have the Email but not a Lead
The word webinar itself has a negative connotation. At best it is something your prospects attend while they check email and put out any number of fires. You might argue, “Sure, Molander, but I have the prospects’ email.”
True. But you don’t have them on the way to becoming a lead. You blew it. How? By wasting every single moment from “go.”
It’s time for tough love about your Webinar and the lousy leads it’s sending to sales. Of course, I’ll also offer three simple steps to help produce Webinars that spark customers’ curiosity in what your solution can do for them.
No. 1: Avoid all Introductions Like the Plague
“I find the need to hear the presenters personal story for 10-20 minutes a huge turn off,” says sales coach, Iain Swanson of UK-based Kolzers. “In most cases I have literally switched off and missed the content of the call.”
Enough said. And let’s face it. You’ve probably done the same. Or perhaps you make it habit to join the webinar late in an effort to avoid the irrelevant blather.
This time-wasting tradition needs to stop. Right now. How? NO introductions.
Your potential buyer isn’t attending the webinar to hear about the backgrounds or experiences of the presenter. Nor what the sponsor does, for whom or how well.
They’re there for one reason: To take from you. They want as much as they can get, for free, as possible. Why? They’re human.
Let them take. Let them gorge.
Just structure the way you release the information. Copywrite it. Yes, copywrite it. Scripted? Yes but only for the pros. If you come off as canned you can kiss the leads goodbye.
Start by canning your introduction. Shock your audience by immediately getting to the point. They’ve already qualified the speaker. They’re there, after all.
Brighten their day. Surprise them. Make them think, “WOW, he/she just skipped the boring introduction stuff!”
This is how to sell using Webinars. Trust me, it works.
No. 2: Promise Viewers Something They Don’t Already Know—Then Deliver It Fast, Clearly
Start your webinar by telling prospects, “You’re about to hear information that you probably don’t already know.” Then, follow the Golden Rule of communication. What if prospects already know most of what you’re about to tell them?
You’ve designed the webinar to fail. Just like a whitepaper that looks sharp but is worthless, your Webinar must contain useful information and new know-how, tips or knowledge. If it does not contain enough new information you will not hold the audience.
Build in useful, actionable and fresh information and present it according to the Golden Rule:
- Tell them what you’re about to tell them (the main insight, short-cut, better way or remedy)
- Tell them the “better way” (at a high level, yet specific)
- Tell them what you just told them (come back and remind of the main point)
This approach serves the most essential goal: Getting customers clear on your message. Without clarity your webinar will fail.
Remember the last time you were clear—really clear—on something? Remember how you felt?
Remember the sense of confidence that came with your “ah-ha moment?” You might also recall a feeling of wanting to know more—wanting to have more clarity, more confidence. That’s what we’re after.
That’s your webinar’s job: get buyers crystal clear, confident in themselves and trusting you.
No. 3: Help Them to Want to Know More
When is the last time you attended a Webinar and learned something new? Think about a time when the presenter gave you everything they promised they would at the beginning of the presentation—and more. Did you want more from them? Were you ready to act on that impulse?
Give your best insights, tips or warnings away. Give away all of your best knowledge. All of it.
“But, Jeff, giving prospects my best advice for FREE will help them to do it without me!”
Doubtful. Be careful to not confuse customers qualifying you with what you perceive as their purchase intent.
The act of looking for answers does not always translate to customers’ wanting to do what you charge money for themselves. Even when it does “signal” a customer’s desire to do it themselves, what customers want can change.
You want to be there when it changes.
Most importantly you need to create a craving, deep inside your prospects. A desire to know more details about your big claim, better way, short-cut or system.
The only way to get prospects hungry for more of you is to attract them to the idea of talking to you. Attraction takes a reliable, effective system.
The idea is to structure (copywrite) the content you release in a way that makes asking more questions irresistible to your attendees. Yes, questions can be answered in Q&A. That’s fine. This builds trust and creates more intense curiosity in you—a hunger for more of what you can offer.
But only if you are careful about how you answer those questions.
To get started, present the answers or solutions clearly but in ways that provokes prospects’ curiosity. Answer questions always creates more questions about the details (relating to what you sell).
To create this hunger:
- Make your words specific, filled with integrity, true and useful
- Be action-oriented (make your answer clear and easily acted on)
- But be incomplete (make a credible answer yet leave out most of the details)
Tee-Up Your Call to Action
The idea is to create hunger for a short-cut at the end of your webinar. In other words, the goal of this three-step process is to get prospects hungry for a faster, easier way to get all the details you just spent 40 minutes talking about.
This faster, easier way can be:
- a lead generation offer
- your product/service.
The idea is to present content that helps customers begin to desire your lead generation offer. Or at least be primed for the idea of taking action on it.
Making the pitch for viewers to buy at the end of your webinar? Help viewers see buying your product/service as a logical next step in the journey you just started with them.
Using this three-step process transforms what you sell from “something I need to think about buying some day” into “the obvious next step I should take right now.”
Your fee or price tag becomes a logical investment that “feels right, right now.”