MBA1786 3 Tips That Will Massively Improve Your Sales Webinars

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Hey oh. Welcome to the $100 MBA show, the business podcast that always has your back every single day with our daily 10 minute business lessons for the real world. I'm your host, your coach, your teacher Omar Zenholm. I'm also the co founder of Webinar Ninja, an independent software company I started with my partner back in 2014. And in today's episode you will learn three tips that will massively improve your sales. Webinars Webinars are an incredible sales tool because it allows you to build trust quickly with your audience, make them an offer and turn them into customers. This is nothing new. Webinars have been around forever. They just came in different forms. An in person sales presentation or shopping channels on TV like qvc. And now we have the power to sell our products and services from our laptops with a mini studio right inside with our webinar software. But when it comes to selling on webinars, many people make a lot of mistakes that cause them to lose out on the opportunity. I've run over 500 live webinars and I learned a lot of hard lessons about what doesn't work and what does work. And today I want to share with you the three tips. The three things that really are going to move the needle, that are going to make the hugest difference in making more sales. So let's get into it. Let's get down to business.

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Of the things a lot of people don't talk about is how painful it is to run a webinar and not make as many sales as you actually anticipate or hope to. I've learned the hard way time and time again and tweaked my sales webinar presentations over and over to find out what really works. And today I'm just going to give it to you. I'm going to give you the three things that if you do today in your next sales webinar, it's going to change your results. It's going to help you get more sales. This is what I found in my own experience. So let's jump right into it. The first tip is many of us, when we run a sales webinar, we have the format of doing some sort of workshop, training or coaching followed up with a demo or presentation or sales pitch of our product. And then we have Q and A. The problem is is that too many of us will say the webinar 16 minutes. We will maybe teach for 45 minutes, get into our demo and pitch and because we don't have much time left, we answer a few question and we may even go over time and end the webinar about an hour and 15 minutes in. This defeats the purpose of a sales webinar. The whole point of the sales webinar is to make sales, okay? So it needs to be your top priority. And I have been guilty of this many times and I actually didn't learn what I was doing wrong until I actually started asking feedback from other people that attended my webinar. My co hosts, if I did a partner webinar and they were just honest with me, they told me that I was going too long or maybe it was too content heavy. And that was my fault because I come from a teaching background and I just want to give, give, give and teach, teach, teach. But I'm actually doing my customers a disservice because I'm not giving them enough time to learn about the product or the solution that's going to really help them and give Them chances to ask questions about it. So what I found is that if you're going to run a 60 minute webinar, I find that the best breakdown is 25 2015. Now this may feel a little bit uncomfortable, but trust me, 25 minutes of content of workshop. This includes your introduction, your backstory, all that kind of stuff and giving them great information. You should do your level best not to go over 25 minutes. At the 25 minute mark, you should be transitioning into demoing your product. Transitioning from Workshop to sales offer. Showing people what your product's all about, how much it costs, what, what it includes, and really selling it to them. We'll talk about some tips on how to do that in a moment. Now, in those 20 minutes of me selling the product, I spend about 10 minutes highlighting the most result driven features. We'll talk a little bit more about that in a second. I reveal the offer, the price, what it includes, and then I sell them on the offer. Tell them what you know. For example, with webinar Ninja, whatever membership includes, the support they're going to have and the great content they're going to have access to. So within 10 minutes of the offer, they already know the price, they have been given the offer, and now I'm just selling them on the offer. And then the last 15 minutes of the webinar is spent answering questions. 15 minutes is a good amount of time for me to answer questions. And it's not too far into the webinar. 45 minutes past the webinar, people are still hanging around. They've seen the offer and they have questions. Most of the questions you're gonna get are about the product or the offer. So you want to make sure you have enough time to answer every question. Now, why do I recommend this breakdown? Well, because you don't want to wait too long into the webinar to start talking about your product and your offer. 25 minutes is a good amount of time. Once you pass the 30 minute mark, you're going to lose people's attention. I've tried all kinds of different breakdowns and formats. I've tried giving offers at the 40 minute mark. I've tried giving offers at the start of the webinar, giving offers at the 35 minute mark. I found that 25 minutes is the sweet spot for many reasons. Number one, you can easily overwhelm your audience with too much information if you spend more than 25 minutes. Hey, a TED talk is about 15, 20 minutes and it's filled with information. It's filled with great ideas and concepts and aha moments. So you should be able to do it in 25. So that's tip number one, the timing of the information. Not waiting too long to give your offer to show your offer and giving enough time for Q and A and not waiting too long for that either. 45 minutes in. Let's get the questions answered. Next, the offer itself. What I found works the best is what I call value sandwich. Okay, this is tip 2. Use the value sandwich. What this is is that you start the demo or the sales offer with showing people all the great things. Your product or service, your course, your book, your whatever will do for them. And one of the best ways to do that is to ask your audience questions like what's your biggest pain point when it comes to your webinar software? Now why are you looking to switch? What do you hate most about webinars? Where do you get stuck? And the reason why I ask these questions is so I can show them in my product how it solves those problems. How we solve the problems that they said themselves they have with our product. I hate the fact that I have to hodgepodge or frankenstein a bunch of pieces of software together to run a webinar, landing page software, email marketing software, and then the video technology. Well, with webinar Ninja, it's all in one. It's built in. Let me show you. Now the reason why I do this is so that it quells people's fears and answers the question does this product have value to me? Does it solve my problems? And if you just show them, even with just one problem, it's usually enough for them to say sign me up because you actually showed me live how your product can help solve a problem I stated I had. So that's the first part of the sandwich. Then we state the offer like here's the price, this is what's going to cost you. And then the other side of the sandwich or other part of the sandwich is what you're going to get when you pay when you sign up. Again, more value. We talk about all the things they may not be aware of. Hey, we have the webinar Ninja academy inside of Webinar Ninja where has a library of training for you to check out so you can become a webinar Ninja. We have seven day support that you can chat with right inside the app. We have member webinars, free coaching that you can jump on and ask questions and get help. Every plan comes with a 14 day trial. You get the point your product Your service is going to have benefits, it's going to have. Have things that are included that you may have forgotten about or just don't think are super impressive. But to your customer it is because they've never heard of it before. This is where you really sell the value. So that in the beginning they're like, wow, it solves all these problems. This is the price. And you get all this stuff. Wow, what a great value. So that's tip number two, value sandwich tip number three, make sales public. This one is dynamite. What we do on our sales webinars that have worked really well is when we make the offer, we say to them, hey, if you sign up during the webinar right now, before we end this webinar, and usually that gives them about 20 to 15 minutes to sign up before we wrap up. That's why the offer early on is important. We say say in the chat if you signed up, and if you do so, we will send you a free T shirt. Now, your bonus, your prize, your gift can be anything you like. But the point here is that you're getting people in the chat saying, hey, I signed up. I've become a webinar ninja. And it'll encourage other people to sign up as well. As they see the chat blow up. It also gives them a reason to buy now. Why buy now on the webinar? Maybe there's a special offer, but this is an extra special offer to get them to sign up immediately. While you have them in the palm of your hands on the webinar, something small is going to make a difference. It's just something. And by giving them some sort of recognition, a shout out on the chat and reward for taking action is huge. We found that this really helps propel sales right on the webinar. And even sometimes people will email us after the webinar's over and say, hi, I signed up right after the webinar. Any way I can get that T shirt? And of course we say yes, because we're cool like that. But the point here is that it gives people a chance to say, I want to be a part of your community. I want to be part of this action. This sounds great. So you're going to give them a reason to buy now and you're going to make it public. You're going to get your buyers to share in the chat that they've bought and they have signed up.

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It feels good to save big. It feels good to Geico Guys, to wrap up, three major tips. Number one, your timing of your webinar. Don't go past minute 25 without starting your offer. Leave at least 15 minutes for Q& A because you're going to have a lot of great Q and A. They're going to close sales for you for the product. Number two Value Sandwich. When you're doing the offer, identify what the problems your audience has. Show them how your product solves those problems. State the price, show the offer, and then give them more value. About hey, look at all the things that are included when you become a customer of ours. And then lastly, give them a reason to buy now and have them share publicly in the chat when they become buyers so they can get that free bonus. There you have it guys. These are actually the three most effective tips I can share with you that I've learned over the years or 7 years running webinars 8 years running webinars over 500 webinars in total Partner Webinars Sales Webinars so many. This is what works. Your job is to implement. And don't forget you can sign up for a free trial@weatherengine.com our software and give this a shot. Thanks so much for listening to the 100 All NBA Show. If you love what you hear, hit that subscribe button so you never miss a beat. You get the next episode automatically. Before I go, I want to leave you with this. The only way you're going to know the timing of your webinar is accurate, that you're actually going to go into the offer in 25 minutes and finish your offer with 15 minutes to spare is to rehearse. You have to actually run through your presentation before your webinar. Don't wing it. It's going to cost you an hour. But it's a webinar you can use over and over and you're going to know for sure if your timing is right.

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