If you’re not using webinars to sell your coaching program, I have one simple question for you:
What in the world are you waiting for?
I’ve spent a ton of time talking about how to create, structure, and market webinars that sell your stuff, but I still run into coaches who are hesitant to pull the trigger. Most of the coaches that don’t use webinars think they’re too busy with day-to-day operations to take the leap with a new method of selling. Others are too comfortable with the traditional methods they’re used to using.
The problem is, these ‘traditional’ conversion tactics are riddled with problems. Selling with a one-on-one appointment is okay, but it’s often slow and messy. You have to deal with your prospect’s objections, excuses, and stalls… on the fly and in-person.
After spending an hour with one prospect, maybe you sign them, or maybe you don’t. You’ve just wasted an hour in a sales meeting and god-knows how much time preparing for it, and you have nothing to show for it — for only one potential client.
Live events can be amazing, but they’re also a pain in the neck! I love running them and have had amazing success converting with them, but they’re hard and expensive, no matter who you are.
Webinars, on the other hand, are the easiest way to sell one-to-many by a long shot. In just one hour, you can teach valuable content to prospects and create a hunger for your coaching program. You can address their objections, excuses, and stalls directly in your content before you ever get to your closing offer. The best part is, you can run the same webinar over, and over, and over again — from your living room wearing your pajamas if you want.
So whether you’re new to selling with webinars, or you’re not using webinars as often as you should, I want to share three reasons why right now is the perfect time to put this amazing conversion tactic into action.
Instead of shouting louder, you need to whisper the right words into the right ears at the right time. -Taki Moore [Tweet This]
The Trust Deficit
In 1958, McGraw-Hill Publishing Company ran an ad for their magazine advertising services. Now it’s known as the best business-to-business ad of the 20th century.
The Man in the Chair ad featured a stern looking businessman staring straight ahead. The copy said:
“I don’t know who you are.
I don’t know your company.
I don’t know your company’s product.
I don’t know what your company stands for.
I don’t know your company’s customers.
I don’t know your company’s record.
I don’t know your company’s reputation.
Now — what was it you wanted to sell me?”
MORAL: Sales start before your salesman calls — with business publication advertising.
The message still rings true 58 years later. When people don’t know you, they have no reason to trust you.
Have you noticed that the marketplace is even noisier now than ever before? This makes prospects even more skeptical, and most companies try to combat the skepticism by shouting louder.
Here’s the secret: if you shout louder, you just become part of the noise. Instead of shouting louder, we need to whisper the right words into the right ear at the right time.
Webinars aren’t a way to shout louder. They’re a way to whisper. When you teach valuable content in your webinar to a specific audience, you overcome the trust deficit. You’re now positioned as an expert and an advocate.
If your webinar is both high-converting and high-value, you stand out from the crowd of noise. While everyone else is yelling, “Buy my stuff, buy my stuff, buy my stuff,” you’re delivering real value to real people in search of a real solution.
No Barrier to Entry
One of our Black Belt members in New York just launched his new program and made $550K in the first week. It was epic.
He called me for a link to one of our newest courses, and a few minutes into the call, he cut me off. “Man, your audio quality is amazing. What kind of microphone are you using?”
I have a $500 condenser mic I used to use, but I move around too much. On this particular call, I was using a $30 headset mic I bought at the video game shop down the street from my house. The $30 USB mic sounded so good that this coach had to know what it was.
Why am I telling you this?
Because it’s a perfect example of how low the barrier to entry is for hosting a webinar. The cost of the technology is next to nothing. You don’t need a $500 DJ mic and full recording studio to pull it off. If you have a laptop and a cheap mic, you can run a high-quality webinar.
I work with coaches who even use their iPhone headphones and mobile hotspot to run webinars that sound and look great. There’s no barrier to entry, which is why it’s so easy to get started with webinars right now.
Global Is Easier Than Local
I know plenty of coaches who started their business with only local clients. There were enough businesses in need of coaching within walking distance that they didn’t need to go global.
That’s great, but it doesn’t work that way for every coach.
Years ago, I heard Jay Abraham say that it’s easier to be national than it is to be local. I think he’s totally right. I’d even go a step further and say it’s easier to be international than it is to be national.
There are prospects all over the world who need exactly what you have. Thanks to growing technology, you can deliver your coaching program, regardless of where your clients live. When you run a webinar, there’s no travel. Your audience doesn’t travel, and you don’t travel. People from all over the world can tap in, plug in, and log in to hear your stuff for 60 minutes and say, “That’s amazing, and I want more!”
Right now, I want you to think about how you’ve seen these three forces in your world lately. Now ask yourself, “What’s really holding me back from selling with webinars?”