Get Clients with Webinars: Webinar Marketing Guide for Coaches, Consultants and Professionals

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Webinar

Training for Coaches, Consultants & Professionals

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5 Projects toBoost Your Sales

Platform Pipeline ProductPresentationProfile

5 Projects to reach 6-7 figures

Platform Pipeline ProductPresentationProfile

You need to focus your marketing efforts on just 5 Projects to take your business

to 6 figures or 7 figures & beyond

highvaluesales.com/5-projects/

highvaluesales.com/5-projects/

Platform

Build a Platform for marketing, sales &

service delivery

5 Projects #1: Platform

Pipeline

Build a Pipeline to attract & acquire high value clients

5 Projects #2: Pipeline

Profile

Build a Profile that positions you as a trusted authority

5 Projects #3: Profile

Presentation

Build a Presentation to win more sales at higher price points

5 Projects #4: Presentation

Product

Build a Product that lets you deliver high

value at low cost

5 Projects #5: Product

Where to start?

Platform Pipeline ProductPresentationProfile

I generally suggest people start on their sales pipeline, as no sales = no business

Where to start?

Platform Pipeline ProductPresentationProfile

But one of these is almost a complete system on it’s own:

WEBINARS

Webinars are almost a complete “5 Projects” system out of the box

5 Projects #4: Presentation

Platform

✓ Use their Platform, to market even if you don’t have a website

Webinar Project #1: Platform

Pipeline

✓ An instant Pipelineand will help you start

to build your list

Webinar Project #2: Pipeline

Profile

✓ Boost your Profile by sharing your

expertise with your audience

Webinar Project #3: Profile

Presentation

✓ Sales Presentation to research, market

and sell online

Webinar Project #4: Presentation

Product

✓ Create a Product from a series of

educational Webinars

Webinar Project #5: Product

Webinars let you create deep rapport

And deeply target your ideal client

Get Clientswith

Webinars

10 Steps to

PlanYour

Webinar

Step #1

How to Get Clients with

WEBINARSStep #1

PlanYour

Webinar

Choose Your Topic• Must interest the audience• Common Mistakes• Common Problems• Trending Topics• FAQ• How to get / avoid• Step by StepNeed to cover in 45-60 min

How to Get Clients with

WEBINARSStep #1

PlanYour

Webinar

Choose a Webinar Platform• Lots of good options• Go To Webinar• Zoom• Webinar Jam• Click Meeting• Anymeeting• Webinar Ninja• No Perfect Solution!

How to Get Clients with

WEBINARSStep #1

PlanYour

Webinar

Plan your Hardware• Laptop/Desktop• Mobile or tablet with some

software (Clickmeeting)• Headset/headphones• Ethernet connection• Broadband 5MBPSTest these thoroughly beforeyou go live

How to Get Clients with

WEBINARSStep #1

PlanYour

Webinar

Plan other technology• Autoresponder• Appointment Schedule• Application FormsMake sure you plan these before you launch the webinar

ScriptYour

Webinar

Step #2

How to Get Clients with

WEBINARSStep #2

ScriptYour

Webinar

Script BEFORE You Design• Script determines Sales• Needs to be congruent• Needs to feel authentic• Needs to be engaging• Should also educate• Need to script the offer• Follow a Proven FrameworkYour Script is the #1 Priority

How to Get Clients with

WEBINARSStep #2

ScriptYour

Webinar

My OFFER Script Framework• Opening• Frame Problem/Opportunity• Frame Solution• Educate on topic• Reveal the Next StepsCreates a logical and emotional journey thatdrives people to act

How to Get Clients with

WEBINARSStep #2

ScriptYour

Webinar

Tell Stories to engage• Stories are enjoyable• Stories get us involved• Emotionally engaging• Suspension of critical faculty• Narrative transport• Identify with examples or hostPeople buy on emotion (then justify with logic)

How to Get Clients with

WEBINARSStep #2

ScriptYour

Webinar

Types of stories• Your personal stories• Client success stories• Authority figure stories• Cautionary tales• Familiar stories• Current storiesUse a mix of stories to create dynamism or use a theme

How to Get Clients with

WEBINARSStep #2

ScriptYour

Webinar

Scripting Tools• Powerpoint - bullets• Word doc - bullets• Mind mapping software• Workflowy• Do rough draft, then do

practice to expand contentStart with main bullet points, then flesh out detail

DesignYour

Webinar

Step #3

How to Get Clients with

WEBINARSStep #3

DesignYour

Webinar

Make sure you script FIRST!• Ensures you keep on point• Structure trumps style• Work out a design theme• Get inspiration from

slideshare, Google imagesBe clear on the topic, your angle and your structure before you design!

How to Get Clients with

WEBINARSStep #3

DesignYour

Webinar

Design Philosophy• Presentation Zen• Bullet Points• Paragraph• Animations• Mindmaps• MultimediaMake sure the design serves your goals!

How to Get Clients with

WEBINARSStep #3

DesignYour

Webinar

Design Software• Powerpoint/Keynote/Slides• Graphic River• Canva• Haiku Deck• Hire a designer• Prezi• MindmapChoose “fast + easy to use”

PromoteYour

Webinar

Step #4

How to Get Clients with

WEBINARSStep #4

PromoteYour

Webinar

Need to promote webinar to• Create anticipation• Get registrations• Create a social element• Create around event• Build your brand• Keep you on trackCan use free, paid and personal approaches

How to Get Clients with

WEBINARSStep #4

PromoteYour

Webinar

Owned promotion channels• Your own email list• Social media• Facebook• Twitter• Linkedin• Instagram etc

• Your website or blogUse these as much as you can

How to Get Clients with

WEBINARSStep #4

PromoteYour

Webinar

Earned promotion channels• Friends/Partner email lists• Friends/Partner Social• Press:• Newspaper• Radio• Magazine

• Guest blogging / podcastingUse these as if you can

How to Get Clients with

WEBINARSStep #4

PromoteYour

Webinar

Paid promotion channels• Facebook Ads• Google adwords• Other paid trafficUse after you’ve validatedNeed paid traffic to scale fast

Facebook Ads are the #1 traffic source at the moment

FillYour

Webinar

Step #5

How to Get Clients with

WEBINARSStep #5

FillYour

Webinar

Make sure they come live• Just because they registered,

doesn’t mean they’ll show up• If they don’t come live, they’ll

probably forget• Full live webinars more fun• Better conversions live• Get feedback, engagementNeed to encourage them!

How to Get Clients with

WEBINARSStep #5

FillYour

Webinar

How to maximise attendance• Encourage them at every

touch point• Send congrats & Reminders• Retargeting• Create buzz• Bribe them• Phone and SMSNeed to encourage them!

PracticeYour

Webinar

Step #6

How to Get Clients with

WEBINARSStep #6

PracticeYour

Webinar

Practice Makes Perfect• Practice rough draft• Practice draft and edit• Practice presentation• Practice webinar & record• Practice webinar for friends• Do a Beta Test to network• Do live for own list beforeYou’ll be really great!

HostYour

Webinar

Step #7

How to Get Clients with

WEBINARSStep #7

HostYour

Webinar

Be calm and prepared before• All tech tested• Presentation working• Laptop charged• Ethernet NOT WiFi• Have a drink• Get in the zone• Consider early broadcastGo live on the dot

How to Get Clients with

WEBINARSStep #7

HostYour

Webinar

Have a wingman• Use a partner to help• They can handle• Tech• Comments• Check audio, video• Check for sales/bookings

• Keep you on time / on trackGo live on the dot

How to Get Clients with

WEBINARSStep #7

HostYour

Webinar

Make it fun and engaging• Be excited• Ask questions• Get engagement• Tailor the presentation• Start with a hook• Gift to stay till the end• Keep them engagedIt’s a live, social event

How to Get Clients with

WEBINARSStep #7

HostYour

Webinar

Don’t forget your offer• Tel them you’ll make an offer• Be cool with the transition• Be clear about the offer• Give a clear & specific CTA: tell

them exactly what to do• Repeat the CTA• Close with the CTABe bold about the offer

ReplayYour

Webinar

Step #8

How to Get Clients with

WEBINARSStep #8

ReplayYour

Webinar

Offer a replay• Software handles this• Don’t promote the replay• Limit the expiry• Only for registrants?• Can also do a live Encore• Send reminders about replay• Can do live chat on replayReplays can be great

MonetiseYour

Webinar

Step #9

How to Get Clients with

WEBINARSStep #9

MonetiseYour

Webinar

Get sales on the webinar• Can sell products on webinar• Send them to either a• Sales page• Checkout Page

• Announce and congratulate sales as they occur

Works well for low-mid ticket products

How to Get Clients with

WEBINARSStep #9

MonetiseYour

Webinar

Turn attendees into clients• Make a strategy call offer• Use booking software• Use an application form• Book for free call• OR Paid call

Enrol clients on the phone

How to Get Clients with

WEBINARSStep #9

MonetiseYour

Webinar

What to say on the phone• Framing: set the agenda• Objective: what do they want• Challenges: what’s in the way• Understand their “Why”• Strategy: Make a planIf there is a fit, invite them to work with you

How to Get Clients with

WEBINARSStep #9

MonetiseYour

Webinar

Appointment software• Calendly• Scheduleonce• 10to8• AcuityschedulingLots of great tools, including free options

How to Get Clients with

WEBINARSStep #9

MonetiseYour

Webinar

Application forms• Googleforms• Typeforms• Wufoo• Gravity Forms• CRM formsLots of great tools, including free options

How to Get Clients with

WEBINARSStep #9

MonetiseYour

Webinar

Autoresponders / CRM• Activecampaign• Infusionsoft• Ontraport• AgileCRM• MailchimpLots of great tools, including free options

How to Get Clients with

WEBINARSStep #9

MonetiseYour

Webinar

Follow Up• Email• Retargeting• TelephoneFollow up is Essential to making maximising sales, especially high ticket sales or more complex products and services

How to Get Clients with

WEBINARSStep #9

MonetiseYour

Webinar

Follow Up• Nurture sequence• Related content• Related webinars• Video series (PLF)• Free trials• 5 day challenges etcYou can easily 2x or 3x your sales with followup

AutomateYour

Webinar

Step #10

How to Get Clients with

WEBINARSStep #10

AutomateYour

Webinar

Optional but powerful• Start with a proven webinar• Repeat on autopilot• Daily• Weekly• Monthly• Replay on repeat• ”Just in time”Sell in your sleep

How to Get Clients with

WEBINARSStep #10

AutomateYour

Webinar

Automated Webinar Software• Everwebinar• Stealth Seminar• Easywebinar• Webinar Ninja Results depend on quality of original webinar• Get converting live first, then

use recording to automate

YourNext

Steps…

digitalinfluence.com.au/lead-generation-for-professionals/Download Here

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Webinars

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Strategy Call Criteria• Coach, Consultant or Service Professional• Already have an existing product or service• Want to enrol more clients at premium prices• Willing to invest in growing your business

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