THESE ARE FOR EXAMPLE ONLY

1. THESE ARE FOR EXAMPLE ONLY • Model the STRUCTURE but not the CONTENT please.

2. Five Pillars Of Webinar Profits • Recon • The Registration Process • The Authority Process • The Actual Webinar • The “After” Chunk

3. RECON

4. The Three Questions • What Do They Want Most? • Why Do They Want It? • What are their main reasons for NOT buying?

5. What Do They Want Most? • Your webinar is ultimately about THEM and WHAT THEY WANT. • The answer to this question, therefore, gives you the overall theme of your webinar. • Most of my audience wants SALES and a LIST. (And that’s what this webinar is about.)

6. Why Do They Want It? • You’ve heard the phrase “features and benefits”, right? • Their big “reason why” will tie in to the primary BENEFIT of your offer. • Most of my audience FREEDOM and CERTAINTY.

7. Why Would They Say No? • This is critical. • Most marketers try to gloss over objections. • But most of your audience WILL HAVE OBJECTIONS. • If you address them head on and honestly, you’ll show up like nobody else and you’ll sell more!

8. Getting Registrants

9. Tip: FREE Registrations! • BIG BREAKTHROUGH:Sell something immediately after registration. • URGENT: The thing you sell must NOT compete with the thing you sell on the webinar. • It must COMPLIMENT it. • Do this right and you get a list for FREE!

10. Example • In the last year, I generated an extra $100,000 by offering a product called “Video Black Box” immediately after people registered. • The “thing” I was selling on the webinar was a class about consulting. • Video Black Box COMPLIMENTED that because using videos is a good way to establish credibility and attract clients.

11. Here’s How It Worked $ Register

12. The Trick To Making It Work • Acknowledge the fact they registered. • Make the offer relevant to the topic of your webinar. • TEACH to sell. (Notice how I created it as a tutorial.) • Email the link ONCE - immediately after registration. • Include webinar info in that email and position pitch as tutorial.

13. Fun With Math! • Let’s say you pay 75 cents per click to your registration page. • And let’s say you get 25% of your visitors to opt in.

14. Fun With Math! • 100 visitors X .75 each = $75 in ad spend. • 100 visitors X 25% opt in rate = 25 registrants. (Therefore we get 25 registrants for $75.) • $75 cost divided by 25 registrants = $3 cost per registrant. • Therefore, if we wanted 100 registrants, we’d spend $300.

15. Fun With Math! • OK - so you just spent $300 to get 100 registrants. • Now let’s say your pre-webinar offer sells something for $200. • If you get just 1.5% conversion, you just made your $300 back. FREE LIST! • If you get 2% conversion, you’ve made a profit before your webinar even begins!

16. THIS ONE SIMPLE STRATEGY GENERATED OVER $100,000.00 IN EXTRA PROFITS LAST YEAR!

17. The Authority Process

18. What To Do Before The Webinar • Most webinars have a TERRIBLE “show up” rate. • But just focusing on “show up” is what everyone else does. • We don’t want them to JUST show up. • We want them to show up and BUY.

19. What To Do Before The Webinar • We want them to know, like, and trust us BEFORE they show up. • We want them to WANT what we’ve got BEFORE they show up. • We want to handle objections BEFORE they show up. • And we want them to ...SHOW UP!

20. INDOCTRINATION SEQUENCE • “Re-sells” them on the value of attending (more people on the webinar = more sales for you.) • Pre-positions you as an AUTHORITY. • Increases TRUST via FAMILIARITY.

21. Here’s How It Works Reminder 1 Reminder 2 Reminder 3 Reminder 4

22. THIS INCREASED ATTENDANCE AND CONVERSION - IMMEDIATE INCREASE IN SALES AS A RESULT.

23. The Webinar Itself

24. 5 Steps To A Webinar That SELLS. • Step #1: The confirmation. • Step #2: The difference. • Step #3: The bond. • Step #4: The payoff. • Step #5: The offer.

25. Step 1: The Confirmation • Confirm they’ve made the right decision to attend. • Introduce yourself to re-establish familiarity. • “Sell” them on staying by “future pacing” what the rest of the webinar will be like.

26. Example From This Webinar.

27. Step 2: The Difference • This is where you first acknowledge skepticism and objections. • You also do light takeaway by stating who this is NOT for. • These two actions help “silence” the audience’s inner dialogue which will otherwise constantly be asking “Yeah but what about _______?”

28. Skeptics (Yay!) • Consider these facts. • ALL buyers have valid objections & concerns. • ALL buyers have been lied to and mistreated by someone. • ALL buyers are skeptical on some level.

29. If you don’t address these objections HEAD ON, you’re losing a fortune.

30. When you DO address them, you gain sales, gain trust, gain loyalty, build goodwill, and ultimately make more money.

31. That’s why we have The Difference stage.

32. Example From This Webinar.

33. Step 3: The Bond • This is where you bond with the audience by telling a short (TRUE) story. • Classic formula #1: “Feel, felt, found.” • Classic formula #2: “Struggle, loss, discovery, rebirth.” • USE THIS STORY TO FURTHER ADDRESS OBJECTIONS AND DEFEAT SKEPTICISM. • The story should ultimately serve to address and defeat skepticism AND “future pace” a possible result.

34. Example From This Webinar.

35. Step 4: The Payoff • There are three ways we can influence people. • One is to talk about how good we are. • Another is to have others talk about how good we are. • Both of these work, but the most effective is to ...

36. DEMONSTRATE HOW GOOD WE ARE.

37. Why is this better?

38. Because grandma was right.

39. ACTIONS SPEAK LOUDER THAN WORDS.

40. The Payoff ... • Remember, the audience has given you their most valuable and irreplaceable asset ... • Their TIME. • That’s why they MUST get a “payoff” for attending or all trust is lost.

41. The Payoff ... • To maintain trust and desire, you simply demonstrate you can help them by ACTUALLY HELPING THEM. • Teach three or four core things they need. (Must be actionable!) • IMPORTANT: DO NOT BOG THEM DOWN.

42. Bog-Free Payoff. • Let’s say you’re doing a webinar on list building. • And one of the things you want to teach them is good opt in page layouts.

43. Bog-Free Payoff. • RIGHT WAY: Give them solid fundamentals like headline formulas, winning layouts, button colors, etc. • RIGHT WAY: Show them examples of good pages that are working now.

44. Bog-Free Payoff. • WRONG WAY: Walk them through complex HTML editing and page creation. • WRONG WAY: Show them how to generate opt in form codes.

45. Step 5: The Offer • There’s an art and science to making the offer in a natural, comfortable, and respectful way. • And there are several formulas for presenting your offer and making the close. • Here’s a simple formula that works well.

46. The No-Frills Offer • Step 1: NLP Confirmation • Step 2: “Reason Why” Intro • Step 3: The Big Benefit • Step 4: Just For You • Step 5: The Walkthrough • Step 6: The Price

47. The No-Frills Offer • Step 7: Booster #1 • Step 8: Risk Reversal • Step 9: Booster #2 • Step 10: Recap • Step 11: Repeat Booster #2 • Step 12: Repeat Risk Reversal