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How to give Powerful Webinars which Create Explosive Growth

How to give Powerful Webinars which Create Explosive Growth. Complex problem/solution. Customer intimacy. Information easily available. Low information availability. Mass message. Simple problem/solution. Handout page 1. Strategy

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How to give Powerful Webinars which Create Explosive Growth

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  1. How to givePowerful Webinarswhich Create Explosive Growth

  2. Complex problem/solution Customer intimacy Information easily available Low information availability Mass message Simple problem/solution Handout page 1 Strategy If you know where you’re going but you’re on the wrong road, ascendantconsulting.com/resources/10Roads.pdf Communication Spectrum Experiential Selling No amount of talking and explaining takes the place of ascendantconsulting.com/resources/wp-expersell.pdf Notes

  3. Handout page 2 Results 1. Lead with , with passion 2. 3. Building a list Boosting attendance #1 strategy: The next Yes Delivery Best Practices 1. 2. 3. 4. 5. 6. 7. ** Focus is on

  4. Today’s goal Support excellent decisions regarding Webinars • When to use them • How to Create Explosive Growth with them

  5. Agenda • Webinars in context • Webinar vis-à-vis strategy • Webinars in the communication spectrum • The power behind Webinars: Experiential selling

  6. Agenda • Webinars in context • Webinar vis-à-vis strategy • Webinars in the communication spectrum • The power behind Webinars: Experiential selling • Creating Explosive Growth with Webinars • The next Yes • Delivery best practices • Getting results • Getting prospects to attend

  7. Webinars vis-à-vis strategy • If you know where you’re going but you’re on the wrong road…

  8. Webinars vis-à-vis strategy • If you know where you’re going but you’re on the wrong road… • The 10 roads to profit growth • www.ascendantconsulting.com/resources/10Roads.pdf • Webinars work directly on 8 of 10 roads

  9. Complex problem/solution Simple problem/solution Webinars in the communication spectrum The level and type of communication needed for effective sales depends on the market and customer situation

  10. Complex problem/solution Information easily available Low information availability Simple problem/solution Webinars in the communication spectrum The level and type of communication needed for effective sales depends on the market and customer situation

  11. Complex problem/solution Customer intimacy Communication spectrum Information easily available Low information availability Mass message Simple problem/solution Webinars in the communication spectrum The level and type of communication needed for effective sales depends on the market and customer situation

  12. Direct salesforce Webinars Teleseminars Telesalesforce DRTV Print ads TV ads Radio ads Outdoor ads Webinars in the communication spectrum, continued Complex problem/solution Customer intimacy Information easily available Low information availability Mass message Simple problem/solution

  13. Webinars in the communication spectrum, continued Any communication media can “downward stretch,” however it may not be as efficient as a more mass-oriented technique” Complex problem/solution Customer intimacy Direct salesforce Webinars Teleseminars Telesalesforce DRTV Information easily available Low information availability Print ads TV ads Radio ads Outdoor ads Mass message Simple problem/solution

  14. The power behind webinars: Experiential selling “No amount of talking and explaining takes the place of letting prospects create realizations themselves”

  15. The power behind webinars: Experiential selling “No amount of talking and explaining takes the place of letting prospects create realizations themselves”

  16. The power behind webinars: Experiential selling, continued Webinars efficiently provide many elements of a rich experience which can drive sales. (www.ascendantconsulting.com/resources/wp-expersell.pdf)

  17. Visual Auditory In-use tests Projected experience In-use examples The power behind webinars: Experiential selling, continued Webinars efficiently provide many elements of a rich experience which can drive sales. (www.ascendantconsulting.com/resources/wp-expersell.pdf) Webinar Customer

  18. Creating Explosive Growth with Webinars

  19. The next Yes Sales is a series of “Yeses” which usually must be achieved in order. To succeed with a Webinar you must know what your next Yes is.

  20. The next Yes Sales is a series of “Yeses” which usually must be achieved in order. To succeed with a Webinar you must know what your next Yes is. An order! Conceptual agreement Sales call Pay for info Go to a website Request for follow-up Sign up for info Attend webinar

  21. Delivery best practices • Speak from a script, or • Use notes

  22. Delivery best practices • Speak from a script, or • Use notes • Give handouts

  23. Delivery best practices • Speak from a script, or • Use notes • Give handouts • Offer notes page/study guide

  24. Delivery best practices • Speak from a script, or • Use notes • Give handouts • Offer notes page/study guide • Have two people on your side • One handles messages, emails, etc.

  25. Delivery best practices • Speak from a script, or • Use notes • Give handouts • Offer notes page/study guide • Have two people on your side • One handles messages, emails, etc. • Stand up

  26. Delivery best practices • Speak from a script, or • Use notes • Give handouts • Offer notes page/study guide • Have two people on your side • One handles messages, emails, etc. • Stand up • Smile

  27. Delivery best practices • Speak from a script, or • Use notes • Give handouts • Offer notes page/study guide • Have two people on your side • One handles messages, emails, etc. • Stand up • Smile Be benefit focused. It’s about them, not you. Put yourself in their shoes.

  28. Getting results • Lead with content, promote with passion

  29. Getting results • Lead with content, promote with passion • Be up front/transparent • Your next yes • What you want them to do

  30. Getting results • Lead with content, promote with passion • Be up front/transparent • Your next yes • What you want them to do • Concrete calls to action

  31. Getting results • Lead with content, promote with passion • Be up front/transparent • Your next yes • What you want them to do • Concrete calls to action • Use powerful language (www.vikev.com)

  32. Getting results, continued • Free webinar followed by $1 Webinar • Psychological element of commitment and consistency

  33. Free! Offering Getting results, continued • Free webinar followed by $1 Webinar • Psychological element of commitment and consistency

  34. Free! Offering Getting results, continued • Free webinar followed by $1 Webinar • Psychological element of commitment and consistency • Or discounted trial offered in Webinar • Easily delivered trial; high conversion • Annuity

  35. Free! Offering Getting results, continued • Free webinar followed by $1 Webinar • Psychological element of commitment and consistency • Or discounted trial offered in Webinar • Easily delivered trial; high conversion • Annuity • Website and phone number on every page

  36. Free! Offering Getting results, continued • Free webinar followed by $1 Webinar • Psychological element of commitment and consistency • Or discounted trial offered in Webinar • Easily delivered trial; high conversion • Annuity • Website and phone number on every page • Build in a way to track conversion

  37. Getting prospects to attend Building your list • Getting people registered: • Solo email • Autoresponder • Webpage • Squeeze page • Opt out page

  38. Getting prospects to attend Building your list • Getting people registered: • Solo email • Autoresponder • Webpage • Squeeze page • Opt out page • #1 list building strategy: back of business card • Webinar offer • Other offer Get a 75% response rate from your next promotion! FREE Webinar www.vikev.com

  39. Getting prospects to attend Building your list • Getting people registered: • Solo email • Autoresponder • Webpage • Squeeze page • Opt out page • #1 list building strategy: back of business card • Webinar offer • Other offer • Size doesn’t matter (with lists) Get a 75% response rate from your next promotion! FREE Webinar www.vikev.com/webinar

  40. Getting prospects to attend, continued Boosting attendance • Email reminders • “Print This Page!” • Phone broadcast • Snail mail • time.gov

  41. Getting prospects to attend, continued Boosting attendance • Email reminders • “Print This Page!” • Phone broadcast • Snail mail • time.gov • Bonus for showing up • Cash • Programs • Pdf • Products • Bonuses and discounts

  42. Today’s goal Support excellent decisions regarding Webinars • When to use them • On strategy • More complexity in problem/solution • Information less easily accessible • Can create an experience

  43. Today’s goal Support excellent decisions regarding Webinars • When to use them • On strategy • More complexity in problem/solution • Information less easily accessible • Can create an experience • How to Create Explosive Growth with them • Know the next Yes • Responsive lists • Incentives to attend • Delivery best practices • Strong calls to action

  44. How to givePowerful Webinarswhich Create Explosive Growth Ascendant Consulting, LLC

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