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http://getclientswithwebinars.com/ Get Clients with Webinars: Webinar Marketing Guide for Coaches, Consultants and Professionals
Register
for the
Webinar
Training for Coaches, Consultants & Professionals
getclientswithwebinars.com
http://getclientswithwebinars.com/ Get Clients with Webinars: Webinar Marketing Guide for Coaches, Consultants and Professionals
http://getclientswithwebinars.com/ Get Clients with Webinars: Webinar Marketing Guide for Coaches, Consultants and Professionals
5 Projects to
Boost 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
http://getclientswithwebinars.com/ Get Clients with Webinars: Webinar Marketing Guide for Coaches, Consultants and Professionals
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 Pipeline
and 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 Clients
with
Webinars
10 Steps to
Plan
Your
Webinar
Step #1
How to Get Clients with
WEBINARS
Step #1
Plan
Your
Webinar
Choose Your Topic
• Must interest the audience
• Common Mistakes
• Common Problems
• Trending Topics
• FAQ
• How to get / avoid
• Step by Step
Need to cover in 45-60 min
How to Get Clients with
WEBINARS
Step #1
Plan
Your
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
WEBINARS
Step #1
Plan
Your
Webinar
Plan your Hardware
• Laptop/Desktop
• Mobile or tablet with some
software (Clickmeeting)
• Headset/headphones
• Ethernet connection
• Broadband 5MBPS
Test these thoroughly before
you go live
How to Get Clients with
WEBINARS
Step #1
Plan
Your
Webinar
Plan other technology
• Autoresponder
• Appointment Schedule
• Application Forms
Make sure you plan these
before you launch the
webinar
Script
Your
Webinar
Step #2
How to Get Clients with
WEBINARS
Step #2
Script
Your
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 Framework
Your Script is the #1 Priority
How to Get Clients with
WEBINARS
Step #2
Script
Your
Webinar
My OFFER Script Framework
• Opening
• Frame Problem/Opportunity
• Frame Solution
• Educate on topic
• Reveal the Next Steps
Creates a logical and
emotional journey that
drives people to act
How to Get Clients with
WEBINARS
Step #2
Script
Your
Webinar
Tell Stories to engage
• Stories are enjoyable
• Stories get us involved
• Emotionally engaging
• Suspension of critical faculty
• Narrative transport
• Identify with examples or hos
People buy on emotion
(then justify with logic)
How to Get Clients with
WEBINARS
Step #2
Script
Your
Webinar
Types of stories
• Your personal stories
• Client success stories
• Authority figure stories
• Cautionary tales
• Familiar stories
• Current stories
Use a mix of stories to create
dynamism or use a theme
How to Get Clients with
WEBINARS
Step #2
Script
Your
Webinar
Scripting Tools
• Powerpoint - bullets
• Word doc - bullets
• Mind mapping software
• Workflowy
• Do rough draft, then do
practice to expand content
Start with main bullet points,
then flesh out detail
Design
Your
Webinar
Step #3
How to Get Clients with
WEBINARS
Step #3
Design
Your
Webinar
Make sure you script FIRST!
• Ensures you keep on point
• Structure trumps style
• Work out a design theme
• Get inspiration from
slideshare, Google images
Be clear on the topic, your
angle and your structure
before you design!
How to Get Clients with
WEBINARS
Step #3
Design
Your
Webinar
Design Philosophy
• Presentation Zen
• Bullet Points
• Paragraph
• Animations
• Mindmaps
• Multimedia
Make sure the design serves
your goals!
How to Get Clients with
WEBINARS
Step #3
Design
Your
Webinar
Design Software
• Powerpoint/Keynote/Slides
• Graphic River
• Canva
• Haiku Deck
• Hire a designer
• Prezi
• Mindmap
Choose “fast + easy to use”
Promote
Your
Webinar
Step #4
How to Get Clients with
WEBINARS
Step #4
Promote
Your
Webinar
Need to promote webinar to
• Create anticipation
• Get registrations
• Create a social element
• Create around event
• Build your brand
• Keep you on track
Can use free, paid and
personal approaches
How to Get Clients with
WEBINARS
Step #4
Promote
Your
Webinar
Owned promotion channels
• Your own email list
• Social media
• Facebook
• Twitter
• Linkedin
• Instagram etc
• Your website or blog
Use these as much as you can
How to Get Clients with
WEBINARS
Step #4
Promote
Your
Webinar
Earned promotion channels
• Friends/Partner email lists
• Friends/Partner Social
• Press:
• Newspaper
• Radio
• Magazine
• Guest blogging / podcasting
Use these as if you can
How to Get Clients with
WEBINARS
Step #4
Promote
Your
Webinar
Paid promotion channels
• Facebook Ads
• Google adwords
• Other paid traffic
Use after you’ve validated
Need paid traffic to scale fast
Facebook Ads are the #1
traffic source at the moment
Fill
Your
Webinar
Step #5
How to Get Clients with
WEBINARS
Step #5
Fill
Your
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, engagement
Need to encourage them!
How to Get Clients with
WEBINARS
Step #5
Fill
Your
Webinar
How to maximise attendance
• Encourage them at every
touch point
• Send congrats & Reminders
• Retargeting
• Create buzz
• Bribe them
• Phone and SMS
Need to encourage them!
Practice
Your
Webinar
Step #6
How to Get Clients with
WEBINARS
Step #6
Practice
Your
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 before
You’ll be really great!
Host
Your
Webinar
Step #7
How to Get Clients with
WEBINARS
Step #7
Host
Your
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 broadcast
Go live on the dot
How to Get Clients with
WEBINARS
Step #7
Host
Your
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 track
Go live on the dot
How to Get Clients with
WEBINARS
Step #7
Host
Your
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 engaged
It’s a live, social event
How to Get Clients with
WEBINARS
Step #7
Host
Your
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: tel
them exactly what to do
• Repeat the CTA
• Close with the CTA
Be bold about the offer
Replay
Your
Webinar
Step #8
How to Get Clients with
WEBINARS
Step #8
Replay
Your
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 replay
Replays can be great
Monetise
Your
Webinar
Step #9
How to Get Clients with
WEBINARS
Step #9
Monetise
Your
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
WEBINARS
Step #9
Monetise
Your
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
WEBINARS
Step #9
Monetise
Your
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 plan
If there is a fit, invite them to
work with you
How to Get Clients with
WEBINARS
Step #9
Monetise
Your
Webinar
Appointment software
• Calendly
• Scheduleonce
• 10to8
• Acuityscheduling
Lots of great tools, including
free options
How to Get Clients with
WEBINARS
Step #9
Monetise
Your
Webinar
Application forms
• Googleforms
• Typeforms
• Wufoo
• Gravity Forms
• CRM forms
Lots of great tools, including
free options
How to Get Clients with
WEBINARS
Step #9
Monetise
Your
Webinar
Autoresponders / CRM
• Activecampaign
• Infusionsoft
• Ontraport
• AgileCRM
• Mailchimp
Lots of great tools, including
free options
How to Get Clients with
WEBINARS
Step #9
Monetise
Your
Webinar
Follow Up
• Email
• Retargeting
• Telephone
Follow up is Essential to
making maximising sales,
especially high ticket sales or
more complex products and
services
How to Get Clients with
WEBINARS
Step #9
Monetise
Your
Webinar
Follow Up
• Nurture sequence
• Related content
• Related webinars
• Video series (PLF)
• Free trials
• 5 day challenges etc
You can easily 2x or 3x your
sales with followup
Automate
Your
Webinar
Step #10
How to Get Clients with
WEBINARS
Step #10
Automate
Your
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
WEBINARS
Step #10
Automate
Your
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
http://getclientswithwebinars.com/ Get Clients with Webinars: Webinar Marketing Guide for Coaches, Consultants and Professionals
Your
Next
Steps…
digitalinfluence.com.au/lead-generation-for-professionals/Download Here
digitalinfluence.com.au/webinar-sales-funnel/Download Here
highvaluesales.com/5-projects/
highvaluesales.com/5-projects/
Run Your
Own
Webinars
http://getclientswithwebinars.com/ Get Clients with Webinars: Webinar Marketing Guide for Coaches, Consultants and Professionals
Need
Some
Help?
Apply for a Strategy Call
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
highvaluesales.com/apply .
Book
a
Call
highvaluesales.com/apply

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http://getclientswithwebinars.com/ Get Clients with Webinars: Webinar Marketing Guide for Coaches, Consultants and Professionals

  • 2. Register for the Webinar Training for Coaches, Consultants & Professionals getclientswithwebinars.com
  • 5. 5 Projects to Boost Your Sales Platform Pipeline ProductPresentationProfile
  • 6. 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
  • 8. Platform Build a Platform for marketing, sales & service delivery 5 Projects #1: Platform
  • 9. Pipeline Build a Pipeline to attract & acquire high value clients 5 Projects #2: Pipeline
  • 10. Profile Build a Profile that positions you as a trusted authority 5 Projects #3: Profile
  • 11. Presentation Build a Presentation to win more sales at higher price points 5 Projects #4: Presentation
  • 12. Product Build a Product that lets you deliver high value at low cost 5 Projects #5: Product
  • 14. Where to start? Platform Pipeline ProductPresentationProfile I generally suggest people start on their sales pipeline, as no sales = no business
  • 15. Where to start? Platform Pipeline ProductPresentationProfile But one of these is almost a complete system on it’s own:
  • 16. WEBINARS Webinars are almost a complete “5 Projects” system out of the box 5 Projects #4: Presentation
  • 17. Platform ✓ Use their Platform, to market even if you don’t have a website Webinar Project #1: Platform
  • 18. Pipeline ✓ An instant Pipeline and will help you start to build your list Webinar Project #2: Pipeline
  • 19. Profile ✓ Boost your Profile by sharing your expertise with your audience Webinar Project #3: Profile
  • 20. Presentation ✓ Sales Presentation to research, market and sell online Webinar Project #4: Presentation
  • 21. Product ✓ Create a Product from a series of educational Webinars Webinar Project #5: Product
  • 22. Webinars let you create deep rapport
  • 23. And deeply target your ideal client
  • 26. How to Get Clients with WEBINARS Step #1 Plan Your Webinar Choose Your Topic • Must interest the audience • Common Mistakes • Common Problems • Trending Topics • FAQ • How to get / avoid • Step by Step Need to cover in 45-60 min
  • 27. How to Get Clients with WEBINARS Step #1 Plan Your Webinar Choose a Webinar Platform • Lots of good options • Go To Webinar • Zoom • Webinar Jam • Click Meeting • Anymeeting • Webinar Ninja • No Perfect Solution!
  • 28. How to Get Clients with WEBINARS Step #1 Plan Your Webinar Plan your Hardware • Laptop/Desktop • Mobile or tablet with some software (Clickmeeting) • Headset/headphones • Ethernet connection • Broadband 5MBPS Test these thoroughly before you go live
  • 29. How to Get Clients with WEBINARS Step #1 Plan Your Webinar Plan other technology • Autoresponder • Appointment Schedule • Application Forms Make sure you plan these before you launch the webinar
  • 31. How to Get Clients with WEBINARS Step #2 Script Your 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 Framework Your Script is the #1 Priority
  • 32. How to Get Clients with WEBINARS Step #2 Script Your Webinar My OFFER Script Framework • Opening • Frame Problem/Opportunity • Frame Solution • Educate on topic • Reveal the Next Steps Creates a logical and emotional journey that drives people to act
  • 33. How to Get Clients with WEBINARS Step #2 Script Your Webinar Tell Stories to engage • Stories are enjoyable • Stories get us involved • Emotionally engaging • Suspension of critical faculty • Narrative transport • Identify with examples or hos People buy on emotion (then justify with logic)
  • 34. How to Get Clients with WEBINARS Step #2 Script Your Webinar Types of stories • Your personal stories • Client success stories • Authority figure stories • Cautionary tales • Familiar stories • Current stories Use a mix of stories to create dynamism or use a theme
  • 35. How to Get Clients with WEBINARS Step #2 Script Your Webinar Scripting Tools • Powerpoint - bullets • Word doc - bullets • Mind mapping software • Workflowy • Do rough draft, then do practice to expand content Start with main bullet points, then flesh out detail
  • 37. How to Get Clients with WEBINARS Step #3 Design Your Webinar Make sure you script FIRST! • Ensures you keep on point • Structure trumps style • Work out a design theme • Get inspiration from slideshare, Google images Be clear on the topic, your angle and your structure before you design!
  • 38. How to Get Clients with WEBINARS Step #3 Design Your Webinar Design Philosophy • Presentation Zen • Bullet Points • Paragraph • Animations • Mindmaps • Multimedia Make sure the design serves your goals!
  • 39. How to Get Clients with WEBINARS Step #3 Design Your Webinar Design Software • Powerpoint/Keynote/Slides • Graphic River • Canva • Haiku Deck • Hire a designer • Prezi • Mindmap Choose “fast + easy to use”
  • 41. How to Get Clients with WEBINARS Step #4 Promote Your Webinar Need to promote webinar to • Create anticipation • Get registrations • Create a social element • Create around event • Build your brand • Keep you on track Can use free, paid and personal approaches
  • 42. How to Get Clients with WEBINARS Step #4 Promote Your Webinar Owned promotion channels • Your own email list • Social media • Facebook • Twitter • Linkedin • Instagram etc • Your website or blog Use these as much as you can
  • 43. How to Get Clients with WEBINARS Step #4 Promote Your Webinar Earned promotion channels • Friends/Partner email lists • Friends/Partner Social • Press: • Newspaper • Radio • Magazine • Guest blogging / podcasting Use these as if you can
  • 44. How to Get Clients with WEBINARS Step #4 Promote Your Webinar Paid promotion channels • Facebook Ads • Google adwords • Other paid traffic Use after you’ve validated Need paid traffic to scale fast Facebook Ads are the #1 traffic source at the moment
  • 46. How to Get Clients with WEBINARS Step #5 Fill Your 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, engagement Need to encourage them!
  • 47. How to Get Clients with WEBINARS Step #5 Fill Your Webinar How to maximise attendance • Encourage them at every touch point • Send congrats & Reminders • Retargeting • Create buzz • Bribe them • Phone and SMS Need to encourage them!
  • 49. How to Get Clients with WEBINARS Step #6 Practice Your 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 before You’ll be really great!
  • 51. How to Get Clients with WEBINARS Step #7 Host Your 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 broadcast Go live on the dot
  • 52. How to Get Clients with WEBINARS Step #7 Host Your 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 track Go live on the dot
  • 53. How to Get Clients with WEBINARS Step #7 Host Your 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 engaged It’s a live, social event
  • 54. How to Get Clients with WEBINARS Step #7 Host Your 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: tel them exactly what to do • Repeat the CTA • Close with the CTA Be bold about the offer
  • 56. How to Get Clients with WEBINARS Step #8 Replay Your 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 replay Replays can be great
  • 58. How to Get Clients with WEBINARS Step #9 Monetise Your 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
  • 59. How to Get Clients with WEBINARS Step #9 Monetise Your 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
  • 60. How to Get Clients with WEBINARS Step #9 Monetise Your 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 plan If there is a fit, invite them to work with you
  • 61. How to Get Clients with WEBINARS Step #9 Monetise Your Webinar Appointment software • Calendly • Scheduleonce • 10to8 • Acuityscheduling Lots of great tools, including free options
  • 62. How to Get Clients with WEBINARS Step #9 Monetise Your Webinar Application forms • Googleforms • Typeforms • Wufoo • Gravity Forms • CRM forms Lots of great tools, including free options
  • 63. How to Get Clients with WEBINARS Step #9 Monetise Your Webinar Autoresponders / CRM • Activecampaign • Infusionsoft • Ontraport • AgileCRM • Mailchimp Lots of great tools, including free options
  • 64. How to Get Clients with WEBINARS Step #9 Monetise Your Webinar Follow Up • Email • Retargeting • Telephone Follow up is Essential to making maximising sales, especially high ticket sales or more complex products and services
  • 65. How to Get Clients with WEBINARS Step #9 Monetise Your Webinar Follow Up • Nurture sequence • Related content • Related webinars • Video series (PLF) • Free trials • 5 day challenges etc You can easily 2x or 3x your sales with followup
  • 67. How to Get Clients with WEBINARS Step #10 Automate Your 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
  • 68. How to Get Clients with WEBINARS Step #10 Automate Your 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
  • 77. Apply for a Strategy Call 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 highvaluesales.com/apply .