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What We Talk About

Webinars are an incredible way to sell your programs, products, or services. BUT they only work if you actually get them done!

This episode contains the exact formula you can use right now to create a webinar that delivers value, showcases your expertise AND encourages people to take action with you.

And yes, you can create it in just one week if you follow our step by step plan. So what are you waiting for?!


Episode 35 – Listen to Aleasha talk about weaving your pitch into your sales conversations

Ready to launch a webinar and need some help? Let's talk!

Our transcript hasn't been proofed, so there will probably be some errors. Sorry about that!

Alyson Lex 0:01
Have you ever thought to yourself, hey, I should host a webinar? Hey, I bet I could sell my program my product, my thing, if I only had a great webinar, and then you sit on the idea for three months, wondering what the heck, you're going to talk about how you're going to put it together, maybe signing up for all these webinars and wondering why you hate them all. And you still can't land on something that will help you get going right now. Yeah, I know, because I've seen it happen over and over and over again. And Jenny, and I have told you the story before about how we went from a webinar concept to live webinar in one week, which means we know how to do it quickly. And what's more, that same webinar is directly responsible for 10s of 1000s of dollars in our businesses, which means we know how to do a webinar fast, that also converts and today we are going to give you not the story. But the formula for the webinar itself. There are some things not to do, we're going to start with you, they're probably going to sound familiar, especially if you've done all of that webinar research of what's out there. But then we're going to tell you step by step what to do.

Jennie Wright 1:18
P river attended a webinar, and you looked at your watch 10 minutes in 15 minutes in 25 minutes in, still waiting for that magic content to show up and fix your problem. But it never does. That's one of the things not to do. This is a thing that Allison I have seen over and over and over again, to the point where we've actually gotten on webinars together and actually sat on a zoom window or even a chat window and looked at each other and held up her watches and said, okay, we are 45 minutes in and we have yet to receive any content. This is a thing. And it happens prolifically. It's taught by a few people trying to avoid it as much as humanly possible, we don't want you to create a 60 minute video full of fluff, we're going to tell you in our formula, what we want you to do. And that's going to be a heck of a lot more content. Number two, don't do these long intros about yourself, and how amazing you are and everything you've accomplished. And all the things that you've done, and how much money you've made, and how much stuff you've done. And it's all testimonial and case study over and over and over again. Yes, we know you're awesome. And they will know you're awesome too. But we're going to do it differently. So in a way that they don't feel like your people who are watching don't feel like you're trying to ram it down their throats. And it's gonna be a heck of a lot more interesting. We don't want you to make false promises. We don't want you to show fake data, or info that you've pulled off the internet without sources. You know, I know it's a little bit of the Wild West online. But we still need to pull up verifiable and real sources of data and information versus making up crap in our heads, or something that we saw on some sort of a BuzzFeed video, I don't know, just stop pulling up stuff that may not be true. And, you know, pull something that's interesting. And that actually can be verifiable. In fact,

Alyson Lex 3:15
all of that stuff Jenny just talked about is doing one thing, wasting your prospects time. We don't want to waste their time, guys. Okay, so we're going to dive in, we're not going to waste your time. The first thing that you need to do when you're creating a quick webinar, is to figure out the big problem that your ideal client needs to be solved right now. Now, the caveat here is that if you don't know who your ideal client is, you don't have a list of their big problems. This is going to take you longer than a week. So get on that. If you're not already on that stuff, get on it. Get on it now. Okay, but you're gonna figure out the one thing that's impacting the most right now, when Jenny and I put our webinar together, it was right at the beginning of the pandemic, people were losing business, they were afraid to sell because they didn't know how to sell with authenticity. And so what we did his we broke it down for them, here's how to continue to sell and still be authentic and not be sleazy and, and feel good about it. That was the big problem that they needed to be solved. The next thing I want you to do is to take three to five, maybe six steps to solve it. Okay, what we did is we created a system, it happens to be called the System to THRIVE, hey, very meta, right? It has six steps thr IV. Each letter is a step because I am a fan of acronyms and that's what we did. But we created six steps to solving the problem of how do I still sell when the world has gone to crap and then you Show them the right thing to do in each step. Don't do this, do that. Here's how you do that. Don't do this, do that. Here's how you do that, you're creating a step by step process slash roadmap that they can follow. The key here is that they are going to be able to take the information that you give them, and go and do it themselves. Okay, I know that sounds scary.

Jennie Wright 5:30
It is. But people will quickly realize that some of the time they can't do it themselves, and they still need you. And that's, that's where you come in. Right? That's where you're going to be able to help them. So you're like Alison said, and this is something that she drilled into me, because my early webinars really didn't follow this model. And it was that I wasn't really showing them. I was giving away too much information, I was over delivering on the content, thinking that by doing so I was really showing my proudness, I was really showing how good I was.

Alyson Lex 6:09
Exactly what you want to do is show them what to do. Step by step, what to do, what you're not going to do that is the mistake that Jenny used to make, because she gets so excited about making sure that people are empowered and have all the information they need. But what Jenny used to do is also show them how to do it, she would say, okay, you're going to create a, I'm going to make this up, she might have said something like, okay, you're going to create a promotional calendar. And instead of stopping with your promo calendar should have these three elements and moving on, she would say your promo calendar should have these three elements, here's mine, here's how to create yours, here's a template, she would give away too much of the how to do it. And that reduced her conversions on the webinar, because and that reduced her conversions on the webinar, because people felt that they could and had everything they needed to do it without her.

Jennie Wright 7:24
That was so that was such a bummer. When I was doing that,

Unknown Speaker 7:27
oh my god,

Jennie Wright 7:29
I was getting so much value and thought I was doing so well. And then to have nobody buy the thing and then feel so dejected afterwards, and then realize, wait a minute, that's all my fault.

Alyson Lex 7:40
And I, I don't want to sit here and say like, Oh my gosh, Jenny did this awful, terrible thing. And I'm just as guilty of it. I just happened to be talking about you at the moment. But you really genuinely want people to see you as an expert to see how good you are and to help them because you recognize that not everybody's available to work with you at that level.

So you, you give them the information they need to do it themselves. That's not a bad thing. And I don't want to discourage anyone from being genuinely helpful.

Jennie Wright 8:23
I agree. And it's hard to train people out of this, it really is

Alyson Lex 8:28
the thing that I

Jennie Wright 8:30
think that I try and do now and then I recommend that you do is temper back and show it to somebody else. Take the moment to actually show what you're planning on talking about in your webinar, and show it to somebody because they might look at it and go, Oh, this might be you know, that might be too much information or not enough is said, you know, that's I mean, it's really, really helpful to have a second pair of eyes. The other thing that we want you to do, and we can't take credit for the terminology in this, but we will take credit for the fact that we use this before we even knew there was a term for it is pitch weaving your sales offer into the webinar. Now, we're going to give credit to Alicia bar on this. And you can check out her episode, Episode 35, where she talks about pitch weaving a little bit more in detail, and how to do sales. Pitch weaving, by the way, is weaving your offer very nonchalantly very easily, very organically within the webinar content itself by saying simple things like, hey, if this sounds really good, this is what I teach my clients in my one on one program or in my group program. And you know, you'll have an opportunity to check it out shortly or book a call with me things like that. Now, here's your call to action within this plan. Depending on the program product or service that you're offering, it's most likely going to be a call for you. If it's if it's one on one coaching, it's a call. If it's group coaching that might you know, have a bigger price tag, it's more likely a call. If it's a $35 product, you might be able to sell it right off the webinar. And that's total Cool. But for the most part, I want you to look at doing calls, if you're in the, you know, done for you space, and use what else in and I call prescriptive marketing. And I believe we actually did a whole episode on prescriptive marketing, Allison, that we've got to find, and we'll put it into the show notes for you. So those, this is actually the model, this is the model, it's not that big of a deal. It's actually not that huge, but this is what works. Now, there are a couple caveats here. One of them is that for this to be successful, you do need to have a funnel that actually gets people to opt in. If you have a funnel that doesn't, and we're not going to go into too much detail here. But if you have a funnel that doesn't get people to opt in, and no eyeballs on your thing, it's going to be a challenge. So spend the time and make sure that you actually do that. And here's one other thing that we want you to look at, it's you can actually get this up in a week, you can think of it, you can create the landing page and get everything sort of situated within a week. While you're promoting for the 10 days that Alison and Jenny recommend, you can then work on building up the PowerPoint, don't think that you have to have the PowerPoint perfectly done and ready to go before you actually start promoting the webinar. actually funny enough. If you start promoting the webinar and creating social graphics and doing Facebook Lives, and he lives and talking about it a lot, you actually you actually start creating your bullet points from the promotion. And you can use that you can use that content, it comes up very organically. And that helps with that blinking cursor issue of what I put in my PowerPoint.

Alyson Lex 11:34
There you go. There you go.

Jennie Wright 11:35
There's there's a masterclass right there.

Alyson Lex 11:38
I love that. I love that point you just made that, as you're promoting things will begin to solidify in your mind. What's more, you're going to get feedback from your audience. I'm so excited to hear about XYZ. And so we know what to focus on even more. I love that super smart.

Jennie Wright 11:55
Occasionally, I throw a little zinger in there. I have one occasionally. So this is a plan that you can implement really quick. We want you to implement it quick. This is one of those done is better than perfect scenarios to get something happening. Right. As part of this, we want to make sure that you know exactly what we want you to do. Number one, figure out the big problem your ideal client needs solving right now and work that as your webinar, figure out the three to five steps on how to solve that problem. Show them the right way in each step. Show them the what not the how pitch weave your sales offer within your entire presentation. Don't do any fluff, remember, no fluff, don't waste people's time, provide them real true content, and then put them to a CTA a call to action book a call purchase the thing make the next step.

Alyson Lex 12:52
I'm going to start the takeaways this week. And I know this was a shorter episode. But let's face it, it's all about speed. Right? So number one, if you don't already know who your ideal audiences and the big problems they have, get on it. That is your order for today. Get on it, start researching because you can't do anything in your business without it. Number two, stop giving away too much. Right, just as we don't want you to add any fluff. We don't want you to make it so meaty. That you give them exactly the step by step they need to do it without you give them the what tell them what to do with do not show them how to do it.

Jennie Wright 13:34
This means your entire webinar might not be longer than 35 minutes, it might not be longer than 40 minutes, it means that you're not doing an hour long webinar, it means that you're creating time for q&a and making sure that you have time to present your offer. Before people leave, I will tell you that no matter how much information I give people on my webinars and I've done lots of them. by the hour long mark, there's drop off, it doesn't matter how good you are, there's drop off, so make sure you're fitting it all in within that hour. The easiest call to action that you can possibly have is to book a call with you. This allows that prescriptive marketing that we've been talking about. And it allows you to create solutions instead of rushing to create a program in a week. You also need to be able to multitask. It doesn't need to be perfectly done. It just needs to be done. Before you create the next thing. Build the landing page. start promoting work on the PowerPoint while you're promoting. Create the offer while you're working on it if you have to. But understand that the end goal should all relate to the thing that you want to do. These are really cool tips. These are really interesting ways of looking at a webinar. And they work. Not only do they work for Allison and I separately, they work for us together when we do our thrive stuff together. But they also work for our clients. We have taught this system over and over again to our clients. We have audited PowerPoint presentations and removed oodles of slides. We We've added additional slides when we think the information is too scarce. We've also completely overhauled funnels and copy to make sure it's an alignment and take an opt in pages from 20% to 60%. Just with some tweaks and some visual changes. This is one of the important things. And I mentioned a little bit earlier, you can have the best webinar in the world. But if your landing page doesn't convert, oh, boy, you are not going to get the opportunity to make that offer, because there won't be anybody there. So to that end, if you want to do a webinar, and you want to get some support on doing it, this is where you might need a webinar funnel. This is where you might need a landing page and a confirmation page and a replay page, as well as any promotional emails, confirmation, emails, and even reminder emails, there's all of that kind of stuff, if you do, and that seems a little bit like something that you'd want some support with, connect with us tonight. This is one of the things that we do with our clients. So let's talk head on over to System to forward slash thrive plan and check it out. See if this is something that would be a fit for your business. And if Allison and I can support you, we'd love to help for that. And just want to thank everybody for taking the time to listen to this podcast. And if you'd like to please do follow us. We love when you follow us and listen up to everything that we're sharing. And if there's something that we can do or an episode that we can create for you, that would be helpful in your business. Let us know leave us a review or go to our website System to THRIVE comm and connect with us there and leave us a message so that we can make sure that we're providing content that you need right now to grow your business. Thanks so much for listening. We'll be back again soon answering another big question.



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