WORK LESS, EARN MORE PODCAST EPISODE #223

Today, I’m sharing the webinar strategy that's directly earned me multiple six-figures. 💃

BUT, before I get into the strategy itself, though, I think it's important to point out that while the webinars I've presented with this strategy have generated a ton of revenue directly... they didn't do that on their own.

In other words, if I didn't have the other two necessary components of a profitable business, then I could have created and presented all the exact same webinars but earned $0 instead of hundreds of thousands of dollars.

So... just keep that in mind. This webinar strategy is incredibly powerful, but it can only earn you as much as the rest of your business can support you in earning.

Listen below to learn the framework or just keep on reading. :)

THE POWER OF A GOOD WEBINAR

Webinars can be... gross. They can be slimy, uncomfortable, overly-pushy sales presentations.

But they don't have to be that way! And, in fact, done right, webinars can be incredibly helpful and positive experiences for everyone involved.

And that's really the driving idea behind our Win-Win Webinar Framework. I know what a force for GOOD webinars can be, and I want to ensure that every presentation I give not only earns my business money but also truly improves people's lives.

When you get someone on a webinar, you have the unique opportunity to teach them for a solid hour -- and that's enough time to help them make some real progress with something they're struggling with.

Further, webinars give us the power to help people around the world, who we'd otherwise never get the opportunity to work with.

They're also the most powerful sales tactic I've ever tried, consistently converting 5-20% of my leads into paying customers... at scale. The only tactic I've found that's more effective for selling is 1:1 sales calls, where 20-60% close rates are typical. However, 1:1 sales calls are a much more time-consuming and costly strategy to scale, so webinars really take the cake -- especially if you're looking to earn passive income with your online business.

THE WIN/WIN WEBINAR FRAMEWORK

There's no reason to complicate things unnecessarily, and, in fact, we can often get the very best results with the simplest strategies. Accordingly, our webinar framework includes four main sections:

Introduce
Educate
Overcome Objections
Close

In $100K Mastermind, we guide the students through pre-planning exercises that determine the best topic for their webinar, refine their marketing message, and ensure their offer is as compelling as possible. We also cover quite a bit of important sales psychology before getting into the webinar creation process itself.

From there, we work with the students to create each of the sections of their webinar, then, once all of their content is created, we help them put it all together, design the slide deck for their presentation, promote their webinar, present it, and much more.

If you'd like to work with my team to complete this process and ensure you end up with the most powerful webinar possible, then click here to learn more about the $100K Mastermind program and submit your application for our next cohort.

Right now, though, let's focus in on the content of the webinar itself, going through what to include in each of the four webinar sections outlined above. 👆

WEBINAR SECTION #1 - INTRODUCE

In this first part of your Win/Win Webinar, you’ll introduce yourself, the topic you are teaching, why you chose this topic and set expectations for the presentation. This sets the stage for everything that follows, and we recommend doing it differently from most webinars you’ve probably watched.

Avoid spending the first 20-30 minutes of the webinar telling your story. Snooze! While your story is important information to build credibility and trust in what you are selling, your webinar registrants are there for the meat. Getting into the teaching portion faster will retain your participants’ attention, and you can strategically include your story later on in the presentation -- we’ll show you how when we get there.

Specifically, in the Introduce section of your webinar, cover the following points:

Webinar title and why you chose the topic
A brief personal introduction
The hook: call out something everyone thinks will give them the desired outcome... and then announce that this is actually one of the biggest mistakes they can make! This will pique your attendee's curiosity and ensure they pay attention throughout the entire presentation.

WEBINAR SECTION #2 - EDUCATE

Now it’s time to deliver on the promise of your webinar and teach your attendees what they signed up to learn. This is the part of the presentation where you will cover the three main points of your teaching topic.

Here’s how you can structure your content for each of your three points:

What is the first point?
Why is this important?
What do most people do?
Why doesn’t what most people do work?
What should they do instead?
Offer proof that your method works.
Share a quick tip from this strategy that registrants can implement right away and see results from quickly.

Since the Educate section of your webinar is where you provide the most value to your attendees, I recommend that you spend about 50% (or at least 25 minutes) of your webinar time on this section.

WEBINAR SECTION #3 - OVERCOME OBJECTIONS

In this section you'll include a bonus tip -- one more point, going above and beyond what you promised they'd learn at the class! Using this bonus to overcome objections is a great segue into your offer because you’re going above and beyond your promise by presenting a fourth point (tip, strategy, etc.) for your registrants.

This will be structured similarly to your first three points, however there are a few minor -- but important -- differences.

What is this point?
Call out the big mistake most people make.
Share how this mistake was affecting you and your day-to-day life.
The turning point -- what did you finally do that changed everything for you?
What happened after you made the big change?
Big takeaway for your audience.

WEBINAR SECTION #4 - CLOSE

In this final section of your webinar, Close, you get to tell your audience about your product and give them an opportunity to buy it.

But I know -- it can feel tricky to transition from “teaching” to “selling,” and most people say they don’t like being salesy or that they’re not good at sales.

But don’t worry -- you don’t have to be “good at sales” to do this well. Keep it simple, trust the process, be honest, and focus on showing the webinar participants how you can help them, and it really will be easy and much more comfortable than you'd ever expect.

Here’s a breakdown of what to include in the Close section of your Win/Win Webinar:

Recap what you've taught them so far.
Ask them what they've found most useful.
Ask them if they're interested in learning more about how you can help them get the result they're looking for.
Introduce your product.
Share how your product works, AKA "The Plan."
Tell about bonuses that are included with your product.
Share how much the product costs.
Sweeten the deal with additional free bonuses.
Share your guarantee.
Final call to action.
Thank everyone for attending.
Q&A

FINAL THOUGHTS

So, there you have it -- the broad strokes of the Win/Win Webinar Framework. It's a game-changer because it allows you to spend the bulk of your webinar time TEACHING, giving your audience tons of value, while, at the same time, generating an impressive number of sales.

In fact, most of our $100K Mastermind students are able to get 10-20% conversion rates on their webinars with this strategy! 🥳

But, done right, this webinar strategy will not only make you money... it will also help your audience so much that they leave the webinar very glad they attended AND a bigger fan of yours than ever before.

Of course, if you have any questions about the Win/Win Webinar Framework or how you can implement it in your business, don't hesitate to reach out. I'd love to help you out.

Here's to your success!

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Show notes + links:

LISTEN TO THE FULL EPISODE TO HEAR:

Strategies to transform lackluster webinars into engaging and beneficial experiences.
A four-step framework for crafting successful webinars: Introduce, Educate, Overcome Objections, and Close.
Insights on avoiding the salesy tone and making webinars more effective for generating revenue.
Actionable tips for scaling your business through webinar success, aiming for six-figure earnings.