In our last post, Using Webinars to Sell Your Product — Part 1, I discussed reasons your product launch might have flopped and offered advice on adding a Webinar to your product launch plan. Well, there’s still more to learn, so let’s get crackin’!
So… What on Earth is a Webinar?
A webinar is simply a seminar conducted over the Internet. It can be on any topic, as long as the topic is informative, educational, or entertaining. It has to be something people would actually want to attend, otherwise… there’s really no point, is there?
The webinar should be between an hour to an hour and a half. The first chunk of the webinar will be all the rich and juicy information your audience signed up for. If your webinar is an hour long, you should spend the first half-hour sharing information about the topic; if it’s an hour and a half, this chunk should consist of the first hour.
Make sure it’s as jam-packed with information as you can possibly make it–you want it to be a valuable resource that people are shocked they were able to attend for free. The goal is for people to walk away having learned something and feeling good about spending their precious time listening to what you have to say.
Make Your Offer
After you spend a good amount of time on the topic of the webinar, you’ll want to make your offer. Here’s the important part: let people know that there will be more information on the topic you were presenting after your sales pitch, so they stick around to listen to it. Make it attention-grabbing, say something like, “We’ll be learning about this really awesome thing that you absolutely want to know about right after I tell you about my product.” Yeah, you’d obviously want to phrase it better, but you get the point.
Then, you make your pitch. Tell them what it is, why they have to have it, how it will make their life better or easier somehow. Tell them how much it costs, what they will expect to get with their money, and any added bonuses you’d like to throw in. They all have a problem they want to solve… how does your product/service/course solve it for them?
A great thing to do is to offer them something special only if they sign up during the webinar… perhaps offer them an extra free gift or a discount or throw in another one of your products. It gives them an incentive for purchasing quickly, because if they don’t feel as though there’s a time limit, they may forget about purchasing it completely—even if it’s something they really wanted. You have to try to get them to make the purchase quickly, otherwise there’s plenty of time to talk themselves out of it. Tell them how they can purchase your product, give them the URL to add it to their cart or a link to the sales page.
After the Pitch
After you make your pitch, get right back to the good stuff. That delicious information they signed up for.
If your webinar is live, use the final 15 minutes or so to answer questions that your audience may have. Reiterate what your product is, how much it costs, how to purchase and what they’ll get. And then thank them for attending.
Stay tuned for Part 3 of this series… I know you’re just dying from the anticipation!