Ask For The Sale

Workshop Day Two

Crafting Your Webinar Pitch

Understand the four types of webinar registrants and how to craft a pitch that doesn’t even sound like a

pitch

I Know you’d rather be eating bon

bons than listen to this so…

• The most embarrassing story I have ever

told….anyone 5 minutes

• Crafting Your Webinar Pitch 25 minutes

• What’s next? 5 minutes

• Q&A 10 minutes

The 3 Word Story

• A Window Cleaner

• Wrestler Striptease

• A Hotel Room

Never Google “Wrestler Striptease”

This is What Keeps Me Going

And also Ramit Sethi….

Meat & Potatoes

Baby!

How to Sell on Webinars

Priming, Pitching & Follow-up

First Things First….

Persuasion isn’t something one person does to the other. It is what one person does to herself as an

internal response to things she is exposed to.

Also, buying isn’t a rational decision…no sir no!

Pitching During Webinars

A Rant

4 Types of Webinar Registrants

1. Sign up and show up

2. Sign up and no show

3. Sign up and come late

4. Show up and leave early

4 Types of Webinar Registrants

1. Sign up and show up

2. Sign up and no show

3. Sign up and come late

4. Show up and leave early

Three Parts to Selling on Webinars

Priming

Pitching

Follow up

Priming: What

Before The Webinar

At The Start of the Webinar

During the Webinar

Before The Webinar

• 3-4 emails within 48 hours of the webinar time

• If possible add an “urgency” nudge like a countdown

timer in the email or asking them to add it to their

calendar

• Use the exact benefits they will get from attending

• Hint at a “secret”

• Make sure they attend live

At The Start of The Webinar- Part

One

• Get Them to Like & Trust You

• Personal secret

• Embarrassing story

• Fun trivia about you

• Use Ice Breakers

• Share but don’t flaunt

At The Start of The Webinar- Part

Two

• Make sure they stay till the end

• Hint at a special surprise/ open a curiosity gap

• Tell them how the end completes the picture (if

your offer is an extension of webinar)

• Tell them that you will share real life case studies

of how other people have used the webinar

teachings for great results (client testimonials for

your main offer)

During The Webinar

• Periodically remind them why they are there and why they should continue to listen:

• This exact technique was used by one of my clients and I will show you in just a bit how she used it to <insert massive results>

• When I was working with <do some name dropping> I learned that <insert some interesting takeaway>

• When I was working on my latest offering which you will hear about in just a bit, I <insert some relevant fact> and this knowledge alone can change the direction of your life forever

Three Parts to Selling on Webinars

Priming

Pitching

Follow up

Show Them How

• Tie It To the Priming or To The Meat & Potatoes

• Excite Them with the Possibilities

• Show They How

• Show They Why They Should

• Show Them Why They Should Right NOW!

Tie It To the Priming/ Meat &

Potatoes

We have come to the end of this magical journey (gaawd

that sounds so Disney) and like all things Disney, the ending

is happy ever after IF you choose to take the next step. Now

let me tell you that not all souls are brave enough to take this

skill to the next level. You could be saying “but I learned so

much in this webinar, what else can she teach me?>

Well…remember what I told you about <whatever you used

in the beginning> now is the time to open the kimono. You

ready?

Excite Them with the Possibilities

Give them the benefits in bullets (for the sake of all things holy don’t use the word “learn” or “teach” NO NO NO!

• Instead of saying- You will “learn” how to lose that belly fat

• Say- You “WILL” lose that belly fate and rock that bikini

• Instead of saying- I will “teach” you how to manage your stress and have more energy

• Say- You WILL have more oomph and zero stress so that you can spend more time with people you love and get out of bed each day bursting with energy.

Show Them How

1. Give a behind the scenes tour of your process or methodology

2. Show them some of the material

3. Show them your offering in action

4. Show them how you created this…the birthing process

5. Take them through the sale cycle (what happens when they click this button etc.)

Show They Why They Should

1. So if you are looking to <insert the results you

promise> now is your chance.

2. Imagi

Show They Why They Should Right

Now- Formula One

So yes I do understand that new offerings are coming at you a mile a

minute and I understand the overwhelm and the constant push to buy buy

buy…BUY right now or the world will end and your kids will grow up to

be like Justin Bieber…I get it ALL!

So I am going to tell you 5 reasons you should NOT buy this offer:

<insert bullet points that uses reverse psychology>

But if you are rebel, a rule-breaker, an unconventional ferocious SOB then

you may want to check this out…and when you do and like the badass you

are.. when you sign up during this call, this is what you qualify for:

<insert bonus or special price ONLY for fast action takers>

Show They Why They Should Right

Now- Formula Two

How life changes in 3 minutes…

In 3 minutes, you could go from <existing situation> to <desired situation>

In 3 minutes, you could go from dreading waking up each day to face the <daily

struggle> to one where you will jump out of bed every single morning bursting with

excitement

<Insert more situational before/afters>

All it takes in 3 minutes…do you have 3 minutes for yourself? Because if you do, use

these 90 seconds to make the decision that has the potential to <insert tangible

transformation>

And if you sign up before we wrap up this call, this is what you qualify for:

<insert bonus or special price ONLY for fast action takers>

Three Parts to Selling on Webinars

Priming

Pitching

Follow up

Follow Up

• Send a follow up sequence to all registrants

• Replay link or invitation to attend another live session

• Send bullets of key takeaways

• Screenshots of chat or webinar in session

• Some choice quotes from people who attended or live-tweeted

• If your sales are remarkable mention that

• If someone noteworthy showed up, mention that

• Tel them what they missed (benefits, fun, interaction, chance to ask

you questions live)

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