Almost 13 years ago, I got started online trying desperately to start an Internet business… Then, webinar marketing and sales webinars were in their infancy, as were everyday technologies like Myspace and Youtube. The very first success I had though, in terms of selling online, was a half-baked live webinar that had 4 attendees and 3 sales, generating my first 4-figure day online…
The thing is, the deeper I got into “Internet Marketing,” the more I realized that selling online is very similar to selling offline. You need prospects. You need a pitch. You need an offer. What webinar marketing lets you do though, is sell to many people at the same time rather than organize a lunch and sell to one or a few people.
The medium is different when you use sales webinars.
Online, a ‘nobody’ can have a following of tens of thousands, even hundreds of thousands of people given all the ways that we can generate leads these days, from email marketing to Instagram to organic website traffic.
You wouldn’t know it to see him or her walking down the street – but that doesn’t change the fact that it’s true.
And being that the marketing medium is different, so are the tools you use for the selling process. After all, with a following online, you need a way to get them to take action in a way that doesn’t involve them leaving their house.
Rather than sell one-to-one, you can sell one-to-many. And that ‘many’ can be located anywhere in the world that doesn’t have a language barrier! Our Done For You clients are all over the world, from the US to the UK to Australia and New Zealand. The world is truly flat when it comes to using sales webinars in your business.
You don’t need to drive down the street or into the neighboring town, have two or three meetings, and then (hopefully) get a sale…
Now, you can put hundreds of people on a webinar and sell them ALL at the same time without leaving your office!
At the end of the day, selling on a webinar really only boils down to a few things…
Your Sales Webinar Must Solve A Problem
This goes without saying… You need to sell stuff that solves problems. The bigger the problem, the more you can sell.
There’s a catch-22 there though. Sure, you might have the best solution on the planet, but you still need to make sure that your your sales webinar is out in front of your audience… The folks who are both willing and able to buy from you!
Many, many good products and services have died a slow death because a business’s advertising is never dialed in… Because their webinar marketing wasn’t getting the exposure that was needed or because the sales copy didn’t receive enough views from targeted prospects.
Know Your Ideal Audience
You have to know exactly who your ideal customer is (and who they aren’t!). We can talk all day about defining your perfect customer avatar, but at a minimum, you should know:
- Their gender
- How old they are
- What they do for a living
- What they're interested in
- Where they live
- What languages they speak
- What devices they use
That, my friends, just gets you started. In order to write sales copy and really make them feel like you’re talking to them, you should have a pretty good idea about:
- What they do in their free time
- What their biggest aspirations are
- What they fear the most
- What they eat
- What time they wake up / go to bed
- What they enjoy doing on vacation
- What kind of car they drive
In short, you should know so much about this person, that you should give them a name… And, every time you sit down at your desk to write anything even remotely sales related, you should be trying to figure out how to best communicate with “Bob” (or Mack or Angela or Buddy).
To make this easier, we’ve got a customer avatar builder inside Scriptly that’ll help you pinpoint your ideal client, and use that data to speak directly to them through emails and webinars!
Create A Structured Sales Process
The Internet and what is has done for business folks like us is pretty marvelous, but the absolute biggest advantage we have now is in how easy it is to create a structured sales process.
Between having dedicated sales mechanisms like webinars, sales videos and email autoresponders; it’s relatively easy to create a standalone, automated sales webinar in your business that welcomes every new lead in while funneling revenue out.
That’s why we created Scriptly – to make webinar marketing easy from start to finish, and to handle all of the copy that needs to be in place to make that happen in your business without needing to hire a copywriter or sit at your desk for hours, glued to your computer screen wondering where you’ll get the inspiration to make things happen.
The Call To Action Must Be Clear
Every piece of content, every blog post, every Facebook post, and every email that goes out to you audience should have a clear call to action (CTA) in it.
… And if it doesn’t, you need to have a reason why it wasn’t included.
Now, I’m not talking links to just sales messages either. You should always ask your audience to do something like:
- Clicking a link to watch a Youtube video.
- Signing up for your next webinar.
- Liking a new blog post.
- Subscribing to your Youtube channel.
- Opting in for a new report.
- And, of course, clicking a link to go check out a sales video
Every email is structured so that they A) get opened, B) get read, and C) get clicked.
Which leads me to the last part… Creating a webinar marketing system.
Systematize Your Sales Webinar
I’m a big believer in marketing systems. Why? Having built hundreds of them for clients and for my businesses… Having a system, or a machine, that turns leads into sales is the absolute most powerful thing that you can do and will be responsible for helping your business hit the heights that you want it to.
When you can spend one dollar and get back two – you’re on to something big!
To this day, one of the most profitable ‘marketing systems’ to employ is an automated sales webinar:
- Your new leads sign up for your webinar
- On the webinar, you bond with them, teach them and ultimately pitch them (resulting in some sales)
- After your webinar, you mail them a replay of the presentation (getting more sales)
- After 4 or 5 days, you shut down the webinar replay (which results in another sales spike)
- ... And then you have a bunch of leads to mail your next offer!
To help you along the process, not only does Scriptly have a webinar writer, called the Webinar Wizard… We also have the webinar promotion email sequence AND the replay email sequence that you can use for your promotion!
Plus, there’s even a landing page builder inside Scriptly so you can publish your marketing pages quickly, easily, and get the best conversions possible!
All that’s left for you to do is set it up in your autoresponder! Or, if you’d like us to do it for you, you can tell us about your project here!