How to Attract Customers Using Webinars

04/02/2015 04:18 pm ET | Updated Jun 02, 2015

One of the hottest strategies for growing, scaling and profiting in your business today is webinars. I've used these to create multiple 7-figures for myself and my clients.

So in this article I'll walk you through how to attract customers using webinars. I'll be sharing what to include, what not to include and how to close your webinar for maximum impact, leads and profits.

You'll discover:

  • What a lead magnet is and why you want one.
  • Financial freedom: what it really means.
  • What's the wrong way to do a webinar?
  • How to max out your webinar (and why it's a good thing!)
  • Should you give away your best content?
  • And so much more!

So why webinars? They are the next best thing to being face to face, in-person with your target market. If you want to leverage yourself and scale your business, webinars are key. By being the person at the helm you set yourself as an expert, it's your virtual stage.

You can use online tools like LeadPages where people sign up for your webinar. Then you'll follow up using an email service provider like Aweber, InfusionSoft, MailChimp, etc. GoToWebinar is what you'll use to actually host and run the webinar, get a smaller account so you can max out and really build some buzz!

All of these tools can and should be implemented to work together.

Once those pieces are in place build excitement with your registered audience by sending an email at least every other day until the webinar. Then on the day of the event send out an email in the morning, then 4 hours before the webinar and then one when the webinar actually starts.

And don't be afraid to ask for their phone number! Many people simply forget about webinars so if you have their email and phone number you can be top of mind.

Now here is the information you'll want to include in your webinar:

1. The introduction
If you can have someone else introduce you that would be killer!

In your introduction you want to welcome them to the event, thank them for being there and acknowledge people by name. Ask them what their #1 thing is they want to get out of the webinar.

Also have a contest. Have three prizes you give away at the end of the webinar; they will go to the three people who first correctly answer three questions based on the webinar content. That way people are tuned in, focused and they want to stay til the end.

2. Your story
This should be short, sweet and relevant to the webinar's content. People aren't there to hear all about you, they are there to learn from you and walk away with valuable information to make their lives easier. So make sure your story is authentic, relevant, and brief.

3. Three pieces of content (your best stuff!)
This is where you give away the goods. A lot of people make the mistake of not giving away their best content here, they worry no one will buy their course if they do. And that's simply not true.

Your job on the webinar is to make everyone's lives better by having been there, and that boils down to you giving your most valuable information to them.

4. Testimonial (social proof)
Provide a testimonial from one of your clients about how you've helped them and made an impact in their businesses with the information in your product or your services.

5. An offer.
Then finally you close the webinar with an offer. If you are doing this for the first-time you MUST use the "value bomb strategy". You say to your participants that you've given everything you've got, and you want to keep adding value.

Then you offer them a survey, explaining you'll choose 5 survey participants to receive a 30 minute session with you.

On the survey you'll ask things like: what is your biggest challenge and frustration with (your webinar topic)? What was your favorite thing and least favorite thing about the webinar? How can I improve it? Be sure you highlight what benefits they'll receive from spending 30 minutes on the phone with you.

If you've already hosted a webinar, try the "stampede close". This is the technique where you give away a cool bonus to the first 10 people who buy right away! You'll create a "stampede" to your product or service page.

And that's it, that's how a webinar is done. Now that you know the nuts and bolts of what it takes to create and host a webinar, get out there and make it happen!

And if you liked this topic stay tuned for next week's show on marketing webinars. I give you the 5 best ways to market your webinar to get (and give) the most bang for your webinar buck.

Nick Unsworth is CEO of Life On Fire, a business coaching company that helps entrepreneurs and business leaders become the rock stars they are meant to be. Nick has been an entrepreneur for 11 years and was inspired to live his best life after watching those close to him struggle for money throughout his childhood. Nick has worked in several industries and bounced back from many setbacks, which inspired him to help other entrepreneurs make every day a journey worth living.
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