Webinars have always been one of the most effective tools for selling products and services. A free class lasting between 15 and 45 minutes, depending on the training level or level of awareness of your ideal audience, to help you build trust in the people you are targeting. That is, a tool to convert strangers into customers.
What should we consider to help us sell?
First, ask yourself, “Is the webinar right now for you? because it is a system that requires going to volume. It is necessary to have the sufficient financial muscle to make a significant investment in ads that generates a flow of traffic generous enough for the sales funnel to work and convert customers and, from there, reinvest to scale.
When coming up with content or making a webinar schedule, please focus on selling the results you already have. What you sell has to be one hundred percent aligned with a real and tangible solution that you can offer to a problem for which you already have testimonials and results. Do not “position” yourself as an expert or mentor without success stories.
Projection of Authority
Here you will introduce yourself, showing who you are, what you do, and how you can help others: You will talk about the “hell” from which the avatar leaves, you will connect with the solution (the vehicle), and you will explain how it will feel to reach “heaven”: the new and desired situation, materialized.
Confidence-building content
Here we work on the three keys, which I will explain below. Be careful. It is about providing valuable content, yes, but here you are NOT training with content directly related to your product or service, but you will subtly touch the pain points of your ideal client through strategic content. Pay attention:
The New Opportunity
This is where we present a new way of doing things and make the person feel that this time they will be able to achieve it by visualizing the advantages of working with us. To do this, we tell him: I already know you’ve been through this, and that’s why I know you’re in this situation. I know of a system or methodology that can help you with X advantages, and that’s why.
The Visualization of the process
You show the avatar the step-by-step of your methodology. We talk about what is done, not how it is done. Remember that we are not training, but we are making the person visualize our methodology so that he feels that, this time, he will achieve it.
The Resolution of Doubts and Objections
Here you have to consider what information your avatar may lack to trust you. Then, you will provide precisely those answers in the form of strategic content to give it clarity and generate the necessary confidence before moving forward in the webinar.
The Transition to the sale
It must be done subtly, using questions or content that, as a result of the work done in the previous keys, predisposes the potential client’s mind to want to see what you have prepared for him. His mind has to be in a “yes, I want to see more” state. And then, when he wants to see what we have for him, we offer him either a clarity call or show him the landing with the shopping cart.
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