Webinars and teleseminars are wonderful methods to sell a product or service and attract clients. But they also offer you a lot more from a marketing perspective. You can connect with interested people, share your knowledge and provide value. Whether you offer products or services, how you orchestrate and deliver the program doesn’t really change. And if you are serving the corporate market, the approach would again be the same.
Here is what we do:
1. 75-80% Content.
At least 75 – 80% of the content you deliver in a webinar is about educating your audience. During this segment, you’re not selling them anything. You are really just sharing your knowledge about a particular topic. The point is to paint a picture of things that your listeners might not know from your subject matter and expertise. This is how you deliver value, educate your market place, build credibility and start to create trust, all of which helps you attract clients.
For example, I introduce to the audience what they need to do to get clients. I’m also educating them on all the reasons why they need to take these steps. But I’m not telling them exactly how to do it because that’s what gets delivered via our products and services.
2. 20-25% Promotion.
The last 20-25% of the webinar is the part where you promote your product or service and explain that’s where listeners will discover “how” to do whatever you have been talking about. When they buy the product or service, you’ll tell them how things work and take them through the process step by step to see how everything is done. The solutions are provided in your product or service.
The Model Stays the Same.
So the setup, delivery and format of the webinar or teleseminar program follows this same model regardless of whether it’s about a product or service being offered. You can see exactly how we do. You’ll see that the majority of the information shared is to educate listeners about what they need to do to attract clients and why. Then the specifics are provided about the product at the end of the webinar. The invitation to buy the product and learn more is confined to the last few minutes. We’ve been using this formula for years because it works for us and it will work for you as well.
Your Assignment:
Have you created your first webinar or teleclass yet? To come up with a topic, think about what your prospects need most. What wakes them up at night with the 3am sweats? What solutions are they craving? Next, take a step back and think about how you can talk about this without giving away your information completely. Save the exact “how-to’s” to attract clients who will purchase your actual product or service.
Fabienne Fredrickson is founder of ClientAttraction.com, ranked on the Inc. 500/5000 List of America’s Fastest Growing Private Companies in 2011. ClientAttraction.com is devoted to teaching entrepreneurs around the world how to consistently attract ideal, high-paying clients, put their marketing on autopilot, shift their mindset towards abundance and take a no-excuses approach to creating a highly successful and meaningful business, while working less. Through her workshops, courses, coaching programs, and products, Fabienne shows her students how to go from 5-figures to 6-figures in their business and then from 6-figures to 7-figures, while experiencing freedom and creating an abundant life they love.
To order Fabienne’s FREE Audio CD, “How to Attract All the Clients You Need” by mail and receive her weekly marketing & success mindset articles on attracting more high-paying clients and dramatically increasing your income, visit www.clientattraction.com