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Always have someone else introduce you at the beginning of your webinar. This person won’t talk about themselves, or their relationship with you or your company necessarily. In fact, in most cases, it isn’t even necessary they share their name. Their sole purpose is to make you SHINE!

WEBINARS THAT SELL!6 Simple Tweaks to

Maximize Webinar Conversion

#1: Have Someone Introduce You

When having someone introduce you:• Have them welcome participants briefly, reassure the viewers the webinar will start

shortly - then go right into how awesome you are. • Have them share some of your significant expertise, as well as offer some more personal,

heart-based descriptions of your character.

Having someone introduce you begins the process of getting participants excited to learn from you. It acts to hook the mental and emotional interest of the viewers, and sets you up so you can hit the ground running!

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On a webinar (as opposed to a live event) there is less pressure for your viewer to listen right to the end of the event. They could get distracted for a second – and decide to close your webinar and go on with their day.

#2: Offer an Ethical Bribe

There are 3 places to mention your ‘ethical bribe’.

a) In your introduction: Have the person who introduces you tell the listener what the extra ‘treat/gift’ is, how valuable it is, and that they’ll be shown how to get it at the end of the presentation. b) Mention the ethical bribe again at the beginning of the ‘What’s In It for Me’ section of the script. In other words, at the start of your webinar, when you talk about what they’ll learn during your time together, talk about the free gift once more.

c) Mention the gift again when you transition into the formal ‘selling’ part of your offer. For example, before you get into the direct selling part of the webinar, you might say, “I’d love to share a little about the program while I give you some more valuable tips… And please, stay on till the very end of the webinar because in addition to a few more tips - I’ll show you how to get access to the ‘XYZ Resource’.

Offering a hot ‘listen to the end’ incentive gift will go a long way to ensure your viewer stays on right until the end of the webinar. This is important so they’ll hear your ‘offer’ and make it as likely as possible they’ll want to do more business with you.

An ‘incentive gift’ is an immediate gratification resource you’ll gift your participants with at the end of the webinar.

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#3: Use Lots of Enrolling Questions

To keep your webinar attendees engaged throughout the presentation, include a ton of enrolling questions. An enrolling question elicits an easy, ‘YES’ response.

Here are some examples of enrolling questions:

• Can you see how this technique could work for you?• Does that make sense?• Isn’t that interesting?• Have you ever seen anyone do this?• Are you feeling me?• Do you think you can implement this?

A webinar can often put people into a passive learning state where they start to get distracted and ‘check out’ mentally. Enrolling questions help to counteract this state by keeping the participants interacting with you and your content. When you ask a good enrolling question, they’ll answer it in their head or sometimes out loud ... as if it were a real conversation!

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#4: Shorten Your Turning Point Story

At the beginning of your webinar, it’s wise to share a personal (yet strategic) life story designed to quickly open your audience emotionally and psychologically to be influenced by you. You don’t have much time to positively persuade your listener on a webinar – and an effective Turning Point Story goes a long way to warming them up to you.

If your story is designed and delivered well, it will demonstrate:

a) Your Expertise (i.e. why you have the information, education & experience to show them how to achieve what they want). b) And your Humanity (i.e. why you are very relatable - just like them in fact!).

You’ve likely seen speakers and workshop leaders share personal stories at the start of their time on stage. When you are live, you have more time for your story. When you are telling a story via webinar – you have less time before people begin to tune out. So… tell your strategic story …but try to keep it under 4 minutes!

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#5: Use Entertaining Slides

Many webinar designers make the mistake of having perfectly uniform, branded slides. They use the same colors and design layout to create a cohesive look. Unfortunately, this can work against the goal of keeping people engaged. I suggest you use purposely entertaining slides! I often mix strange colors together periodically (purple background with bright orange picture for example) to wake people up visually. I also use lots of slides. People are very used to rapid editing in commercials, movies and tv programs these days – so having a good variety of slides that move often will keep your viewer engaged and entertained.

Also, be sure to use lots of pictures – and very few words. You are already bombarding them with lots of spoken words… your slides should augment your communication by offering the information you are speaking about in another channel. If I am talking about money for example, I’ll have a picture of a pile of cash or coins to support what I’m saying. Usinghumorous slides is another way to keep people engaged. If they’re laughing…they’re learning!

Use lots of pictures and very few words

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#6: Use A Bonus Stack In Your Offer

When you make an offer from a live stage, we usually recommend using one of three ‘closes’ to encourage participants to buy on the spot. They are the…

• Discount Only Close• Bonus Only Close • Bonus + Discount Close

On a live or evergreen webinar, we only recommend one type of close. It is called, the BONUS STACK close. Refer to the Maximize Your Impact Module for more details… but the gist of this close is that you’ll fully sell your main offering. You’ll give that main offering a tuition. You’ll then proceed to (one by one) talk about other products/programs you have that will help them get the result they are looking for easier, faster, and with less effort. The items you mention must be relevant. After you talk about each one and give it a value, you’ll then give a rationale for a deal – and let them know when they invest in your main offering, you’ll GIFT them with that bonus for FREE!