JASON DROHNSo, for example, as you start your pitch, as you work with a pain point
and try to figure out what people's emotions are based around that pain
point, you can ask them: “How much money would you like to make per
day? What would make a difference in your life? What would you do
with that money?” Get them interactive.
One of the things that I did in my “Money-Saving Secrets” webinar was
we would go through and pick a niche, and in that niche, I would go in
and figure out all the different ways that I would make money in that
niche, just point blank, right on the webinar. I would always ask
attendees, “What niche are you in? What would you like to go through?”
Then I would pick one of those, because this helps them figure out and
learn the process of doing what we do. It also gets them interactive and
motivated to buy your product and consume your training.
Also, you can post something controversial and get people’s reactions.
So, you can talk about something that might be a little bit off-the-cuff.
But, a word of warning: people can get pretty irate and belligerent,
because they may feel that you're the only one that actually sees the
questions, or your co-host. The first few webinars I did, once in a while, I
would get a reaction that really rubbed me the wrong way.
So, during your presentation, it is encouraged to gauge feedback live.
Ask questions and provide some “live” stuff. For example, “Help me
pick a niche.” “What do you think the first food is?” “What is the
number one food that grocery stores sell out of in times of crisis?”
Actually do a little poll, a little challenge.
I usually answer a few questions after every few slides, and I’ll tell the
audience that at the beginning. I will say, “Look, I really like to have
some audience interaction. I like to have some feedback throughout this
process, so at the end of a few slides, I will pick a couple of questions
that relate to what I just covered. And then at the end, we have time for
everyone’s Q&A.” Let the audience tell you what they want.
One of the things I don’t really see enough of is, when I am on a webinar,
a lot of the times, I’ll tailor the presentation based on the audience, and
based on what I feel the audience is giving me for feedback. Many
times, I’ll script the slides, but then I’ll go off and actually continue to
drive home examples that this audience is really geared for.
After the presentation, save at least 30 minutes for the last question and
answer session—this is a long one. This is after the product has been
pitched and another opportunity to answer questions for a longer
duration. If you’re going to do any fast action bonuses, do that during